Full text of "The talking machine world (Apr-June 1921)"

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Scanned fronn the collections of
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AUDIO-VISUAL CONSERVATION
at The LIBRARY of CONGRESS

SINGLE COPIES. 25 CENTS

VOL. XVII. NO. 4 PEH VEAH. TWO DOtXABS

Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, April 15, 1921

1 1 The best-known trade-mark in the world

II designating the products of the Victor Talking Machine Co.

■ I

E liiiiiiMi»HiMiiiiiimiimnmn»miiinjrmiiniiinimiiiiniimiimiiiniimiiimimmiiiiiniimiiminni»

inniiiiiiiiilin

Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 3, 1879.

THE TALKING MACHINE WORLD

Sonora-lhe Stabilized Line

Sonora^ besides having
many important patents
of its own^ is licensed
and operates under basic
patents of the phono-
graph industry. The
foundation and future of
Sonora and Sonora^s
dealers'' businesses a re
secure, Inhere is a
Sonora to suit every
taste and every purse.

Sonora plays ALL
MAKES of disc records
perfectly without extra
attachments.

Sonora.^ because of its
supreme quality.^ has
always been oversold and
there is no accumulation
of Sonoras which has to
be disposed of at a
sacrifice.

Sonora''s manufacturing
conditions and sales are
stable and the Sonora is
not subject to quality
depreciation nor violent
fluctuations in either list
prices or terms.

PRIDE OF POSSESSION MAKES SALES

YOUR selling is easiest and your sales total
the largest amounts when you offer for sale
something the public knows to be satisfactory.

Sonora, winner of highest score for tone at the
Panama Pacific Exposition, stands highest in
the estimation of the public.

Sonora has a wonderful quality reputation.
Buyers take genuine pride in owning this superb
instrument.

32 models are available at prices from $50 to
$1800.

Praises by Sonora owners and Sonora's extensive
advertising have convinced phonograph pur-
chasers that Sonora is supreme in merit and
value.

Dealers know that no substitutes are accepted for
the Sonora, that this instrument sells with the
least resistance, and is a wonderful money maker.

We are adding new dealers. You may be able
to secure a valuable Sonora Agency. Write for
information to

SONORA PHONOGRAPH COMPANY, INC.

George E. Brightson, President

NEW YORK : 279 BROADWAY
Canadian Distributors: I. Montagnes & Co., Toronto

THl OINISTI^yiMlilKlT @iF W^ILOW
€LEAI^ AS A ©ELL

The Highest Class Talking Machine in the World

The Talking: Machine World

Vol. J 7. No. 4

New York, April 15, 1921

Price Twenty-five Cents

HARRY A. BEACH JOINS THE UNIT CONSTRUCTION CO.

Manager of Traveling Department of the Victor Co. Resigns to Become Vice-President of Unit
Construction Co. — This Appointment Makes No Change in the Existing "Unico" Organization

Philadelphia, Pa., April 6.— Harry A. Beach,
for many years manager of the traveling depart-
ment of the Victor Talking Machine Co., re-
signed that position on March 31 to become
vice-president of the Unit Construction Co. of
this city, producers of the nationally known
Unico system of musical merchandising. Mr.
Beach carries into his new field of endeavor an
intimate knowledge and keen appreciation of the
merchandising requirem-ents of Victor dealers
whose interests he will continue to serve. More
than seventeen years have elapsed since he first
became identified with the Victor industry and
for the past ten years he has been a member of

throughout the United States gives him an in-
sight into retail conditions which will be in-
valuable in connection with the program of the
Unit Construction Co. to place Unico service
on a plane of constructive efficiency heretofore
unequaled.

The appointment of Mr. Beach makes no
change in the existing organization of the Unit
Construction Co., which remains under the able
guidance of Rayburn Clark Smith as president,
the personnel of the executive staff being as
follows: Rayburn Clark Smith, president;
Harry A. Beach, vice-president; Elton E. Sul-
livan, treasurer; Alfred Sparing, assistant treas-
urer; Frank L. Rice, secretary and purchasing
agent; A. E. Catersoh, traffic manager; August
O. Mayer, general sales manager; George A.
Lyons, assistant sales manager; Arthur W.
]3eas, Chicago office manager; J. N. Hallinan,
New York office manager; H. C. Baish, Atlantic
district manager; Charles Clement, sales service
manager; Clarence W. Reid, production engi-
neer; Clyde L. Musselman, factory superin-
tendent.

The co-ordination of Mr. Beach with this staff
means that the high standard already estab-
lished for Unico products as a result of eight
years' development will not only be maintained'
but even still greater accomplishment in the
field of musical merchandising may be looked
for from the Unit Co.

TALKING MACHINE EXPORTS GROW

Harry A. Beach

the Victor executive staff at Camden. As man-
ager of the Victor traveling department since
1918 he has been most successful in putting into
effect the constructive trade-building policies for
which the Victor Co. is noted. During his con-
nection with the Victof industry he has wit-
nessed its growth from its inception to its pres-
ent magnitude.

The appointment of Mr. Beach as vice-presi-
dent is in keeping with the policy of the Unit
Construction Co. in the advancement of Unico
service and his influence and able advice will in
no sense be lost to the members of the Victor
trade. His personal contact with the trade

Exports, Including Records, for Seven Months
Ending January, 1921, Total $4,289,255

Washington, D. C, April 5. — In the summary
of exports and imports of the United States for
the month of January, 1921 (the latest period
for which it has been compiled), which has just
been issued, the following figures on talking
machines and records are presented.

The dutiable imports of talking machines and
parts during January, 1921, amounted in value
to $50,655, as compared with $102,657 worth
which were imported during the same month of

1920. The seven months' total ending January,

1921, showed importations valued at $474,920,

A special effort will be made during the an-
nual convention of the National Association of
Music Merchants in Chicago during the week
of May 9 to organize the retail talking machine
and phonograph dealers of the country into a
national association in line with the proposals
made by the Music Trades Association of
Southern California and sent to the various
local associations of talking machine men by the
secretary, A. G. Farquiharson, of Los Angeles.
It has been urged that delegates from the vari-
ous local associations attend the Chicago con-
vention to consider the formation of a national
body.

The National Association of Music Mer-
chants, whose membership scarcely contains a
single merchant who does not sell phonographs,
has decided to give its fullest co-operation to
the movement to organize all the retail talk-
ing machine dealers nationally.

A special session of the national convention 'in
Chicago will be devoted to phonograph and
talking machine interests and a program for spe-
cial discussion is being prepared.

The general plan of a program selling

as compared with $459,684 worth of talking ma-
chines and parts during the same period of 1920.

Talking machines to the number of 6,194,
valued at $281,925, were exported in January,
1921, as compared with 5,980 talking machines,
valued at $371,202, sent abroad in the same
period of 1920. The seven months' total showed
that we exported 53,467 talking machines, valued
at $2,369,766, as against 44,907 talking machines,
valued at $1,982,326, in 1920, and 26,391 talking
machines, valued at $779,606, in 1919.

The total exports of records and supplies for
January, 1921, were valued at $222,498, as com-
pared with $364,181 in January, 1920. For the
seven months ending January, 1921, records and
accessories were exported valued at $1,919,489;
in 1920, $2,278,345, and in 1919, $1,540,787.

RETAIL DEALERS MAY FORM A NATIONAL ORGANIZATION

Many Important Subjects of Interest to Be Taken Up for Consideration at the Annual Conven-
tion of the National Association of Music Merchants to Be Held in Chicago During Week of May 9

helps, which has been announced for the Music
Merchants' Convention, will be followed during
this session. Competent speakers on selling
helps in the phonograph field will be on the
program of this special session, which will be
the closing feature of the merchants' program.

Innmediately following these speakers the
meeting will be given to the organization of the
retail talking machine interests.

The idea in many minds that the present
National Association is for piano merchants
alone is one that its officers are anxious to cor-
rect.

"Our name was changed two years ago to
the National Association of Music Merchants,"
said Secretary Dennis, in announcing the pro-
posed feature of the convention program. "Our
constitution was revised and our membership
may include dealers in phonographs and all
forms of musical merchandise. We realize that
tliere are many exclusive phonograpli dealers
who have not yet a full understanding of our
work and we hope they will join our association.
If not, we would like to see them organize-
separately."

VOCALION CANADIAN DISTRIBUTORS

Scythes Vocalion Co. Appointed Exclusive Dis-
tributors in Canada for the Vocalion Products
— E. C. Scythes Heads the Organization

Announcement has been made by the Aeolian
Co. that in future the Vocalion and Vocalion
Red records will be distributed in Canada by
the Scythes Vocalion Co., Toronto, recently or-
ganized with E. C. Scythes as president. Mr.

E. C. Scythes
Scythes is well known in the Canadian trade,
having been for many years vice-president and
general manager of the Nordheimer Piano &
Music Co., Ltd. He also spent several years in
V\'innipeg. At the present time he is presi-
dent of the Canadian Piano Manufacturers' As-
sociation, and has taken a prominent part in
other trade organizations.

For some time Mr. Scythes has been nego-
tiating with the Aeolian Co. and the contract
has now been concluded whereby the Scythes
VocaHon Co. has the exclusive right to import
and manufacture Vocalion products in Canada.
As a result a Vocalion phonograph and records
of Canadian production will be a reality, with
deliveries being made from headquarters in To-
ronto. The temporary location of the Scythes
Vocalion Co. is in the Nordheimer Building, at
the corner of Yonge and Albert streets, To-
ronto, where the Vocalion headquarters in
Canada have been located for the past three
or four years. In a short time Mr. Scythes ex-
pects to announce a permanent address with
warehouse accommodations sufficient to carry
stock that will provide for immediate deliveries
of all orders. Having been "for four years in-
timately associated with the Aeolian Co. in
n;arketing the Vocalion lines in Canada, Mr.
Scythes is very enthusiastic over his proposi-
tion. Not the least important announcement
made by Mr. Scythes is the appearance of the
dollar Vocalion record in the Dominion of
Canada.

See closing pages for Index of Articles of Interest in this issue of The World

THE TALKING MACHINE WORLD

April 15, 1921

I Why Not Make the Display Window a Real
I Force for Developing Business -

By J. E. Parsons i

Despite the great aid given talking machine
dealers in the wa}' of suggestions for window
displays the fact remains that a great many
dealers do not utilize these ideas to good pur-
pose, nor do the majority of dealers give as
serious attention to the value of their windows
as sales promoters as they should. The ordi-
nary layman who may not be interested in this
subject and who probably passes on his way
to and from his home every- day some ten or
twelve talking machine stores will find that
eight out of the twelve rarely change their win-
dow displays and if they do change them the
displays made are of the most unoriginal and
mediocre character. Consequentlj^ the windows
do not attract the attention of passers-by, but
they do convej^ the idea that the owners of the
stores are lacking in progressiveness and
possess a very poor idea of the value of the
vi'indow as a sales developer. . Instead of con-
vej'ing, psychologically, this harmful viewpoint
to the average buyer, how much better it would
be for a dealer to consider how many persons
pass his window every day and what means maj'
be adopted to arrange a display therein that
maj' best attract the attention of hundreds or
thousands of people, a great percentage of whom
might be forced to stop to look and to profit —
with the result that the dealer makes his win-
dow one of the most profitable advertisements
for his business.

The subject, of course, is a hackneyed one,
but, as was remarked before, it is only necessary
to observe the window displays of the majority
of dealers and to note what little advantage is
taken of this most vital and important means
of advertising one's business in a most impres-

sive and eflfective -way. A great many dealers
have not "sized up" the value of the window. A
great many more are too Iaz3' to think how they
may make the window attractive and yet aid
has been of¥ered them on all sides — by the manu-
facturers and by innumerable suggestions in the
trade papers.

This is the time when every effort should
be made to produce business, to arouse interest

I Now Is the Time When |
I Business Should Be |
I Boomed, and Window M
I Displays are Mighty |
I Big Helps to This End M

in talking machines and records, and no man
who desires to stay and succeed in business
can aflford to overlook the store window. It
is, when properly used, more potent in value
and results than the daily paper, but the two
together make a combination that must make
people interested in the store.

Display windows poorly trimmed or "put in"
go-as-you-please manner without the proper
"punch" to them are like checks without signa-
tures— worthless.

IllllllllllllllllllllllllllllllllllllllllillllllllllllllllllllllllllllUIIIIIIIIIIII^
If j'ou trim your windows "any old way" sim-
ply because you want something, in the space
or fail to change your display of talking ma-
chines and records is penny wise and pound
foolish.

You would not do this in your newspaper
advertising — no, indeed; you watch that very
closely because it is costing you money.

It is a proven fact that you will lose more
business by unattractive windows, both present
and future, than in any other way.

The prudent merchant knows what his win-
dows are worth to him, he trims them to the
best of Jiis ability and in exchange for these
attractive window displays his business shows
added energy.

Don't let your competitor grow fat in purse
v.rhile your cash register is idle. Get your share
of the business in your town — have the edge on
all rival merchants by having window displays
that are bound to appeal.

The wide-awake merchant whose display win-
dow fairly reaches out and stops pedestrians is
the merchant who gets the orders for talking
machines and records.

The trade of your town doesn't complain
about the unattractive appearance of a window —
it quietly passes on to a place where an attrac-
tive display stops them.

A customer is not always made by an attrac-
tive display — but if he is induced to enter your
store and your merchandise is good, your service
satisfactory and prices fair, this window dis-
play has performed its duty true to form at a
minimum of expense.

This is the experience of successful merchants
who know.

The Talking Machine's Helpmate Jljg gg^^jy ^ ^^^^^^ ^

When equipped with 12 in. albums to hold 10 in.
and 12 in. records, they give the cabinet a uniform
and attractive appearance.

They also help to sell 7nore records.

Our sets are made up in our latest improved
NYACCO album No. 600, which is a loose-leaf,
patented, solid wood and metal back album as well
as in our old style album with a one-piece cover,

No. 4.

We make our NYACCO album sets for
- every style machine to hold five, six, seven
and eight to a set.

When purchasing albums be sure they are
NYACCO albums.
Look for the Trade-Mark.

Accept No Substitute.

Jobbers and Distributors Throug-hout
the United States and Canada

JVritc for quotations. Samples snbiuittcd upon rcqitrst.

New York Albt^m & Card Co., Inc.

Executive Office
23-25 Lispenard St.
New York, N. Y.

Chicago Factory
415-17 S. Jefferson St.
Cbicago, 111.

April 15, 1921

THE TALKING MACHINE WORLD

Victor
Supremacy

The supremacy of the Victrola
commercially is coincident with its
supremacy as a musical instrument.

The success of Victor retailers
goes "hand in hand" with Victor
Supremacy.

"Victrola" is the Registered Trademark of the Victor Talking Machine Company

designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.

Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.

Victor Wholesalers

Albany, N. T....
Atlanta, Ga

Baltimore, Md. .

Birmingham, Ala
Boston, AfaHfl. . .

Brooklyn. N. Y.. ,
BufTalo, N. Y

Burlington, Vt.. .

Butte, Mont

Chicago, III

Cincinnati, O.
Cleveland, O. .

Columbus, O. .
Dallas, Tex. .
Denver, Colo.

Des Moines, Ia.. .
Detroit, Micli. , ,

Elmira, N. Y

El Paso. Tex

Honolulu, T. II..,
Houston, Tex. ...

Indianapolis, Ind,
Jacksonville, FIa,
Kansas City. Mo.

Lios Angeles, C»l.
Memphis, Tens. .

. .Gately-Haire Co., Inc.

. .Elyea Talking Machine Co.

Phillips & Crew Piano Co.
..Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons, Inc.
. .Talking Machine Co.
..Oliver Ditson Co.

The Eastern Talking Machine
Co.

The M. Steinert & Sons Co.
..American Talking Mach. Co.

G. T. Williams Co., Inc.
..Curtis N. Andrews

Buffalo Talking Machine Co.,
Inc.

..American Phonograph Co.
. .Orton Bros.
..Lyon & Healy.

The Rudolph Wurlitzer Co.

Chicago Talking Machine Co.
..Ohio Talking Machine Co.

The Rudolph Wurlitzer Co.
..The Cleveland Talking Ma-
chine Co.

The Eclipse Musical Co.
..The Perry B. Whitsit Co.
..Sanger Bros.

..The Knight-Campbcll Music
Co.

. .Mickel Bros. Co.
. .Grinnell Bros.
..Elmira Arms Co.
..W. G. Walz Co.
. .Bergstrom Music Co., Ltd.
..The Talking Machine Co. of
Texas.

..Stewart Talking Machine Co.
. . Florida Talking Machine Co.

. .J. W. Jenkins Sons Music
Co.

The Schmelzer Co.
..Sherman, Clay & Co.
. .O. K. Houck Piano Co.

Milwaukee, Wis. .
Minneapolis, Minn,

Mobile, Ala

Newark, N. J

New Haven, Conn,

New Orleans,
New York, N. Y.. .

Omaha, Nebr.

Peoria, III

Philadelphia, Fa..

Pittsburgh, Pa. . .

Portland, Me

Portland, Ore. ...
Bivlimond, Va. . . .
Rochester, N. Y.. .
Salt r,ake City, U.
San Francisco, Cal
Seattle, Wash. . . .
Spokane, Wash. . .
St. Louis, Mo. . . .
St. Paul, Minn...
Syracuse, N. Y. ...
Toledo, O

WaNliington, D. C,

.Badger Talking Machine Co.
.Beckwith, O'Neill Co.
.Wm. H. Reynalds.
.Collings & Co.
.The Horton-Gallo-Creamer
Co.

.Philip Werlein, Ltd.
. Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
.Ross P. Curtice Co.
Mickel Bros. Co.
.Putiiam-Page Co., Inc.
.Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
.Cressey & Allen, Inc.
.Sherman, Clay & Co.
.The Corley Co., Inc.
.E. J. Chapman.
.The John Elliott Clark Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
. Koerber-Brenner Music Co.
.W. J. Dyer & Bro.
.W. D. Andrews Co.
.The Toledo Talking Machine
Co.

.Cohen & Hughes.
E. F. Droop & Sons Co.
Rogers & Fischer.

Victrola IV, $25

Oak

Victrola VIII, $50

Oak

Victrola 80, $100

Mahogany, oak or walnut

Victrola XVll, $350
Victrola XVII, electric, $415

Mahog.'uiy or C)ak

Victor Talking Machine Co.

Camden, N. J., U. S. A.

THE TALKING MACHINE WORLD

April iS, 1921

IMPORTANT TO THE TALKING MACHINE TRADE

Lower Prices for
Record Albums

Yes, due to lower costs, we are mak-
ing substantial reductions in prices.

We solicit your orders and corre-
spondence.

OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA, EDISON, PATHE, VOCALION
AND ALL OTHER DISC RECORDS

SELECTING THEIR FAVORITES

NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.

THE PERFECT PLAN

GANNON WITH TOLEDO T. M. CO.

Important Addition to Wholesale Sales Force
of This Company — Business Shows Improve-
ment— Cable Co. Remodeling — New Home of
Toledo Talking Machine Co. Nearly Ready

Toledo, O., April 6. — W. B. Gannon, who has
been the Michigan representative of the Victor
Talking Machine Co. for the past j-ear or more,
has recently resigned his position and has asso-
ciated himself with the Toledo Talking Ma-
chine Co., this city. He will represent the To-
ledo concern in the State of Michigan.

Business conditions in Toledo show some
signs of improvement. ■ Some of the most prom-
inent dealers are reporting a very fine business.
A nvmiber of the various dealers throughout this
territor}- are planning on some extensive im-
provements during the coming j^ear, and Vic-
tor dealers, without exception, look forward to
an exceedingly prosperous period.

The new home of the Toledo Talking Machine
Co. is rapidl)- nearing completion, and the build-
ing will be occupied on or about May 1.

Robert Elwell, manager of the Victor de-
partment of Grinnell Bros., has just returned
from Camden, where he has been for the past
two weeks attending the Victor school. Mr.
Elwell is enthusiastic over the immense benefit
to be derived by an}'one attending this educa-
tional course.

Arthur Pete, manager of the Victrola depart-
ment at the Lion Store, visited Chicago the lat-
ter part of last month to attend the Victor Edu-
cational Convention, which was held the 28th,
29th and 30th.

The Cable Piano Co. is permanently settled
in its present location, 209 Superior street, which
it is now proceeding to remodel into a first-class
talking machine and -piano store.

OPENS ATTRACTIVE ESTABLISHMENT

Niagara Falls, N. Y., April 4. — The New Vic-
trola department of Edward J. Cannon's store
now located at 304 Niagara street recently held
an informal opening which was largely attended.
The entire decorative scheme is in old blue
and ivory, with reed furniture fashioned in the
same color to harmonize with the general eflfect.
Five sound-proof booths have been built along
the right wall of the store, while at the rear
there is a large room in which talking machines
are displayed to splendid effect, for the benefit
of prospective purchasers. Mr. Cannon's new
store is very attractive and cozy, and undoubt-
edly will be quite a center for those musically
inclined.

Rail not at vanity. Ambition would die with-
out it. But charge to it exactly what it costs.

Richard Lamont plans to establish himself
as a representative of a talking machine line
in Bellingham, Wash., at an early date. He will
have space in Thiel & Welters' store.

NEW PEERLESS EQUIPMENT
FOR VICTROLA No. 80

Showing shelves before setting
into machine

Machine with shelves

As machine looks with complete
equipment

This desirable equipment will add to your sales of records for —
PEERLESS ALBUMS DO SELL RECORDS

Write at once for special proposition regarding this new Peerless Product

PHIL RAVIS, Pres.

PEERLESS ALBUM CO. 636-638 Broadway, New York City

April IS, 1921

THE TALKING MACHINE WORLD

Victrola IV, $25
Oak

Victrola VI, $35
Mahogany or oak

Victrola VIII, $50
Oak

Victrola IX, $75

Mahogany or oak

Victrola 80, $100

Mahogany, oak or walnut

Victor
Supremacy

is lasting

It is built on the solid foundation
of great things actually accomplished.

And the success of every Victor
retailer increases with every new
development of this wonderful
instrument.

" Victrola' is the Registered Trade-mark of the Victor Talking Machine Company

designating the products of this Company only.
Warnings : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.

Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.

Victor Talking Machine Co.

Camden, N. J., U. S. A.

ft,.

THE TALKING MACHINE WORLD

April 15, 1921

PUBLISHED BY EDWARD LYMAN BILL, Inc.

President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.

J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager

Trade Representatives: A. F. Carter, Wilson D. Bush, C. Chace, Edwakd Lyman
Bill, V. D. Walsh, E. B. Munch, Chas. A. Leonard, Scott Kingwill, A. J. Nicklin

Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,

Wabash 5774.
Boston: John H. Wilson, 324 Washington Street
London, Eng., OfBce: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.

The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.

ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.

REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.

NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.

Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.

NEW YORK, APRIL 15, 1921

TO DISCUSS NATIONAL ASSOCIATION IDEA j

THE invitation issued by the National Association of ^Nlusic ]\Ier-
chants to the talking machine dealers throughout the country to
meet with that' body in Chicago during the week of ^lay 9 in an
effort to organize a National Association of Talking Machine Dealers
is worthy of the consideration of talking machine interests, for it is
in line with the suggestions made by the Music Trades Association
of southern California not so long ago.

The present members of the National Association of Music Mer-
chants should be in hearty accord with the efforts of the talking
machine men to develop their business and improve conditions, for
by far the great majority of piano and music dealers sell talking
machines. In fact, talking machines are accepted nowadays as part
and parcel of the piano store stock. It would not be hard, therefore,
for exclusive talking machine dealers to find in the Music Merchants'
Association a sympathetic understanding of their problems.

As a matter of fact, the program of the music merchants' con-
vention as at present outlined includes some live talks and discus-
sions on problems connected with the profitable retailing of talking
machines, and there should be some profit to the straight talking
machine dealer in listening to these discussions, even though he may
not be in the mood to help in the organization of a National Asso-
ciation of his own people.

Two or three of the established local talking machine associa-
tions, including The Talking ^Machine Men, Inc., of New York, have
already arranged to send ofificial delegates to the Chicago convention
in order to have first-hand information regarding what goes on.

A National Association of Talking Machine Dealers has been
advocated on various occasions and by various interests, and there
should be found in the invitation of the National Association of
Music Merchants a genuine opportunity of bringing the retailers of
the country together for the purpose of discussing this National Asso-
ciation idea in an effort to get somewhere. The opportunity is two-
fold. First, that of organizing a separate National Association, and,
secondly, that of becoming af¥iliated with the present Music Mer-
chants' Association, perhaps as a distinct division of that body.

To organize a really successful National Association, however,
partisanship will have to be forgotten. Representatives of all lines
of goods must join in the work of bettering conditions, or that work
will be ineffective.

KNOWLEDGE OF CORRECT SELLING METHODS

THE talking machine store that will win out in a business way
from now on will be the establishment that possesses a sales
force that is fully and competently educated to the requirements
of the talking machine business in its varied phases. The evolution
of the talking machine in the matter of design compels the salesman
who desires to handle the best class of customers to be acquainted
with the histor}' of the various periods which are represented in
the art models now being manufactured — he should be able to sug-
gest to purchasers the use of certain designs to match the furnish-
ings of their music rooms or parlors.

It is quite an acquisition for a salesman to be able to talk in-
telligently on this subject. It is to be assumed, of course, that he
is also fully equipped to discuss the subject of music and the lead-
ing composers in the operatic, symphonic and vocal and instru-
mental fields, for the talking machine is essentially a musical in-
strument and should be sold strictly on these lines. While the
various period styles are of importance and value as home furnish-
ings, yet it is as a musical instrument that the talking machine must
command its place. This must be ever kept in mind.

The various salesmanship schools now being conducted
throughout the country are a wonderful aid in inculcating a proper
knowledge of correct selling methods. In this connection it is a
rather peculiar fact that there has been a greater desire on the
part of dealers in small towns and cities to have their sales force
properly instructed in a knowledge of how best to sell talking ma-
chines and records than is evidenced by the smaller dealers in the
big cities who seem less interested in this matter. Yet a great many
of the people who buy, we will say, on the East Side of New York,
or the South Side of Chicago, though people of humble station, fre-
quently possess a very keen knowledge of musical values and
are not inclined to favor the store \vhere the salesman is lacking
even in elementar}' knowledge of the singers or musical organiza-
tions who are represented in the records which he sells.

CO-OPERATIVE WORK THAT HELPS THE DEALER

THE talking machine dealer who is really sincere in his effort to
build up his business and to take advantage of all up-to-date plans
and facilities for improving his publicity and selling methods will
find that he will receive strong support from most of the manufac-
turers and also from wholesale distributors. The support of the
manufacturers has been so steady and persistent in the past that it
has become practically axiomatic, and for that reason its effective
possibilities are not fully realized by the dealer.

There has been developed among the wholesalers, however, a
new spirit of dealer's service, not confined to casual advice and printed
suggestions, but carried on on a basis that brings the promotion work
of the distributor right into the dealer's store, where he can see the
results and participate in the benefits thereof.

No matter how earnest or well informed the individual dealer
may be, he cannot expect to corral all the bright business ideas that
have been tried out and proven successful. The distributor, however,
with his wider field and greater range of vision, is in a position to
study these exploitation sales plans in his own and other fields and,
selecting the best, supply his dealers with promotion plans that are
beyond the experimental stage and calculated to prod\ice results.

The day of narrow-gauge business is past. The public does not
walk up to the captain's desk any more and demand goods. Neither
does it respond with alacrity to selling tactics that outgrew their use-
fulness a decade ago. New ideas are needed to put the selling mes-
sage across, and by co-operating with the efforts of the distributors
and manufacturers the local retailer has absolutely no excuse for
sticking in the rut. The familiar things, whether they be sales plans
or anything else, cease to attract attention. Right now attention is
needed by the talking machine dealer who is seeking to keep- his busi-
ness growing and growing, and honest-to-goodness promotion work-
that smacks of originality is calculated to win the attention of the
public.

I POPULARITY OF TALKING MACHINE ARTISTS

IN developing and maintaining the high musical standing of the
talking machine, the bulk of the artist publicity has been directed
toward featuring the famous lights of the operatic or concert stage.

April IS, 1921

THE TALKING MACHINE WORLD

those whose names stand out boldly in the highest musical circles.
And there is no doubt that this method of procedure has served
to make the names and voices of these stars familiar in thousands of
homes where otherwise they would have remained unknown. So
much for the stars.

The interesting fact is that in thousands of smaller communities
where grand opera and the symphony concert are practically unknown
the opera and concert star, through the medium of the talking machine
record, has to fight hard with singers of less fame in the musical
world for a popular place in the home. Henry Burr, Collins and
Harlan, Billy Murray, and a half-score of others, whose 'voices for
many years have been carried into the homes of the land through the
medium of talking machine records, hold a place in the heart of the
ordinary talking machine-owning citizen that even Caruso himself
cannot attain.

There are hundreds of thousands of talking machine owners
who, although they have in their libraries the records of the great
artists, still incline strongly to the popular songs of this and other
days. They have heard the same voices in new songs year after year,
and have learned to recognize those voices just as though they iie-
longed to members of the family. There is a homely affection for
these purveyors of mirth and melody of the popular order that is
strongly in evidence on all occasions when they appear in public.

The concentrating of publicity upon noted artists by the various
talking machine companies has followed the logical course, for it
was realized that once the standing of the talking machine as a musical
instrument of high quality was firmly established the support of
those who sought merely entertainment for the moment would come
as a natural course. The theory has worked out most successfully in
fact, but if any member of the trade believes that the recorders of
the popular songs have no popularity let him make that declaration
to the average small-town talking machine owner' and discover his
error. Small-town understanding is that Caruso is a great man and
a great singer, but he stands upon a pedestal, while the singer of the
popular song is "home folks," so to speak. He is understood and
loved, even though at a distance.

KEEPING ALERT TO VALUE OF NEW IDEAS

THE man who doesn't want to be told is a bad piece of the busi-
ness world. The fellow who has pulled the doing of things down
to the perfection notch and is unable to see where somebody on the
outside can give him a suggestion worth trying on is in a very bad
way. When we occasionally run across him we experience a cross
between indignation and amusement. The upishness of the mental
workings of a man who feels himself so secure in the regulation of
affairs under his control that he is incapable of taking kindly or in
the spirit of a willingness to learn any suggestions that may be
offered to him simply needs the application of a slipper of commen-
surate size with his anatomy to bring him to a proper realization

of the fact that nobody knows so blamed much that he can't learn
something else with profit.

We run across men who have managed business in certain lines
for years and who have so conformed themselves to their own cut-
and-dried ways of doing that they simply won't listen to anything
that is proffered to them by other people. The result is that these
men are sooner or later worsted -and beaten in their lines by those
others who have realized that a reasonable suggestion from anyone
is worth trying, or at least worth carefully calculating before it is
rejected entirely. The exasperating attitude of a man who intimates
that he is so completely perfect and satisfied with his ways that he
doesn't care to listen to anything difl^erent is no less great than that
of the man who listens and deliberately ignores as though he had
never heard.

None of us has succeeded in getting so complete a hold on
what we are doing that we can't make use of something the brain
of someone else may evolve, and the sooner we realize that it is
worth while to pick up new ideas and use them wherever possible
the surer will be the business results of the satisfactory kind. It
isn't often one can afi^ord to be cocksure.

TALKING MACHINE MUSIC BY WIRELESS ROUTE

THE many interesting experiments that have been conducted re-
cently in connection with the development of the wireless telephone
have brought, into considerable prominence the talking machine as a
means of demonstrating the success of the various trials. Many deal-
ers have been able to link up their names with this publicity by supply-
ing a weekly program of music to those of their customers whose
homes are equipped with a wireless apparatus. The cumulative value
of this publicity is tremendous.

The perfection of the wireless telephone may not influence one
way or another the actual sale of machines or records, but the amount
of space given in the newspapers to stories of talking machine music
carried by wireless over almost unbelievable distances, to be heard
clearly at the receiving end, represents publicity that presents the
talking machine in a dignified way, quite in contrast to the sort of
publicity offered in the early days of the industry.

INDICATIONS OF BUSINESS BETTERMENT

THERE is a distinct tendency toward improvement in general
business conditions, although it cannot be said that there is any
indication of an overrapid return to normal. The recovery in busi-
ness is gradual, and the majority of business men accept that fact in
the spirit that it makes for the ultimate soundness of the industrial
fabric. The talking machine industry is participating to a certain
extent in this betterment and it is distinctly noticeable that those
members of the trade who are making unusual efiforts to develop
business are winning out and are getting the results that justify
their efforts.

REG. U.S.PAT.OFF

Commercial Independence

It is said that the highest state of business success is Commercial
Independence.

Commercial Independence is gained through the supremacy of the
goods sold and the efficiency of the effort expended in the selling of
the merchandise.

Therefore, the exclusive Victor retailer, through his concentration on mer-
chandise of supreme quality, quicklyrealizes Commercial Independence.

ORMES, Inc.

103 E. 125th St. Wholesale Exclusively NEVV YORK

THE TALKING MACHINE WORLD

April 15, 1921

Some uses for
the_ Magnavox

For concerts and en-
tertainments

For lectures and pub-
lic speakers

For playgrounds

On shipboard

On recreation piers

To take place of band
or orchestra

For dances

For church entertain-
ments

For social gatherings

Calling between de-
partments

For shop keepers to
attract attention to
their stores

To demonstrate rec-
ords

For beaches

For skating rinks

For fairs and exhibi-
tions

For train and open air
announcements

y. M. C. A.'s and
Y. W. C. A.'s

For schools

As a megaphone

For contractors direct-
ing work on build-
ings

Magnavox

Increase Your Sales of
Records 40%

You know that demonstration is the best way to sell
records. Don't limit your audience to one or two. Use
a Magnavox and reach the crowd. Use a Magnavox and
get a crowd in front of your store.

The Magnavox will increase the sound of a phonograph
record so it can be heard a block or two from your store
— or you can reduce it to a mere whisper.

There's good profit in renting a Magnavox and phono-
graph for concerts, dances, etc., for halls or outdoors.
The Magnavox with speaking attachment alone is great
for lecturers. Everyone at the inauguration heard
President Harding's speech. He used a Magnavox.

Send for Bulletin
and full details.

J. O. MORRIS CO., Inc.

Eastern Distributors

1270 Broadway New York

M It s i c transmitted
electrically from tone
arm.

Teletn egafonc that re-
produces music and
voice faithfully.

Tzvo ziires connect to
6 volt storage battery.

April 15, 1921

THE TALKING MACHINE WORLD

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

I Stage a Home-town Booster Week and Add 1
I to Your Fame and Popularity - By Frank h. wniiams |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin

Folks Who boost are always liked a lot bet-
ter than folks who knock. And particularly is
this the case in one's home town. The people
who are continually knocking their home town
are never very popular, while those folks who
are continually boosting it by telling what a
great place it is and by doing their bit toward
making it an even more progressive and pros-
perous community are always among the best-
liked folks in the town.

And just as this is true of the individual it is
also true of the talking machine or music store.
The establishment that goes out of its way to
boost the home town is sure to secure consid-
erably more commendation and more popularity
than the store which does nothing of the sort.
And because of this increased commendation
and popularity the booster store is pretty sure
to get a major share of the town's business.

Therefore it would certainly be a mighty
good stroke of business for any talking ma-
chine establishment to stage an especial home-
town booster event such, for instance, as a
Home-town Booster Week.

Let's consider some of the ways in which the
store could go about doing a thing of this sort
and let's vision some of the things that would
probably result from the staging of such an
aflair.

A store need have little excuse for promoting
a Home-town Booster Week. The advent of
early Summer with the possibilities of the city
attracting a number of people to the city for
the Summer would be plenty sufficient excuse.
With such an excuse for the afifair the store
might publish an advertisement reading like this,:

j BOOST THIS CITY AS A SUMMER RESORT! |

I This city offers one of the best locations in the =

_ entire country for spending the Summer, or a good \2

g part of the Summer. Look at some of the splendid 1

1 Summer resort attractions we have in this city: m

s Beautiful parks. Splendid golf course. Baseball, 1

:_ tennis and other outdoor sports. M

1 Band concerts twice a week in the local parks by M

1 the best bands in the city, these concerts being free M

g of charge and the entire expense being borne by the 1

g city park board. g

= Beautiful verandas on which wise home owners g

g render phonograph concerts on warm evenings. g

g Rivers and lakes for boating, swimming and fish- g

g ing within a short distance of the city. g

= Splendid auto roads with plenty of week-end trips M

g to take. g

g Suitable locations for tent colonies near the city g

g and plenty of rooms available for the Summer in g

g the homes of private families at reasonable rates, g

g Summer dance halls. Summer theatres and enter- g

g tainments. M

g Let's all get together and boost this city as a 1

1 Summer resort. We are going to do our bit in g

g this boosting stunt and so we are going to have g

1 a Home town Booster week in our store all next g

1 week. g

g During this week we will have special window g

g displays, showing things of interest to all local g

g folks — things of which we, as residents of this city, g

g can feel immensely proud. Also the store will be g

g specially decorated for the event and there will be g

g special talking machine concerts daily. g

g AND, ALSO, there will be special price induce- g

g ments for the purpose of attracting all the folks m g

g the city to our store and for the additional purpose g

g of bringing outsiders into our city to see our town g

g and to patronize our store. There will be no g

g earthly reason, next week, for going outside of this g

g city to purchase talking machines, records or other g

g musical -instruments, and once you have patronized 1

1 this store you will realize that there is never any i

g real reason for patronizing mail-order institutions or |

g stores outside this city. 1

g Let's all get together and boost this city. lioost i

g our city all next week in letters to friends, rela- i

= tives and business folks and boost it in all your j

g talks next week. =
Iillllliiiliiiiiiilllllllllllillilllllllllllillllllllllllllllllllllllilllllllllllllllilllllllllllllllllllllllllll^

Such an announcement as the foregoing
would be sure to arouse a great amount of in-
terest in the city and the store could very
readily add to this interest by means of unique

window displays in which "it would give statis-
tics regarding the number of miles of paved
streets in the cit3', the number of arc lights at
the street corners, the present population and
so on.

This data would be interesting to all the resi-
dents of the city and the store could augment
this interest by staging a special offer in con-
nection with the event. It might offer prizes
of talking machines or records to those per-
sons sending in the best answers to some such
questions as these:

"Length of the city from east to west?"
"Length of the city from north to south?"
"Total foreign population?" "Total number of
children attending local public and private
schools?" "Number . of city street cars oper-
ated?"

"What one thing would, in your opinion, go
farthest toward making this a better city in
which to live?"

All the answers to these questions with, of
course, the exception of the last one, could be
obtained from the city engineer, the board of
public works, the general manager of the local
traction company and the city school superin-
tendent. The answers to the last question
would, undoubtedly, result in some very inter-
esting suggestions being received which could
be played up by the store in its advertisements
and in its window displays.

Of course, such an affair would be sure to
attract a lot of attention from all the folks in
the city and it should take but little urging on
the part of the store to induce the local news-
papers to co-operate in putting the event over in
good shape. In fact, the newspapers might be

llllllllllllllllllllllllllllllllll

willing to co-operate in announcing the prizes
for the event and in printing a lot of free pub-
licity regarding the affair. All of which would
be of considerable value to the store.

Now, as to the sort of v^rindow displays that
the store might stage for the event. These
displays, as suggested above, might include a
lot of data regarding local affairs, such as pic-
tures of interesting parts of the city, photos of
the city officials, bank presidents, heads of the
local fraternal organizations, pictures of the city
churches and so forth. Also it would be appro-
priate for the store to include some data re-
garding the things it had done for the benefit of
the city, such as selling talking machines to the
schools, getting new records to the city as
quickly as possible, installing demonstration
rooms, increasing floor space, etc.

Then, too, the store might secure short inter-
views with the leading men of the city as to the
way in which the city could make the greatest
progress in the years to come, and so forth.
All of this would be appropriate to a Home-
town Booster Week.

Finally, the store might emphasize the goods
it is featuring for the week and might tell how
the purchase of talking machines and records
at home would benefit the city in getting goods
as cheap as elsewhere — how the home town
would benefit by keeping money at home in-
stead of sending it to a mail-order house or
spending it in some larger city.

Stage a Home-town Booster Week in YOUR
store !

You'll find that it will get a great amount of
publicity for the store and boost business very
appreciably.

U-SAV-YOUR MFG. COMPANY

(Reg. V. S. Pat. Off.)

DISAPPOINTMENT

Some dealers say, "There are hundreds of polishes— no good — no good."

There are failures in all lines of business, aren't there? Now U-Sav-Your comes along
after years of tesling, and it is called a cleanser and dressing because it feeds the wood. It
will not and does not put on a false finish. U-Sav-Your cleans, it feeds, it brightens, it
beautifies, and it lasts. Do not blame hard times if your sales do not increase. The cause
is with the goods and yourself. You need real qiialily—ihat's U-Sav-Your.

U-Sav-Your has tripled its business in three months. It's the goods — we know — you
should know.

Messrs. C. Bruno & Son, New York Victor Distributors, carry a large stock. So do
Colhngs & Company, Newark, N. J. Also seventeen other big Victor Distributors.
Order direct from them.

Large sample, SOc postage paid.

U-SAV-YOUR MFG. COMPANY

33 PERKINS AVENUE WARREN. MASS.

THE TALKING MACHINE WORLD

April 15, 1921

THE TALKING MACHINE WORLD

TIE UP WITH ARTIST'S APPEARANCE

Prominent New Haven Dealer Prepares Special
Window During Appearance of Bert Williams

Our old friend Bert Willia'ms was again fea-
tured in the special window trim displayed by
a Columbia dealer, Wittstein's Music Shop, 110
Church street, New Haven Conn., during the
week when this exclusive Columbia artist ap-
peared at the Shubert Theatre, in that city.

A man-size poster features this inimitable
comedian in one of his favorite poses. His ap-

Wittstein's Tribute to Bert Williams

pearance in the Broadway Brevities made a de-
cided hit with New Haven folks. This window
was especially appropriate, for every Columbia
dealer boosted Bert Williams Week— March 19
to 26.

The F. H. Drew Co., of Cedar Rapids, la., is
remodeling its exclusive Victor department.
Five booths are arranged on one side of the
store, and the records on the opposite side. The
entire decorative scheme is in gray. With at-
tractive carpets and other equipment, the store
will rank as one of the up-to-date establish-
ments in that section.

INCREASE INTEREST IN MUSIC

How the T. E. Clark Music Co. Planned to
Make the Community in Which It Operates
More Musical — "Live" Dealers Take Note

Cape Girardeau, Mo., April 5. — The T. E. Clark
Music Co., which holds forth here, decided that
the cause of the absence of interest shown in
a music memory contest recently attempted in
its territory was due to the lack of means of
hearing music. So Mr. Clark joined hands with
a local newspaper and started a campaign to
put Victrolas in the schools of the vicinity. In
this connection a man who knows school work
is sent to the schools known to be in need of
music. After the educational director has shown
the teachers and the pupils how to use the Vic-
trola and has aroused enthusiasm the news-
paper man accompanying him explains how the
pupils themselves may earn the machine and
records by securing subscriptions to his paper.

Thus does Mr. Clark do the community a
lasting good, for he not only supplies the school
with good music, but puts a good newspaper
in the homes. Full' and half-page newspaper
advertisements, as well as frequent letter-s and
personal calls, are showing results and much
enthusiasm has been aroused. This plan of
building is worthy of consideration and simu-
lation.

WIRELESS CONCERT AT RADIO SHOW

Music From Talking Machine on Long Island
Carried Through Air to Hotel Pennsylvania

One of the features of the First Annual Radio
Show and Convention held at the Hotel Penn-
sylvania, New York, last month was a wireless
concert given each evening. A talking machine
was installed at a wireless station on Long
Island and musical waves were transmitted by
wireless to the hotel, where they were magnified
for the benefit of those attending the show. The
efifect was excellent, the music coming through
very clearly.

PRINTERS' INK STATUTE FOR N. Y.

Effective Measure Against Fraudulent Adver-
tising Introduced in New York State Legis-
lature— Music Merchants of the State Urged
to Give Their Earnest Support to Bill

Members of the National Association of
Music Merchants throughout New York State
have been urged by Secretary C. L. Dennis, of
the Association, to give their active support to
the. Printers' Ink Model Statute, designed to
put a stop to fraudulent advertising, which has
been introduced into the New York Legislature
by Assemblyman Charles H. Betts, of Lyons.

New York State already has an advertising
law, but it is ineffective because of the in-
clusion of the word "knowingly," a joker that
prevents the proper application of the prescribed
penalties for misleading advertising. The
Printers' Ink Model Statute is regarded as the
strongest law yet devised to stop fraudulent
advertising and has been passed by twenty-one
States. The measure has been endorsed at sev-
eral conventions by the National Association of
Music Merchants.

Members of the music industry in New York
State can help the passage of the bill by writ-
ing to their Assemblymen and State Senators,
by taking up the matter with their local news-
papers and business organizations and by se-
curing support of the measure from other in-
terests.

CAPITALIZED AT $100,000

Barney's Music Store, Inc., to be located in
Newport, R. I., for the purpose of dealing in
all kinds of music and musical instruments, has
obtained a charter from Secretary of State Par-
ker. The incorporators are James H. Barney,
Jr., Frank S. Hale and James W. Brown, of
Newport. The capital stock is $100,000.

One single idea may have greater weight than
the labor of all the men, animals and engines
for a century. — Ralph Waldo Emerson.

AN OPLEX SIGN
BRINGS BUSINESS

MUSICAL instrument dealers find tlie raised snow-white
glass letters of an Oplex Electric Sign exactly suited
to the needs of the business.

( )plex .Signs are day signs as well as night signs ; they
have greatest reading distance, lowest upkeep cost, most
artistic designs. Practically all the well-known trade-marks
in the musical instrimicnt field have been reproduced in
raised Oplex characters.

Lf't us send i/oii askctcli showing an Ople.r Sipn for YOUR store

FLEXLUME SIGN COMPANY

36 KAIL STREET

BUFFALO, N. Y.

THE TALKING MACHINE WORLD

April 15, 1921

One of the hand
carx'ers modelxnz
the legs of a Cheney
cabinet in the Qeor-
gian Period style

Made by Cabinetmakers
Who Deserve to Be
Called Craftsmen

Fine men, these cabinetmakers and
hand carvers who make The Cheney
— skilled in their craft; through a life'
time of work. Some even bring their
art from the old world.

is a product of pride. It is such spirit,
reflected in the beauty of Cheney cabi-
nets and in the rich tonal quality of the
instrument, which inspires us with su'
preme confidence in the future. With
workmanship of the highest calibre and
principles of construction which are basic
and exclusive to Cheney, our dealers
are assured the finest in phonograph cabi'
nets and tone quality.

CHENEY TALKING MACHINE COMPANY

CHICAGO and NEW YORK

Yet, Cheney regular modeh scU
for ordinary prices, $125 to $385

April IS, l$2l

THE TALKING MACHINE WORLD

Five Outstanding Rules for the Successful |

Handling of Instalment Accounts :: By Marion Dorian |

nil

We have had. a number of inquiries from
dealers regarding problems which they find diffi-
cult of elucidation in connection with the in-
stalment business. Some dealers claim that
they are losing in their plan of operation, largely
because they have not gone about this phase
of retailing talking machines in the right way.
Some time ago this subject of instalments was
brought to the attention of Marion Dorian, who
at that time was chief auditor of the Columbia
Graphophone Co., and is now practicing law
in Washington, and he prepared the following
paper, which is worthy of close attention be-
cause it answers many inquiries which have
reached The World sanctum within recent
months:

There are five cardinal rules for the success-
ful handling of instalment accounts. These
have been thoroughly tested, and a fair try-
out will prove them powerful aids in making
instalment business what it ought to be.

There are exceptions to all rules, and circum-
stances will arise when it is wise to suspend
the rule temporarily. In such cases the sensible
dealer will act accordingly. The five rules
follow:

1. Investigate the customer in advance of
delivery of goods.

2. Sell him no more than he can pay for
comfortably.

3. Let terms be simple and clear-cut. Make
sure the customer understands and accepts
them.

4. Enforce those terms.

5. Do not allow arrears to accumulate.
Three-fourths of the trouble dealers have with

instalment accounts is due to anxiety to secure
a good sale. Insufficient or no investigation is
made as to the responsibility, reputation or

mil

antecedents of the customer. The sale is hur-
riedly consummated, the goods delivered and
shortly thereafter the dealer learns to his- sor-
row that the customer is not what he repre-
sented himself to be. In many instances both
customer and goods disappear.

It is easy to ascertain all it is necessary to
know about the customer. His resources and
income; his reputation for prompt payment and
his general standing in the community. This

I Select Wisely — Sell ■
I Judiciously — Start |
I Correctly — Ma^e // ■
I Possible to Pay With- |
I out Any Discomfort m

should be done before the goods are delivered,
and will insure you against surprises.

Rule 2 is equally important. The advance
investigation informs you as to the prospect's
income; how permanent it is and what demands
are made upon it by his family. With this in-
formation in your possession y6u can determine
what it is safe to sell him. Suppose a prospect
receives a salary of $30 a week and has a
family of four. If he has been receiving his
salary for some time and his reputation is good
you are justified in assuming that he can safely

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^
pay $2 or $3 per week. More than that is
dangerous, because allowance must be made
for possible sickness of some of his family,
which will make greater than ordinary demands
on his income. Eight to twelve months is the
period within which an outfit should be entirely
paid for. Allowing for a $2 a week payment
spread over eight months, a customer could in
that time pay for an outfit costing $64. That
would be the limit which the wise dealer would
sell him. Many dealers make the mistake of
selling a customer double the amount he can
pay for comfortably, with the result that the
payments become harder as they multiply and
each payment day the customer feels that he
is carrying a burden. Consequently his attitude
becomes one of antagonism and he pays
grudgingly; whereas if sold a bill he can pay
for comfortably he does it cheerfully.

Many customers who buy goods on the in-
stalment plan are of limited business experi-
ence. A complicated instalment lease is to
them an incomprehensible thing. Your lease
should be as simple and clear-cut as is con-
sistent with adequate protection. The terms of
the contract should be made clear, and the cus-
tomer should accept them in all particulars.
Salesmen should be prohibited from making
verbal agreements with customers. If special
terms are made these should be written into
the contract itself. If this is not done disputes
are apt to arise which are destructive of the
mutual confidence which must exist to insure
a continuance of patronage. The customer
should be furnished a copy of the contract, so
that he can refer to it at any time. In this
way you gain the customer's confidence, and
he will not only give you his own future busi-
(Contimied on page 16)

A GAIN we say — are you using the Pearsall
Back Order System?

Ask any Pearsall dealer — He will tell you.
"That's Pearsall Service."
"Desire to Serve PLUS Ability."

10 EAST 39th ST.

NEW YORK CITY

SILAS PEARSALL COMPANY

THE TALKING MACHINE WORLD

April IS, 1921

When the big bass saxophone "whoops it up" in the
medley fox-trot "Pebbles, " played by the Paul Biese
Trio, everybody's feet keep time. When they play
that frantic Spanish "Fandango," the feet keep right
on keeping time. A-3368.

Columbia Graphoptione Co

NEW YORK

HANDLING INSTALMENT ACCOUNTS

{Continued from page 15)

ness, but will induce his friends to do likewise.

Terms should be as reasonable as you can
afford, but once these have been agreed upon
and accepted they should be enforced rigidly.
There is no easier way to spoil good customers
than by giving the impression that terms are
mere formalities. There is no surer way of
getting a list of accounts in bad condition than
by ignoring the regular date when an instal-
ment is to be paid. If the customer has agreed
to pay on Monday, train him to make the pay-
ment on that day and not on some other day.
If his payment is not made on Monday notify
him immediately to bring in the payment or
make it to your collector without further delay.
The moment the first lapse occurs get right
after him and remind him that the goods were
sold on definite and accepted terms, and that
you expect him to perform his promise. If
his payment has not been made by the close of
business on Monday have the collector at his
place of business, or residence, on Tuesday
morning and you will save money. Even the
most obdurate custorner will respond to this
kind of treatment, especially if the call is made
promptly.

If you enforce the terms and train the cus-
tomer to make payments regularly no arrears
will accumulate. If you allow two or three
payments to lapse it is like drawing eye teeth
to get a customer to make up the arrears. You
majr secure subsequent payment regularly,
but lapsed payments hang fire until the end.
Instead of getting your account settled within
the contract period, it runs over some months,
and persistent dunning, which often results in
the loss of a good customer, is necessary, to
say nothing of the added expense to which the
dealer is put.

These rules may not be new nor be pre-
sented in a novel way, but if followed they
will result in better and more profitable instal-
ment accounts. They may be summarized as
selecting a customer wisely; selling him judi-

ciously; starting him correctly; keeping him in
the straight and narrow path, and, finally,
making him an asset because you have sold
him an article which has afforded himself and
family unlimited pleasure, and made it possible
for him to pay for it without discomfort. You
have made him a lasting friend.

A "LIVE" STORE IN BEAUMONT, TEX.

Be.\umont, Tex., April 7. — One of the new talk-
ing machine stores recently opened in this town
is that of the Neches Phonograph Co., which
is an exclusive Columbia retail agency. It is
managed by Joe H. Hassel (center), who for-

Neches Phonograph Co.'s Attractive Store

merly was with the Jones Store, Kansas City,
Mo. At the right of the picture is Miss Elizabeth
Jolh' and on the left E. L. Estes, representa-
tive of the Columbia branch, who is demonstrat-
ing the ease with which a customer may "help
himself" at the Columbia self-service record
rack.

M. de C. Freeman, who is now covering Iowa
for the Victor Talking Machine Co., has been
receiving a verj" hearty welcome from the deal-
ers in that State and reports an increasing in-
terest in the new period Victrolas.

AUTOMATIC STOPS

The simplest and most efficient Auto-
niatic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.

Send 50 cents for Sample Stop

Kirkman Engineering Corporation

484-490 Broome St., New York

YANKEE ENTERPRISE IN WINNIPEG

Live Repair Man Provides Talking Machine for
Dancing While Shoes Are Repaired

A shoe repairing man in Winnipeg, Man., has
introduced a talking machine into his store for
the benefit of his patrons who indulge in danc-
ing. He calls it the "Jazz Shoe Repairing Shop."
For delivery purposes he has a motorcycle, vdth
a box at one side for holding packages. This is
painted white and bears the inscription in big
black letters, "Meet me at the Jazz Shoe Re-
pairing Shop. Repairs while you wait; dancing
while repairs are being made." The shop lives
up to its name, for the talking machine plays
jazz music from morning until night, even the
operators keeping time to the music. ' "It's good
business," laughed the proprietor. "You see,
tiic music is very quick time and the opera-
tors ha\'e to work fast to keep up with it."

JAZZ APPEALS TO WASHINGTONIANS

Ray Miller and His Melody Boys Create Sensa-
tion at Special Concert Given Recently in
the Establishment of O. J. DeMoll & Co.

Washington, D. C, April 1. — That "Jazz Music"
is still popular in the South was more than dem-
onstrated at the store of O. J. DeMoll & Co.,
when Ray Miller and his Black and WTiite Mel-
ody Boys recently gave a promenade concert
to hundreds of Washingtonians.

The concert hall in the store was artistically
decorated and long before, the hour set for the
promenade many lovers of sjfncopated tunes
were unable to gain admittance. Mr. Miller
created a distinct and wonderful impression with
many well-selected numbers, including a per-
sonal interpretation of his recording for the Vo-
calion Red record, including "Rose of Spain"
and "Can You Tell?"

O. J. DeMoll & Co. are the distributors of
the Vocalion and Vocalion Red records in the
South and are recognized as one of the leading
music houses below the Mason-Dixon Line. The
popularity of the firm is well known throughout
the Southern States.

EVIDENCE OF TRADE BETTERMENT

AxsoNiA, Conn., April 4. — The Mellowtone
Xeedle Co., of this city, manufacturer of the
Superb semi-permanent needle, reports a bet-
terment of general business conditions and that
the demand for this needle is increasing in
steady proportions. Several new distributors
for this needle have been signed up recenth-
ar.d an energetic sales campaign has been en-
tered into.

SALE OF PHONO MOTOR PROPERTY

On order of the U. S. District Court the lease
of the plant and machinery equipment of the
Phono Motor Mfg. Co., at 321 Dean street,
Brooklyn, N. Y., was recently sold at auction
to Charles O'Malley for $56,300.

April 15, 1921

THE TALKING MACHINE WORLD

Economical

PATENTED DEC. II. 1917

Talking Machine Cabinets

THE thought of today is economy. Your cvistomers want a
cabinet size talking machine, but many cannot pay the high
price asked.

By offering a Lundstrom Converto Cabinet with a Genuine Victrola
IV or VI, you are suggesting economy without a sacrifice.

All standard models have been greatly improved by the addition
of casters and ferrules.

Our reduced prices will enable dealers to meet the competition of

low-priced vmnamed machines,
with a cabinet which has an
established reputation.

THE C. J. LUNDSTROM MFG. CO.

LITTLE FALLS, N. Y.

Lundstrom "Converto" Cabinets are broad-
ly covered by patents. Infringements
will be promptly prosecuted.

CONVERTO wholesale; DISTRIBUTORS

Albany, N. Y Gately-Halre Co., Inc.

Atlanta, Ga Elyea Talking Machine Co

„ .., Phillips & Crew Piano Co.

Baltimore, Md Cohen & Hughes. Inc

. , E. F. Droop & Sons Co.

Birmingham, Ala Talking Machine Co

Buffalo, N. Y Curlis .\. .Andrews

Burlington, Vt American Phonograph Co

Chicago, III Lyon & Healy

Cincinnati, Ohio lludolph Wurlltzer Co

Cleveland. Ohio Cleveland Talking Machine Co

Columbus. Ohio The Perry B. Whltsit Co

Dallas, Texas Sanger Bros.

Denver, Colo The Knlght-Compbell Music Co.

Des Moines, la Mlckol Bros. Co.

Elmira, N. Y Elmlra Arms Co.

El Paso, Tex w. (1. Walz Co

Houston, Texas Tlu- Talking Mach. Co. of Texas

Indianapolis, Ind Stewart Talking Machine Co

Jacksonville, Fla Florhla Talking Machine Co.

Kansas City. Mo j. w. Jenkins' Sons Music Co.

Schinelzer Co.

Memphis. Tenn o. K Houck Piano Co.

Milwaukee. Wis Badeer Talking Machine Co

Mobile. Ala Wm. II. Keynalds

Newark. N. J ColUngs & Co.

New Orleans, La Philip Werleln. Ltd.

New York City Emanuel Blout

Cabinet & Accessories Co., Inc.

Knickerbocker Talking. Machine Co
Omaha, Nebr Boss P. Curtice Co.

Mlckel Bros. Co.

Peoria, III Putnam-Page Co.

Philadelphia, Pa c. J. Heppe & Son

Penn Phonograph Co.

H. A. Weymann & Son, Inc.

Pittsburgh, Pa Standard Talking Machine Co.

Portland, Me Cressey & Allen, Inc.

Richmond. Va The Corley Co.. Inc.

St. Paul. Minn VV. J. Dyer & Bro.

San Francisco, Cal Walter S. Oray Co.

Syracuse, N. Y W. D. Andrews Co.

Toledo. Ohio Toledo Talking Machine Co.

Washington. D. C Cohen & Huglus. Inc.

B. F. Droop & Sona Co.

THE TALKING MACHINE WORLD

April 15, 1921

DE RESZKE ENTERTAINS McCORMACK

Historic Meeting of Famous Tenors in Nice —
Noted Victor Artist Wins Enthusiastic Praise
of Jean De Reszke — Sings for Latter's Pupils

John McCormack, the famous tenor and Vic-
tor artist, scored a tremendous success in Monte
Carlo, and his recitals, according to reports from
tliat critical center, have been marked by a
rapid crescendo of enthusiasm. Discussing AIc-
Cormack the writer says:

"He alwaj^s had exquisite puritj' of tone, but
in breadth and fullness, in command of expres-
sion, as well as in the extraordinary variety of
his repertory, his development places, him in
line with the greatest vocal artists of the age,
according to the opinion of the most competent
critics here. The hush with which his audi-
ences sat spellbound showed the mastery with
which he thrilled their emotions just as vividly
as their tumultuous applause and repeated re-
calls."

During his trip to southern France nothing
has given John McCormack more pleasure than
•his visit to Jean De Reszke, at his villa in Nice,
where he was entertained at luncheon and on
invitation sang a number of French, Italian and
Irish songs for his host, winning the most
graceful compliments from the celebrated grand
opera tenor. Later he sang for De Reszke's
pupils, some forty in number, and was intro-
duced to them by the great master in these
words: "I can teach 5'ou how to sing, but bet-
ter than any lesson it -is to hear the art in its
perfect expression," a unique compliment for
which McCormack expressed his profound ac-
knowledgments.

He then gave in succession eight songs of
classic repute, presenting the greatest difficul-
ties of technique and illustrating how to van-
quisih them. Inspired by the occasion McCor-
mack was at his very best and, led by their
teacher, the pupils rapturously applauded and
eagerly demanded more.

Later De Reszke -asked McCormack to sing
"1 Hear You Calling Me," and he sang this
ballad with all the liquid beauty and pathetic
expression which have associated it so closely
v/ith his fame in both Europe and America,
and the effect crowned this unique occasion.
This and "Mother Machree" were the songs
specially demanded of the great tenor by Mme.
Foch in Paris, to which the Marshal listened
with tears glistening in his e3'es.

Nothing could exceed the delight with which

DEPARTMENT FULLY COMPLETED

John ShiUito Co.'s New Victrola Department
One of the Most Complete in Cincinnati

John McCormack

McCormack speaks of this historic meeting, or
his sense of the high compliments extended to
him by the greatest living judge and the great-
est living exponent of vocal artistry in all its
branches. '

Jean de Reszke, whose buoyancy of spirit and
personal charm are still those of a man of forty,
was the most fascinating of hosts.

Cincinnati, O., April 4. — The John Shillito Co.,
Seventh avenue and Race street, announces
that its new Victrola department, which was
opened last October, has finally been completed
and is taking its place as 'one of the important
Victor establishments in this section. The de-
partment occupies the whole of the second floor
annex and has the largest selling space devoted
exclusively to talking machines in Cincinnati.
It is equipped with a central record rack system
with enough room for sixteen thousand records,
surrounded by a complete series of counters
which allow the salesmen to give very quick
service.

The demonstration rooms are arranged along
the greater length of the department and are of
easy access to the record racks. They are com-
fortablj' furnished, with display cases for ac-
cessories, needles, etc., and are in the main
lobbi'. A stage has recently been installed for
the purpose of giving record recitals. The first
one was given a short time ago and was
largely attended and resulted in an immediate
stimulation of sales. It is the purpose of the
company to give frequent concerts, especially
devoted to the better class of music.

The L^nit Construction Co. of Philadelphia
made the complete installation. The color
scheme is art cherry with a background of
white, while the use of flowers and photographs
of Victor artists helps to make a pleasant im-
pression on patrons. Oh the outside a large
Viking electric sign directs customers from the
other departments of the store.

The department is under the capable manage-
ment of F. X. Donovan, who has been in the
Victor business for seventeen years and is well
known in New York and Philadelphia, where
he was connected with the John Wanamaker
establishment.

A TRADE^MARK

and What It Means

Below is shown a cross section of the Tone
Chamber in the Manophone, which partially ex-
plains the wonderful tonal qualities of this beautiful
instrument.

Just at the point where the "horn" begins, you
will notice the "voice-box" or "throat" of the
Manophone, which is carved from solid wood and
so fashioned that it gives the fullest tones possible.

Unequaled in Beauty

and Tonal Qualities

For

Exquisite
Tone

The Music Master
of Phonographs

The exquisite piano finish that is given the Manophone is merely one indication
of the care exercised in the manufacture of this wonderful instrument. The men
who fashion and finish the varioi:s parts of the Manophone cabinets take personal
pride in the production of only worth-while results.

And the wonderful Tonal Qualities of the Manophone are another indication of
an intimate knowledge of the principles of acoustics and of their relation to music.
Only Nature herself could rival the remarkable resonance and fidelity of tone produc-
tion which so clearly distinguishes the Manophone.

In every city there is a particularly live Dealer who realizes the
advantages of these Qualities in a phonograph. He knows how
fundamental they are in the building of a permanent and satis-
fied trade. And our Business Building Plan is sure to interest
him.

If you are that Dealer, write us, TODAY!

The Manophone Corporation Adrian, Mich.

The Talking Machine World. Nciv York, April 15,

Why Brunswick dealers are ail
Brunswick enthusiasts

The Brunswick itself best proves its
case to the Brunswick buyer.

But it is always a source of profound
satisfaction to Brunswick dealers to re-
flect on the Brunswick policies.

By steadiness during uncertain con-
ditions Brunswick dealers displayed
their confidence in Brunswick policies
and the conviction that The Brunswick

will always be the phonograph they are
most anxious to sell.

The wisdom of the policy of Standard-
ized Values has again been established
beyond question of a doubt. Brunswick
inventories did not depreciate.

In the light of the foregoing the no-
table successes of Brunswick dealers in
selling the Brunswick Phonograph and
Brunswick Records is easily explained.

THE BRUNSWICK-BALKE-COLLENDER CO.

General Offices: 623-633 South Wabash Avenue, Chicago
Branch Houses in the Principal Cities of United States, and in Mexico, Canada, France and South America

New England Distributors: Kraft, Bates & Spencer, Inc.

1263 Boylston Street, Boston, Mass.
Canadian Distributors: Musical Merchandise Sales Co.,
79 Wellington Street, West, Toronto
The Brunswick-Balke-Collender Co., la La Calle De CapuchinasNo. 25,
Mexico City, Mexico

The Oxford

PHONOGRAPHS AND RECORDS

e Strtitfot d

April IS, 1921

THE TALKING MACHINE WORLD

BEAUTIFUL TALKING MACHINE STORE

New Home of Indianapolis Talking Machine
Co. Effectively Arranged and Beautifully Fur-
nished— Why Manager Cooke Is Proud

Indianapolis, Ind., April 4. — Notwithstanding
the lean days that have come to the music trade
in the last few months one of the most inter-
esting developments in the course of the busi-
ness in this city is the move of the Indianapolis
Talking Machine Co. to sumptuous new quar-
ters at 134 North Pennsylvania street. This new
store, rich with solid mahogany woodwork, is
second to no store in the ciity in the beauty of
its appointments. William S. Cooke, manager,
says he has the most beautiful talking machine
store in the Middle West and one that is the
ecrual of any in the country in the completeness
of its equipment.

The store is 24x162 feet in size and gives
ample room for the convenient handling of large
crowds. A tile floor and the natural finish ma-
hogany wainscoting, which is nine feet high,
attract the attention of passers-by who have their

William S. Cooke

period. Indirect lighting adds to the effective-
ness of the picture.

Rugs, a davenport with upholstery in mul-

ilhiminated record racks with a capacity of 15,-
OOO records. The booths are lighted from frosted
globes and each booth contains two talking ma-
chines, a table with lamp, two chairs and the
picture of a Victor artist. Two large booths
are especially equipped in period style for the
display of period models.

The manager's office adjoins the record coun-
ter at the rear. The office clerical work is done
on a mezzanine floor at the extreme rear end
of the room. A booth especially decorated by
Mr. Cooke is devoted to the educational depart-
ment. In the basement are the repair depart-
ment and the stockroom. The store is equipped
with a pneumatic cash-carrying system.

The new store represents the development of
a business through nine years, in which time
the sales force has increased from three to four-
teen people. Mr. Cooke became sales manager
in July of last year. On September 1 he suc-
ceeded Carl Anderson as manager.

RECORD ARTISTS APPEAR IN OHIO

New Philadelphia, O., March 24. — A real mu-
sical treat was enjoyed by music lovers of . this
city last Friday evening, when the Toreadors,
Spanish entertainers, whose work is well known
b}' their success in Columbia and Victor records, ■
appeared at the Union Opera House. In the
company were Marie Arcos, Spanish dancer; Al-
cides Briceon, late of the National Spanish
Opera, whose voice has been recorded' by more
than fifty Columbia records, and Carl Seville,
Hawaiian guitar.

QO=AHEAD CALIFORNIA CONCERN

View From Reception Room to Salesrooms

first glimpse of the place through the large show
window. On entering the store one has an un-
interrupted view of the fourteen listening rooms
and the thirty-five-foot record counter all done
in mahogany after the style of the Louis XVI

A Corner of the Reception Room

btrry, a table with lamp and books and a writ-
ing desk and chair go to make up an inviting
reception room in the front of the store. Going
to the listening booths in the rear one passes
on the left the record counter behind which are

Ralph C. Dodson, who purchased the stock
and agencies of Fred H. Smith, 340 University
avenue, Palo Alto, Cal., some six months ago,
is building up an excellent business with Victor
products exclusively. His success for the past
half-year has exceeded his expectations. The
stock of Sherman, Clay & Co.'s line of pianos
in the store is handled by John M. Camp.

IF YOU WANT THE BEST

Insist on Getting

DE LUXE NEEDLES

The Best Semi-Permanent Needle Made

Let the De Luxe Speak for Itself and Send for Samples, Discounts and Full Particulars

Duo- ONE Company, Incorporated

Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.

DON'T FORGET THESE FACTS

Perfect Reproduction of Tone No Scratchy Surface Noise

PLAYS 1 00-200 RECORDS

Full Tone

Medium Tone ^

Three for 30 cents

THE TALKING MACHINE WORLD

April IS, 1921

Edison Message No. 93

It is the record of this company that the
prices of Edison Phonographs increased less
than 15%, including War Tax, since 1914.
We should regret a further advance in
Edison Phonograph prices, especially at this
late date, but such must be the case, should
the Govemment increase the Excise Tax
on phonographs.

THOMAS A. EDISON, Inc.

ORANGE, N. J.

April iS, 1921

THE TALKING MACHINE WORLD

KUHN WITH REMINGTON CORP. TO COVER EASTERN PART OF STATE INVENTS PICTURE AND TALK REEL

Noted Expert Retained by This Organization
and the Olympic Disc Record Corp. in the
Post of Advisory Mechanical Engineer

The Remington Phonograph Corp. announces
that Edmund Kuhn has been retained by it and
the Olympic Disc Record Corp. as advisory

Edmund Kuhn

mechanical engineer. He will assume his duties
at once.

This well-known phonograph and record ex-
pert was for a number of years general super-
intendent of the Edison Phonograph Co. and
during this connection he perfected the first
rapid multiple shutter camera, which invention
has made possible the practicability of the mov-
ing picture machines of to-day.

Among the other notable achievements of
Mr. Kuhn was the designing and building of
all of the automatic machinery used in the
manufacture of the Manhattan and International
dollar watches and speedometers. His technical
and mechanical knowledge is proven by hun-
dreds of successful patented inventions which
are now in use, covering an extensive field of
both science and the arts.

URGER CABINET TYPES IN FAVOR

Collings & Co. Tell of Increased Trade Activ-
ity— New Victrola 80 Very Popular

Newark, N. J., April 6.—L. W. Collings, of Col-
lings & Co., the well-known Victor distribu-
tors, in speaking of the general trade situation
recently, stated to The World that practically
all dealers are reporting increased activity and
demand.

The present call seems to be for the larger
types of cabinet machines and during the last
six weeks the demand for such goods has grown
stronger and stronger.

The new Victrola 80, which many of the deal-
ers style "the arm-chair model," is proving
very popular. The trade and public both have
taken kindly to it and many of the dealers are
featuring it with success.

Record business continues very active and
apparently the demand is on the increase.

RECORD OF BEAUTIFUL OLD HYMN

John Charles Thomas, baritone and light opera
star, recently made a Vocalion record of "Abide
With Me." His voice is admirably adapted to
sacred songs, and his interpretation of this beau-
tiful hymn is impressive in its simplicity — the
quartet background adding to the "Cathedral"
effect. The Aeolian Co. states that Thomas'
records continue to be among the most popular
of their selections.

Sonora Distributors Carry Warehouse Stock
ajid Open Office and Display Rooms in St.
Louis — J. E. Maunder in Charge

Movie Invention by Dr. Rankine Conceived
Along Original Lines — Inventor Originated
Means of Telephoning Fluctuating Beams of
Light Through Selenium Cells

St. Louis, Mo., April 4.— The C. D. Smith Drug
Co., Sonora distributor, St. Joseph, Mo., which
recently announced that it plans to carry a ware-
house stock of Sonoras in this city of both the
upright and period models, so as to cover the
eastern part of the State of Missouri, informed
The World that "these products will be han-
dled for us by the Booth Cold Storage Co.
Shipments of Sonoras to dealers in the eastern
half of the State will be made from the St.
Louis warehouse. It is planned to keep a per-
manent display of all the various styles manu-
factured by the Sonora Co. on the first floor
of the Arcade Building. The office will be in
charge of J. E. Maunder, an experienced man
ii; the talking machine business, who will be
glad to welcome visiting dealers, all of vihom
are invited to make these display rooms their
headquarters."

A RECORD CLEANUP IN ZION

Overseer Promises to Smash Slangy, Profane
and Cheap Vaudeville Records

ZloN, III., March 30. — In the general cleanup
that is going on in the city of Zion all slangy,
profane, cheap vaudeville phonograph records
Ijave got to go.

"If any of you have these records in your
homes you are sinning against God," said Over-
seer Voliva, "and if I hear any such records in
Zion Home (the big 350-room hotel) I'll smash
the records and throw them out of the window.
It's disgusting to hear some of these trashy
records, such as Old Josh's records where he
swears. Come on, Zion! Let's burn up these
records! When you buy records, buy records
with some sense to them."

SECURES THE VOCALION AGENCY

The Boehm-McAdams Piano Co., of Wil-
mington, Del., has secured the representation
of the Vocalion line, and in its home, known
as "Concert Hall," a very handsome display of
Vocalions and records is 'being made. The Vo-
calion Red record is making a great hit with this
company's customers and an increase in sales
of fifty per cent during the past month was
reported.

New talking "movies" have been invented,
according to Dr. A. O. Rankine, of the Univer-
sity College of London, who is celebrated as the
scientist who perfected the method of telephon-
ing by fluctuating beams of light through sele-
nium cells, a system which was used in the naval
service during war time. According to a des-
patch to the New York Herald his talking film
is a combination of his light telephone and the
ordinary method of projecting motion pictures.

An actual reproduction of spoken word's has
been made by Dr. Rankine on a film by the use
of a selenium cell camera. This film can be
run through an ordinary "movie" projector, the
beam of which is trained on Dr. Rankine's light
telephone and the spoken words are then re-
peated simultaneously with the action on the
screen, through a telephone trumpet, the sound
being sufficient to fill a large hall. Experts be-
lieve that when the discovery is developed it
may be possible to film pictures and the speeches
of the actors at the same time, with the result
that there will be real talking films.

Motion picture people, probably jealous of
their art, say the chief objection to the general
use of such an apparatus is that in speakmg,
except for casual words, it is not permissible in
good acting before a camera for an actor to
open his mouth, as it photographs black, while
facial distortion caused by talking would spoil
a carefully acted film.

Dr. Rankine asserts he has perfected some-
thing on which the world's greatest scientists
have been working for a long time and he pre-
dicts a new era of motion picture film business
soon. He says an actor without a good speaking
voice will not be able to make good in films
any more than he would be able to do on the
stage. His success in his war work commands
great respect for his new invention among ex-
perts who have studied it.

OPENS IN BINGHAMTON

The Venetian Music Co., 122 Chenango street,
Einghamton, N. Y., recently held a formal open-
ing of its establishment, which is featuring talk-
ing machines and a complete line of musical
merchandise. The store is very attractively ar-
ranged.

OieL

Record

DISTRIBUTORS

SONORA CO. OF TEXAS

Dallas, Texas

The Best Service Is Sonora Service

THE TALKING MACHINE WORLD

April 15, 1921

The Phonograph That Sells!

Read this letter from a new Sonora dealer:

Sonora Phonograph Co., Inc.,
279 Broadway, N. Y.

Gentlemen :

Enclosed you will find check for first shipment of
Sonoras, and please send me at once the following :
2 Baby Grands, 2 Nocturnes, mahogany, 1 Noc-
turne, golden oak. Kindly rush out as a special
order: 2 Trovatores, 1 Etude, 1 Minuet.

My first order consisted of 8 Sonoras and I sold
9 machines in the first week. This is going some.
And I hope to do a good deal more when business
picks up. You must not forget that this is the
slowest time, and I am new in the line, yet I have
not sold in six months as many other machines as
I sold Sonoras in one week.

I am agreeably surprised with the success I met
in selling Sonoras.

Very truly yours,

Jos. Kessler,

Glen Cove, L. I.

TF you wash to handle the instrument which is internationally famous for its
unrivalled tone, for its superb design, for its many important features of
construction, for its great popularity, and for its wonderful sales, you'll choose

The Highest Class Talking
Machine in the World

THE 01MST[RyB^[I^T ©F QU^LDTY
CLEAI^ AS A BELL

April IS, 1921

THE TALKING MACHINE WORLD

CONORA was the first phonograph to play ALL MAKES
^ of disc records perfectly without extra attachments, and it
enables you to hear not only records of American manu-
facture, but foreign records as well, and these include those of
great artists who have never appeared in the United States.

Gibson-Snow Co.,

Syracuse, N. Y.

State of New York with tbe ex-
ception of towns oil Hudson
River below Pouglikeepsie and
excepting (Jreater New York.

W, B. Glynn Distribut-
ing Co.,

Saxtons River, Vt.

States of Maine, New Hamp-
sliire, Vermont and part of
Massachusetts.

Griffith Piano Co.,

605 Broad St., Newark, N. J.

State of New Jersey.

Hessig-Elllis Drug Co.,

Memphis, Tenn.

Arkansas, Louisiana, Tennessee,
Mississippi.

Kiefer-Stewart Co.,

Indianapolis, Ind.

Entire State of Indiana.

Lee-Coit-Andreesen
Hdw. Co.,

Omaha, Nebr.

State of Nebraska.

The Magnavox Co.,

616 Mission St., San Francisco,
Cal.

Washington, California, Oregon,
Arizona, Nevada, Hawaiian
Islands, Northern Idaho.

C. L. Marshall Co., Inc.,

514 Griswold St., Detroit, Mich.
409 Superior St., Cleveland, O.

Michigan and Ohio.

Minneapolis Drug Co.,

Minneapolis, Minn.

States of Montana, North Da-
kota, South Dakota, Minnesota.

Moore-Bird & Co.,

fT51 California St., Denver,
Colo.

States of Colorado, New Mexico
and Wyoming east of Rock
Springs.

M. 5. & E.,

221 Columbus Ave., Boston,
Mass.

Connecticut, Rhode Island and
Eastern Massachusetts.

Robinson Pettet Co.,
Inc.,

522 West Main St., Louisville,
Ky.

State of Kentucky.

C. D. Smith Drug Co.,

613 Arcade Bldg., St. Louis,
Mo.

St. Joseph, Mo.

Missouri, Northern and Eastern
part of Kansas and five counties
of N. E. Oklahoma.

Sonora Distributing Co.
of Texas,

Dallas, Texas.
Western part of Texas.

Sonora Co. of Philadel-
phia, Inc.,

1214 Arch St., Philadelphia,
Pa.

Eastern Pennsylvania, Mary-
land, Delaware, District of Co-
lumbia and Virginia.

Sonora Phonograph Co.,
Inc.,

279 Broadway, New York

Distributors for Greater New
York and towns on Hudson
River below Poughkeepsie.

Sonora Phono. Co. of
Pittsburgh,

820 Liberty Ave., Pittsburgh,
Pa.

Western Pennsylvania and West
Virginia.

Southern Drug Co.,

Houston, Texas.

Southeastern part of Texas.

Southern Sonora Co.,

310-314 Marietta St., Atlanta,
Ga.

Alabama, Georgia, Florida and
North and South Carolina.

Southwestern Drug Co.,

Wichita, Kans.

Southern part of Kansas, Okla-
homa (except 5 N. E. counties),
and Texas Panhandle.

Hdw.

Strevell-Paterson
Co.,

Salt Lake City, Utah.

Utah, Western Wyoming and
Southern Idaho.

C. J. Van Houten &
Zoon,

Marquette BIdg., Chicago, 111.
Illinois and Iowa.

Yahr & Lange Drug Co.,

Milwaukee, Wis.

Wisconsin, Upper Michigan

Sonora, besides possessing many patents of its own,
OPERATES AND IS LICENSED UNDER BASIC
PATENTS of the phonograph industry. The foundation and
future of Sonora and Sonora's dealers' businesses are secure.

THE TALKING MACHINE WORLD

April 15, 1921

Keep a Musi-Call going in your store. Every-
one who comes in will know about it.
"Plus" sales and "plus" profits for you.
Your Dealer Service man knows.

Columbia Graphophone Co.

NEW YORK

DENVER IS A BUSY TALKING MACHINE TRADE CENTER

Knight-Campbell Music Co.'s Optimistic Reports — H. W. Norfolk Joins Forces — Some New Victor
Dealers — H. D. Leopold a Popular Personality — Denver Victor Dealers Entertained

Denver, Coix)., April 4.— J. A. Frye, sales manager
of the Knight- Campbell Music Co., Victor
Vvholesaler, returned recently from a ^asit to
the general offices of the Victor Talking Ma-
chine Co. in Camden, N. J. It is the purpose
of the Knight-Campbell Music Co. to, at all
times, keep in close touch with the Victor Co.,
with a view of imparting to its dealers the
very best merchandising methods and to con-
stantlj' call to the attention of the Victor Co.
the importance of the Colorado territorj' from
the talking machine standpoint.

The reports from the Victor Co. relative to
production are verj- encouraging, according to
Mr. Frye and, while Victor dealers are unable
to obtain sufficient merchandise to meet the tre-
mendous demand for their products, it is prac-
tically sure that 1921 will see Victor dealers
throughout this territorj- given the best sup-
port in j-ears.-

The Knight-Campbell Co. has recenth' taken
a new member into its wholesale organiza-
tion in the person of H. W. Norfolk, who is
serving this company in the capacity of travel-
ing representative. Mr. Norfolk is a thorough
business man and has had an extensive train-
ing in merchandising methods. Dealers through-
out Colorado, Wyoming, western Kansas and
Nebraska have alreadj' had the pleasure of meet-
ing Mr. Norfolk and he bids fair to become a
factor of great importance among the dealers
upon whom he calls.

H. D. Leopold, traveling representative of the
Victor Talking Machine Co., was a recent vis-
itor to Denver. Mr. Leopold is brimming over
with helpful suggestions and ideas which he
freely gives the trade. During the past seven
months, which he has spent in the Colorado
territory, he has made many friends among Vic-
tor dealers, all of whom show great appreciation

for the service the Victor Co. is rendering them
through its representative.

One of the most pleasing personalities in the

H. D. Leopold

Denver trade is A. M. Mason, proprietor of the
Victrola shop of the Daniels & Fisher Stores
Co., which enjoys a very select following and
is considered the John Wanamaker of the Rocky
Mountain region. Since Mr. Mason began his
operations as an exclusive Victor dealer some
six months ago, business has increased by leaps
and bounds and this accounts for the very op-
timistic attitude of Mr. Mason, who finds that
by aggressive methods business can be in-
creased even under dull conditions. Associated
with Mr. Mason is Mr. Weidensaul, who was
prominent in hotel circles in this section until
he entered the talking machine business.

Hay's Pharmac}', of Otis, Colo., recently took
on a complete line of Victrolas and Victor rec-
ords and reports from this section indicate
that this concern has taken a very good hold on
business and is not permitting general condi-
tions to affect its sales.

The Englewood Drug Co., of Englewood,
Colo., has also taken on a complete line of Vic-
trolas and Victor records. The same is true of
Cullen & O'Conner, of Rawlings, Wyo.; also of
Charles J. Elzi, of Erie, Colo., who has recently
entered the Victor game. The Denver Music
Co., through the activities of its manager,
^^^ J. Sanders, reports business as being very
good. This hustling music company has re-
cently completed alterations in its talking ma-
chine department, gi\'ing it one of the finest
stores in this section.

Mr. Woodle}'-, manager of the Pattison Mu-
sic Co., of Denver, has received many hun-
dreds of congratulations from admiring cus-
tomers over the Victor window featuring "Anna-
bel Lee." This window is descriptive of the
sentiment of the song and considered one of the
best talking machine windows seen in this city
for many months.

The Bates Music Co., of Greeley, Colo., re-
cently lost its entire stock of talking machine
merchandise owing to a fire which completely
destroyed its place of business. Mr. Bates was
again operating within three hours after the
fire, showing his aggressiveness and the fact
that "you can't keep a good man down."

Mr. Thompson, manager of the Chas. E.
Wells talking machine department, is not wor-
rying about slow conditions, but, instead, is
applying his ability to insuring larger volume
of business. The Wells Music Co. is a very
promising musical concern and during its pe-
riod of operation, which only began two years
ago, it has taken its place as one of the leading
musical houses in the cit}-.

Mr. Murph}', manager of the talking ma-
chine department of the American Furniture
Co., finds relaxation these da^'S in skating. We

Records

(The Record of Quality)

HAVE PERSUASIVE SELLING FEATURES

The classical selections represent the very highest trained internationally famed artists. Records you will
be proud to sell — Records that will create admiration among your customers.

To the lover of pure musical beauty these records of superior craftsmanship will appeal. Arias from
operas, symphonic poems, ballads, classic instrumentals and orchestrations, all accentuate the superior
tone and artistry of Okeh Records.

Learn tlie details of our proposition and become a dealer.

928
Los

South Broadway,
Angeles, Cal.

KOHLER & CHASE

Distributors of OKeh Records

26 O'Farrell St.,
San Francisco, Cal.

April IS, 1921

THE TALKING MACHINE WORLD

^iiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

IROQUOIS SALES CORPORATION

BUFFALO, N. Y.

Wkolesale Distributors

I QKe^ Recoitis |

liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiN^
recently found Mr. Murphy limbering up on
one of the local rinks, and must confess that he
can do other things besides sell talking ma-
chines.

The- Ness Music Co., of South Broadway,
this city, is very proud of its newly painted
billboards which read "Exclusive Victor." This
dealer finds that billboards are a very good
means of increasing business.

Mrs. Boot, of the Boot Music Co., Victor
dealer, who was recently confined to her
home through a brief illness, is again smiling
and back on the job as manager of a very profit-
able and important music store in the city of
Denver.

Archie Landay, manager of the retail depart-
ment of the Knight-Campbell Music Co., is all
puflfed up these days over a prize won in the
form of a new Stetson hat, the result of a sub-
stantial increase in business for the opening
months of the new year. Mr. Landay hails
from New York City, where he was associated
with Landay Bros.

The Knight-Campbell Music Co. recently en-
tertained the Denver Victor dealers at a lunch-
eon at the Albany Hotel. This is a monthly
feature and upon this occasion the new monthly
records were played and discussed by -the dif-

ferent dealers. J. A. Frye, sales manager, took
occasion to comment on his recent trip to the
Victor factory and went into the matter of
the Victor product and methods of promoting at
some length. Those attending the meeting were:
Messrs. Sanders, of the Denver Music Co.;
Thompson, of the Wells Music Co.; Weidensaul,
of the Daniels & Fisher Co.; Landay, of the
Knight-Campbell Music Co., retail; Marsh, of
the Sharp Music Co., and Messrs. Bryant, Frye,
Beyer, Norfolk and Miss Grace K. Hunter, of
the Victor wholesale department.

WINDOW HONORS ST. PATRICK

Special Holiday Window Designed by De
Foreest Pioneer Music House Admired

Warren, O., April 3. — An unusually interestmg
window display was mad'e during the week of
March 14 to 19 in honor of St. Patrick's Day,
which fell on Thursday, by the De Foreest Pio-
neer Music House of this city. The central
figures of this window were John McCormack,
the popular Irish tenor, and the Victrola. A
large Victor dog decorated with an imposing
green bow tied around his neck stood beside a
large Victrola, which was artistically decorated
in green, backed by a color scheme in green and
white, worked out to commemorate St. Pat-
rick's Day, while scores of small Victor dogs
wearing green favors were arranged in a strik-
ingly original way. This most novel and attrac-
tive display created widespread interest and was
greatly admired by passing throngs and was
favorably commented on.

GRAY PIANO CO. IN ITS NEW HOME

Bellingham, Wash., April 4. — The Gray Piano
Co. is now occupying its new quarters at 1329
Commercial street, which are much more com-
modious than the old vi'arerooms at Bay and
Holly streets. The company's new home has
been very admirably laid out with sound-proof
booths for talking machines and display rooms
for pianos. The ceiling of the room is arranged
with an attractive lattice work on which hang
shaded mellow lights that lend a pleasant efifect
to the interior.

CONGRATULATIONS FOR H. C. GROVE

Harry C. Grove, president of the Harry C.
Grove Co., Inc., and pioneer Columbia man in
Washington, D. C, recently celebrated his fifty-
second birthday, and was the recipient of a host
of congratulations from his friends. Mr. Grove
started as a Columbia dealer twenty years ago,
and is now a distributor of the Columbia line
in the National capital.

BOLSHEVISTS TALK IN WASHINGTON

Recorded Speeches by Lenine, Trotsky and
Other Soviet Officials Reproduced by Talking
Machine for Guests of the Polish Legation

Washington, D. C, April 4.— Bolshevist propa-
ganda was heard amid strange surroundings
here recently — on the premises of the Polish
Legation. An extraordinary audience listened
to it— distinguished officials of the United States
Government and members of the diplomatic
corps. Lenine, Trotsky and Lunacharsky were
the orators of the evening, but they spoke
through talking machine records. The Polish
minister and Princess Lubomirska were giving
a reception in honor of Mr. and Mrs. Paderew-
ski. Mr. Hughes and the ambassadors of Great
Britain, France and Japan were among the elite
company. Another guest was Sir Paul Dukes,
the young Englishman who won a knighthood
for his work as a British secret service officer in
Red Russia. For use in his forthcoming Ameri-
can lecture tour, Sir Paul brought with him a
series of extraordinary interesting Bolshevist
records in Russian. He volunteered to entertain
the Polish minister's guests by means of an
American talking machine.

Lenine's was the first voice heard. It is of
high and piping timbre, though not devoid of
persuasive touches of "punch." The record was
a speech addressed to the peasantry, entitled
"What Is Soviet Russia?" The Reds seized raw
materials belonging to the English and Ameri-
can talking machine companies in Moscow and
Petrograd and from them manufactured records
which they distributed for propaganda purposes.
Trotsky's belligerent, demagogic voice was re-
produced in "a message from the Third Interna-
tional." It is an appeal to the Red army to go
on fighting, that all wars may end.

Lunacharsky, soviet commissar for education,
declaimed a dirge, half spoken, half sung, to the
orchestral accompaniment of Chopin's funeral
march. That record was for use at services to
commemorate the deaths of "Red Rosa" Luxem-
bourg and Karl Liebknecht in Berlin. Few of
Prince Lubomirska's guests understood Russian,
so the propaganda fell on deaf ears. One com-
prehending auditor was M. de Bach, counselor
of the Russian embassy in Washington.

TO AUCTION OFF THE ASSETS

In the matter of the Stratford Phonograpli
Co., bankrupt, the trustee has filed a petition
for authority to sell at public auction the real
estate of the bankrupt located at Ashland, O.,
and a hearing in this connection was held on
March 30. If not otherwise ordered, the sale
will be held on April 30.

The William Phillips Phono Parts Corp.

Big Value

i n

Both Tone and Price

Suitable for Medium Priced

Machine
8 1-2 inches, centre to centre
Large size Sound Box

Sample to manufacturers $3.00

Send for quantity prices

The William Phillips Phono Parts Corp.

145 West Forty-fifth Street

New York City

26 THE TALKING MACHINE WORLD April is, 1921

Because of its unmatched Beauty, Rishell furniture is a
part of thousands of artistic American interiors assembled
without thought of bargaining. This Beauty has found its
fullest development united to Beauty of tone in the Rishell
Phonograph. This dual Beauty is the greatest builder of
permanent phonograph trade, since every Rishell Phonograph
sale prepares the way for another Rishell sale, and propor-
tionately enhances the reputation of the dealer for merchandise
of the very highest class, at average price.

Write today for particulars of our liberal jobber contract.

RISHELL PHONOGRAPH CO.

WILLIAMSPORT, PA.
New York Distributor: GRAND TALKING MACHINE CO.

268-270 Flatbush Avenue Extension, BROOKLYN, N. Y.

Aprii, 15, 1921

THE TALKING MACHINE WORLD

CRYSTAL EDGE

MICA

DIAPHRAGMS

The Standard of Quality

PHONOGRAPH APPLIANCE CO.

174 Wooster St., New York

NEW REMINGTON CATALOG

Handsome New Volume, Admirably Produced,
Covering Remington Products and Achieve-
ments Now Being Forwarded to the Trade

SALESMANSHIP AGAIN IN FASHION

Time to Stop Talking Hard Times and to
Hustle for Business — Burn the Crepe

NEW HOME FOR SAMUELS=BITTEL

Close Deal for Two Buildings Which Were
Arranged for Proper Display of Talking Ma-
chines, Pianos and Players

OwENSBORO, Ky., April 6. — The Samuels-Bittel
Music Co., of this city, has closed a deal for
two buildings which are to be remodeled so
that both structures will be connected, making
a first-floor window display that will be quite
metropolitan in size and appearance. It is
planned to move all talking machine records
and small goods to the Allen street building.

A special feature of the company's new home
will be an Ampico Studio, which will be sepa-
rate from the regular piano and player depart-
ments. The talking machine and record depart-
ments will be given a large space, and there
will be plenty of booths for the convenience of
customers. A rest room with an orchestra bal-
cony will be a feature of the new building. This
will be for the use of the public, permitting them
to hear the latest popular as well as classical
music played every afternoon and evening.

A new Remington catalog has just been is-
sued from ttie iheadquarters of the Remington
rhonograph Corp., in New York City, and ex-
ceeds, in general attractiveness, all previous
literature produced by this company. This vol-
ume of sixteen pages, which is contained in an
attractive art cover, is handsomely printed on
India paper and constitutes an excellent ex-
ample of the typographer's art.

On the opening page appears the portrait of
Philo E. Remington, president of the company,
and in a following article" captioned "As Good
as the Name" a brief outline of the history of
the Remington family, 'up to the production of
the Remington phonograph, appears. It is in-
terestingly written.

In addition to a description of the four models
of the line, which are reproduced in excellent
half-tone engravings, and to each of which a
fi:II page is- devoted,, several pages are given
to the ball-bearing reproducer which is one of
the distinguishing features of the Remington
line. The tone chamber and the motor are also
described in detail. An artistic layout of photo-
graphs depicts scenes in the Brooklyn plant of
tlie Remington Phonograph Corp. and a repro-
duction of the Remington guarantee is shown.
This interesting volume is concluded with a
page devoted to comments on the Remington
phonograph entitled "What People Sa}^"

INCORPORATED IN DELAWARE

Erskine R. Smith, Inc., furniture and Voca-
lion dealer in Charlotte, N. C, has just .remod-
eled its warerooms at 20 East Trade street, that
city. More space is devoted to the Vocalion
department in the rear of the store.

The E. B. Shiddell Co. was incorporated in
Delaware recently for the purpose of conduct-
ing" a business in talking machines with a capital
stock of $250,000. Those interested are Wni.
E. Schiels, Jr., Brooklyn; Robt. A. Van Voorhis,
Jersey City, and Arthur R. Oakley, Pearl River,
N. Y.

Leading manufacturing institutions are em-
phasizing the importance of salesmanship in
their correspondence to dealers and salesmen
these days, and some of these letters are con-
structed along stimulating "peppy" lines. The
other day we came across one of these letters
issued by a progressive manufacturer, which
was admirably constructed throughout, and the
general tenor of which can be estimated from
the closing sentences, which we take pleasure
in representing below. This "copy" has a real
"punch" to it — don't you think so?

Salesmanship

Salesmanship, real salesmanship, has come
into fashion again. The day of the "order
taker" is over, so get your feet out of the office;
stop talking hard times; hot-foot it up the streets
and down the alleys and by-ways, hustling for
business. Keep your tail off the ground, or it
will be stepped on by some hustling salesman
on the way to secure an order from one of your
own customers.

Go To It!

We have the money, the credit, the factories,
the labor, the materials, the brains, the initia-
tive, and we are naturally optimistic. Exercise is
the best cure for it. Go out after the orders.
Put jazz, pep, ginger into your efforts. Burn
the crepe and jump on the crepe hangers with
both feet. Wear out the shoe leather. You
will probably get some business, and anyway
it will help the shoe business. Forget the last
five years and keep your eye on the next five,
and DIG FOR BUSINESS. IF YOU DON'T,
SOMEONE ELSE WILL GET IT.

The Victor department of the Baxter Piano
Co., of Davenport, la., has recently been re-
modeled. Five more rooms finished in mahogany
and white have been added and the sales force
increased. This is an exclusive Victrola store.

BELL HOOD Semi -Permanent Needle

THE NEEDLE WITH TONE QUALITY

THF REII HOOD

A A AA«t AJi ii J A AV./V/A.y

PAT, MAY 4, 1920

SEMI-PERMANENT NEEDLE

The Sounding Board BeU produces the best results. Eliminates es no other
needle can« all mechanical noises. Tonal effects for any record.

Made by the Bell Hood Needle Co., New Haven, Conn., U. S. A.

IMPROVES YOUR PHONOGRAPH 1 OO PER CENT

"The Bell Does It"

Is less Rasping, Consequently less Mechanical and Reproduces Purer Tone
SEMI-PERMANENT POINT— Loud— Medium— Soft

A profitable needle for dealers to sell. More than 2000 dealers are now selling them with splendid success.

THE BELL HOOD NEEDLE CO.

183 CHURCH STREET NEW HAVEN, CONN.

THE TALKING MACHINE WORLD

April 15, 1921

- n -

Beating the Tom-Tom — versus
the Perfect Orchestral Performance

You remember the wicked old days of marketing phonographs.
You have all been through them. Many of you are sadder and

wiser.

Much noise and beating of tom-toms — with circus side effects —
"what we are going to do for you" — "how we help you put over
our proposition", etc. All sounds very familiar, doesn't it? You
will probably say, "Disgustingly so".

The Granby has gone along on entirely different lines. The
Granby Phonograph, in the first place, has a firm financial foun-
dation. A phonograph that is made right, by a carefully selected
organization of craftsmen — in an unusually well appointed plant.

The Granby Phonograph Corporation
Keeps Every Promise Made

That is why we have no warehouses filled to overflowing with
unsold instruments. But — instead — are working overtime to fill
our orders.

The selling helps for dealers are really there and help close
sales. These trade aids are effective and strongly appeal to your
prospects. And added to these features is our special Advertising
and Selling Plan — the last word in phonograph co-operation.

Write us about it, and make money with the Granby NOW.

GR7\NBY PHONOGI^APH CORPORATION

SIN ORF OUK-V IRG INIAiSl

April IS, 1921

THE TALKING MACHINE WORLD

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii»^

Memorial Day Publicity as a Means of At- 1
tracting Attention to the Store - By w. bhss stoddard |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

With the constantly thinning ranks of the
veterans of the Civil War and the sad recollec-
tions of the thousands of brave boys who fell in
the recent great struggle, Memorial Day takes
on a reverent aspect and the dealer must pro-
ceed very warily so as not to exceed the bounds
of good taste in attempting to make the occa-
sion serve his own ends.

There are a few articles, however, which can
be advertised with the greatest propriety and
among them are talking machines and records.
Music forms a large part of every memorial
program and there is no higher tribute we can
pay than to sing the old songs — the marches,
ballads and camp-fire selections b'eloved by the
boys of '61 and '18. A number of stores han-
dling these records last year announced regu-
lar concerts for the afternoon of Memorial Day.

The Wiley B. Allen Co., of San Francisco,
sent out cards bordered with red and blue, on
which were printed the program and a cordial
invitation to all music lovers to attend. The
selections ranged from "Yankee Doodle" and
"The Girl I Left Behind Me" to "The Battle
Hymn of the Republic" and "Rock of Ages."
There were included many of the songs of '61,
such as "Marching Through Georgia," "Tenting
on the Old Camp Ground" and "Rally Round
the Flag"; those popular during the Spanish
War and, of course, a number of the late popu-
lar favorites, "Keep the Home Fires Burning,"
"The Yanks Are Coming" and the beautiful
"Flanders Fields." As each record was placed
upon the machine the young woman in "charge
of the concert gave a short talk on the origin
of the song and something of the composer. At
the conclusion the entire audience was invited to
join in singing "America." To call special at-
tention to its Memorial Day records a beau-
tiful window was arranged. It was backed with
a big flag, which occupied the entire rear wall.
At either side were placed talking machines
and in the center was a pedestal draped with
a flag and topped with a gilded eagle. Strewn
over the floor were a number of patriotic rec-
ords— "America," "Star-Spangled Banner," "God
Be With Our Boys To-night" and a great many
others. Tall cards of green, lettered in gold,
leaning against the Victrolas, observed: "Let's
keep the old songs alive," "These songs gave
the boys their fighting spirit that won the war"
and "You should have these record's in your
collection." A tall card in the center bore a
score of martial songs and marches and a vase
filled with blue flowers gave the finishing touch
to the display.

The Byron-Mauzy Co., San Francisco, is an-
other company that arranged a beautiful me-
morial window featuring talking machines. On
a platform draped with deep blue cloth were
placed three talking machines, to the center one
being attached a large wreath of glossy leaves
and palm, branches and from which extended
long, broad streamers of red, white and blue
ribbon. Against the platform was a gilded card,
lettered in black, "War Songs are memorials —
they are preserved for all time on the Victor
and Columbia records." Behind the card were
placed two American flags. At either side were
record's arranged in a rack in pyramid form,
back of the topmost record being placed a vase
of white lilies. At one side, on the floor, was a
Victrola, with motor attachment, which ren-
dered over and over again one of the patriotic
songs — the music being wafted through the open
doorway to the passing crowds.

Sherman, Clay & Co., San Francisco, had a
large window, the background of which was
draped with two large flags. A panel in the
center of red and white was topped with an
American shield. In the center of the display
was a large mound covered with an army

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllU
blanket, on which were a bass and a snare drum,
bugle and silk flag. At either side were shown
Victrolas with flags draped across them. Close
to one of them was a large framed picture of
John McCormack, beneath which was a card, to
which was fastened a record of the "Star-Spangled
Banner." The card advised: "When John Mc-
Cormack received his citizenship papers last
year the first song he sang was 'The Star-
Spangled Banner.' Hear it on the Victrola
to-day."

The Oakland Phonograph Co., Oakland, Cal.,
showed a wax model of a U. S. marine stand-
ing back of a machine gun, in front of which was
a large American shield. At either side were
guns and sabres, while perched on the gun car-
riage was one of the Victor dogs. Near it was
a Victrola, on the top of which was another
dog. The window was backed with a large
flag and on the floor close to the glass were
strewn a number of patriotic records. A large
card on an easel suggested:

YOU HAVE HEARD OF THE GRIM
DOGS OF WAR
But here are the
DOGS OF PEACE
They say that music hath charms to
soothe the savage breast. Try the effect
of some of these records when weary of
the day's strife.
"And the night shall be filled with music,
And the cares that infest the day
Shall fold their tents like Arabs —
And as silently steal away."
The Hauschildt Music Co., Oakland, Cal., had
a coniibined Memorial Day and forest outing

iiiiyiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

window. The ground was covered with pine
needles and cones. Branches of eucalyptus
foliage were massed in the background, amid
which were clusters of wild flowers. In one
corner was a small tent with a blanket inside
and a flag flying from the ridge pole. (This
flag was kept in motion by an electric fan con-
cealed from view.) On a packing box was a
portable phonograph, with records strewn about.
The machine was playing the "Star-Spangled
Banner" and a little fellow in the uniform of
a Boy Scout was standing at attention. A card
on the easel at one side suggested:

"TAKE A PHONOGRAPH WITH
YOU ON YOUR OUTING— Stock up with
a selection of patriotic records and you can
celebrate Memorial Day, Flag Day or
Fourth of July with as much fervor as
though you were in the midst of throngs of
people."

SOL LAZARUS BUYS BUILDING

Sol Lazarus, the well-known talking machine
dealer of New York, who has for some years
been located at 216 East Fifty-ninth street,
has purchased from Joseph E. Bloomingdale
the three-story building at 221 East Fifty-ninth
street, which will house the Lazarus talking
machine business at an early date.

The Du/buque Music House, Dubuque, la.,
has arranged for remodeling its store and in-
stalling six new booths of modern design. M.
S. Germain, the proprietor, is a great admirer
of the Victor, which he handles.

This will be a

Victrola Summer!

Dance Any Time^^

YOUR VICTROLA IS ALWAYS READY !

with a

KNICKERBOCKER READY-TO-
PLAY CARRYING CASE

For Victrola IV Case
$20.00 List

For Victrola VI Case
$22.00 List

Trade prices upon application to
your nearest Victor wholesaler, or

KNICKERBOCKER TALKING MACHINE CO.

INCORPORA TED

METROPOLITAN VICTOR WHOLESALERS

ABRAM DAVEGA, Vice Pres.

138-140 West 124th Street New York City

THE TALKING MACHINE WORLD

April 15, 1921

IT FV'^ GRAPHITE PHONO

m*jumu t J SPRING LUBRICANT

Ilaley't Lubricant makes the Motor make good
Is pre()Qred in the proper consistency, will not run out, dry up, or
become sticky or rancid. Remains in its original form indefinitely.
Put up in 1,5, 1 0, 25 and 50-pound can* for dealers.

This lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name of

FITRFKA NOISELESS talking

M^KJM^M^M3.r%. MACHINE LUBRICANT

W^rite for special proposition to jobbers.

ILSLEY-DOUBLEDAY & CO.. 229-231 Front St., New York

TALKING MACHINE MEN, INC., MEET

Irwin Kurtz Heads Local Association — C. M.
Tremaine Tells of Music Week Plans — Hope
to Form National Association

The Talking Machine Men, Inc., the organi-
zation composed of talking machine dealers of
New York, New Jersey and Connecticut, held
its annual meeting and election on the after-
noon of March 23 in the Pennsylvania Hotel,
New York Citj'.

The officers selected by the nominating com-
mittee were elected unanimously as follows:
Irwin Kurtz, president; Ernest Leins, vice-pres-
ident for New York; Benjamin H. Roth, vice-
president for New Jersey, and James Donnelb',
vice-president for Connecticut. A. Galuchie was
again elected treasurer and Edward G. Brown
succeeded himself as secretary.

C. M. Tremaine, director of the National Bu-
reau for the Advancement of Music, addressed
the association on the coming celebration of
Music Week in New York City, April 17 to 24.

Mr. Tremaine reviewed the activities of his
Bureau and called the attention of his hearers
to the many channels in which it has been able
to carry on propaganda for the general good
of music and the music industry, particularly
the work in schools and with civic bodies. At
the close of his remarks he asked the support
of the association in the expenses entailed in
carrying out the Music Week program. He
showed that practical!}' all other representative
organizations of the allied music industries had
made contributions. He also requested the
dealers to arrange plans to hold individual con-
certs in their stores throughout the period men-
tioned.

Following Mr. Tremaine's remarks the presi-
dent appointed a committee to arrange plans to
gather funds for the Bureau's Music Week ac-
tivities. The committee was composed of M.
Max, Chester Abelowitz and M. W. GibBons.

The association went on record as favoring
the proposed law which \yill make it necessary
for those moving the goods of tenants from one
house to another to record with some city offi-
cial the addresses of the place from which the
goods were removed and of the place to which
they were delivered.

Much discussion developed over the merits
of the various plans now before Congress to
change the present tax methods. It appears
to be the unanimous opinion of those present
that the proposed tax on sales was the most
feasible and would be the most successful in

creating the funds found necessary by the Gov-
ernment. The dealers WvCre urged to write
to their Senators and Congressmen in favor of
the sales tax measure.

LTpon assuming the chair the new president
of the association, Irwin Kurtz, said: "These
are critical times and we all want to dig in
and do something for the benefit and general
good of the trade. In unity there is strength
and the time has arrived when each and every
member must contribute his time and attention
to the problems brought to the attention of the
organization."

He reviewed the accomplishments of the as-
sociation since its organization, which include
a uniform standard contract, exchange of in-
formation on collections and the elimination
of much misleading advertising. He proposed
the adoption of the following program as the
work for the association during the coming
months: Joint advertising, the establishment of
a trade-mark which the members of the asso-
ciation can use on their letterheads and in
their advertising copy, the charging of interest
on instalment contracts, raising the standard
oi the terms on such contracts, a committee pre-
pared to give counsel and advice, an educational
campaign for a better business program and
tlie opportunity for music publishers to place
before thi; association their plans for giving
songs pubHcity prior to their release so that
the dealer may have some knowledge of the
merits of the song and the scope of the pub-
licity campaign to be associated with the num-
ber.

The organization is also taking much inter-
est in the plans for forming a national associa-
tion of talking machine dealers. E. G. Browne,
the secretary of the Talking Machine Men, Inc.,
will take this matter up at the annual conven-
tion of the National Association of Music Mer-
chants, which is to be held in Chicago in May.
At that time he is also to meet the secretary
of two organizations from the West and Pa-
cific Coast territory who are also interested
in a national , association of talking maciiiue
dealers.

DEALER DEMONSTRATES SONORA

Mrs. Bertha Rosamond, who conducts a very
complete talking machine store in Haddam,
Kan., recently held a demonstration in the
Opera House of that city of the Sonora, together
with the M-agnavox. This demonstration was
well attended and attracted much interest
among music lovers and the general public.

A CLEVER FEATURE WINDOW

Wittstein's Music Shop Arranges a Most Effec-
tive Window Around a Special Record

The photograph herewith is a reproduction of
the window displayed by a Columbia dealer,
Wittstein's Music Shop, 110 Church street, New
Haven, Conn., on a special record release "Ro-
sie." Special noteworthy features are the rose
hoop, the poster announcing this popular fox-

How "Rosie" Is Displayed

trot and the unique stenciled "Rosie" trim at
the top of the window. In the evening the trim
glows like a veritable rose. This is only one
of the many attractive windows which Mr. Witt-
stein displays, tying up with special releases
and which merits special praise.

FACILITIES GREATLY INCREASED

The New York Recording Laboratories, 1140
Broadway, New York City, recently announced
that, despite the increased activity in the record
field, the enlarging of their quarters and altera-
tions as well as new equipment make it possible
to consider the acceptance of additional labora-
tory work.

The New York Recording Laboratories, es-
tablished in 1917, are under the direction of A. J.
Faum, who has had long experience in the re-
cording field and is recognized as a technical
expert in that line of work. In addition to re-
cording the plating and pressing of accepted
work is undertaken.

ENLARGE TALKING MACHINE SECTION

YouxGSTOWN, O., March 31. — Ress Bros., promi-
nent music dealers, of 408 West Federal street,
have arranged to expand their talking machine
department materially in order to take care of
the growing business. Ten new demonstrat-
ing booths will be added and the company's
line will be adjusted to carry only Victor and
Columbia products. The company maintains a
branch at 3414 ^^■ilson avenue.

RECORD MANUFACTURERS

U We are Exclusive Victor Wholesalers extending to Victor
dealers in the territory we cover a service that is distinctive
and thorough. The most progressive Victor dealers in Central
Illinois and its environs have availed themselves of that service
to their profit.

^ Ask any Putnam-Page dealer what he thinks of our service
and how he has profited from it in the past.

PUTNAM-PAGE COMPANY

Victor Wholesalers Exclusively

PEORIA, ILLINOIS

COTTON FLOCKS

OF SUPERIOR QUALITY

Cut to Meet YOUR Requirements

Write for Samples and Prices

CLAREMONT WASTE MFG. CO.

CLAREMONT, N. H.

April 15, 1921

THE TALKING MACHINE WORLD

REFLEXO PRODUCTS CO., Inc.

347 FIFTH AVENUE

At 34th Street

New York City

Suite 1003

Canadian Distributor*: The Musical Mdse. Sales Co., Toronto
Foreicn Export: Chipman. Ltd., 8-10 Bridge St., Ne^ York City

THE TALKING MACHINE WORLD

April IS, 1921

NOW AN AMPLIFIER FOR NURSERY

Latest Development Is an Arrangement Where-
by Pa and Ma Can Hear Their Hopeful Wail

Unless scientific progress declares a halt soon
there will be little respite for parents of the next
decade. The day when the proud fathers could
hide their heads under the covers those Winter
nights and console themselves with the thought
that a little squawking would work to the vocal
advantage of their young hopefuls is no more.
P. A. Curry, of Baker, Ore., has come to the aid
of the neglected infants'.

Air. Curry is a father who takes his state with
a certain sense of responsibility. Recently he
attended an electrical demonstration and ob-
tained from the Western Electric Co. informa-
tion on the loud speaker, the magnifying appa-
ratus used to carry the voice at the big con-
ventions.

It happens that Curry, the younger, sleeps
in the porch nursery. His biggest source of
complaint is the fact that on several occasions
he has had to do without company in the wee

small hours because his cries were unheard by
his sire. Curry, the senior, has made plans to
wire the nursery. Three loud speaking trans-
mitters will be installed over the infant's bed
connecting with a receiver over that of his
father.

In the future, instead of being compelled to
sleep with one ear open awaiting a summons
from the nursery, pater familias can rest con-
tent, assured that he will be awakened by a
great shout every time his infant charge sees
fit to announce his awakening.

SECURE THE VICTOR LINE

Oscar H^serot, the well-known music dealer
of Elyria, O., has secured the agency for the
Victor line of talking machines and records,
which he intends to push in his territory.

The Colonial Club, of Meriden, Conn., re-
cently enjoyed a very delightful concert through
the medium of the Edison phonograph, thanks
to the enterprise of A. D. Elster, proprietor of
the Edison Shop of that city.

INDIVIDUALITY IN YOUR PRODUCT
WILL MEAN MORE SALES FOR YOU!

Competition in talking machines is growing more strenuous each day. It is not a
question of price any longer but of quality — higher quality and better tone. Maintain
the claims of quality and tone reproduction in your product — make it be individual.

Equip Your Phonographs With
EMPIRE UNIVERSAL TONE ARM and REPRODUCER

We are prepared to submit to reliable manufacturers samples of otir tone arms and
reproducers in order to enable them to determine the merit of our product. Our prices
are low and the qviality of our product is second to none. Write or wire us for samples
and quotations and give us an outline of your 1921 requirements.

We Also Manufacture Attachments for Edison Phonographs

No. 1

Plays
only lateral
cut records.
Retails
at $5.00

No. 2
Plays all
records.
Retails
at $7.50 '

THE EMPIRE PHONO PARTS CO.

1362 EAST 3rd STREET CLEVELAND, OHIO

Made in Our
Watch Oil

DEPARTMENT

which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.

The Best Oil For Any Talking Machine

In refining, Nyoil is given the same care as our

famous watch oil receives. All gums and impuri-
ties are remoyed, leaving it

Colorless, Odorless and Stainless.

Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines— for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.

NYOIL is put up in 1-oz., 3V4-oz. and S-oz. Bottles

and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers

WILUAM F. NYE, New Bedford, Mass., U.S.A.

SCORE ONE FOR LANDAU

Hazleton Paper Tells How It Pays to Have
Won a Reputation for Full Record Stock

Carrying a most complete record stock
is a valuable asset to the dealer. This was dem-
onstrated very effectively the other day, as can
be seen from the following item in a Hazleton,
Pa., paper;

That the Landau music store on North Wyo-
ming street, this city, carries a stock of Victrola
records more complete than any establishment
in this State, or even New York, was shown to-
day in the receipt of a letter from Arthur El-
iott, of 11 Albion street, Paterson, N. J.,
an actor who appeared during the week in a
one-night show at Freeland.

While playing in the North Side town he
went into a Victrola store and inquired if they
had the duet from Norma sung by Gliick and
Homer, which he said he had been trying vainly
to secure in every city that he has visited so
far this season, including New York.

Freeland could not supply the actor, but the
lady clerk offered to call up the Landau store
because she said it has the biggest stock in
Pennsylvania. The Landau firm had the rec-
ord and to-day received a letter from Mr. Elliott
enclosing remittance and thanking the local
concern for its prompt reply.

HEAR RECORDS OF THE BIRDS

A rather unusual feature at the annual "con-
versazione" of the Belfast Naturalists' Field
Club, held recently in that noted Irish city,
were the records of blackbird, thrush and night-
ingale songs on a gramophone contributed by
T. Eden Osborne, the prominent talking machine
merchant of Belfast. The distinguished assem-
blage displayed the greatest interest in these
records and were profuse in their thanks to Mr.
Osborne for the opportunity afforded of hearing
these versatile and beautiful singers.

ISSUES LISTS OF FOREIGN RECORDS

The Victor Co. in sending out its advance copy
of the April supplement also included some very
interesting lists of records in Arabian, Bohe-
mian, Finnish, Greek, ffebrew, Italian, Lithuan-
ian, Mexican, Norwegian, Polish and Swedish.
To dealers who are reaching a constituency
largely made up of people born in foreign coun-
tries these lists should make a wide appeal.
This is a tradte worth cultivating, because so
many people retain a love for the music and
songs of their fatherland that it will pay them
U> analyze their territory and cater to its needs.

A wise man doesn't need advice, and a fool
won't take it.

April 15, 1921

THE TALKlNC MACHINE WORLD

DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY

MOTORS CASTINGS j turntables S B^^^

TONE ARMS Grey Iron "i TONE ARMS Screw Machine Parts

REPRODUCERS and Brass for { HORNS and THROATS Talking Machine Hardware

( JEWEL and STEEL (Bulk or Packed)

Direct Quantity Importations On \ S^SKp^^/^SSv^'e^JcTL mica

EASTERN REPRESENTATIVE l\Ar«TAnAlIT Vanderbili Ave. Bldg.

CHERINGTON MFG. CO, II K IjuLlUKllW 51 East 42nd St.,Ne^York
IRONCLAD MOTORS *^V\/»V*Wfl Tel. VanderbiH 5462

REMINGTON CO. DOUBLES STOCK

Important Matters Discussed at First Annual
Meeting of Stockholders of Remington Phono-
graph Corp. — Expansion All Along the Line

Some seventy stockholders of the Remington
Phonograph Corp. were in evidence at the first
aimual meeting of the stockholders held on
March 14 at the offices of the corporation, 1664
Broadway, New York. More than 60,000 shares
were represented at the meeting, which elected
the following Board of Directors: Philo E. Rem-
ington, James S. Holmes, Harry F. Sieber, G.
Henry Stetson, E. Remington, Everett H.
Holmes and John Fletcher. It was voted unan-
imously to double the capital stock of the cor-
poration by providing 200,000 shares of no par
value, instead of 100,000 shares at $10 par, as at
present. J. S. Holmes, the vice-president, stated
after the meeting that arrangements had been
made with New York banking concerns to un-
derwrite the proposed new issue.

The vice-president's report showed that the
corporation has over 500 dealers operating un-
der exclusive territory contracts — that there has
been a steady increase in business since last
September — that the various plants of the Rem-
ington Phonograph Corp. are now producing
every part of the instrument under their own

roofs. Details of the acquisition of the Olym-
pic Disc Record Corp. were also announced at
this meeting, as well as the signing of a num-
ber of exclusive artists to record for the Olym-
pic record. The stockholders also had the
pleasure of hearing the first Olympic records
produced under the Remington management,
and they were enthusiastically applauded.

A motion picture film depicting the history of
the Remington family from 1816 to the present
date was displayed at the conclusion of the
tiieeting- and created much enthusiasm.

WILL BE GUESTS OF HONOR

When the New England Advertising Associa-
tion holds its second annual meeting at New
t]aven next October it will have as its guest
ot honor and chief speaker Vice-President Cal-
vin Coolidge. Richard H. Lee, director-coun-
sel of the vigilance committee of the Associated
Clubs; George W. Hopkins, president New York
Advertising Club and general sales manager of
the Columbia Graphophone Co.; Bruce Barton,
head of Barton, Durstine & Osborji; Dr. Paul
H. Nystrom, manager-director of the Retail Re-
seardh Association; Reuben H. Donnelley, for-
mer president of the Associated Clubs and head
of the Reuben H. Donnelley Corp., and Irvin
S. Cobib will be among the other speakers.

REACHING PROFESSIONAL PEOPLE

Some Pertinent Questions That Dealers Should
Carefully Consider and Act Upon

Some very timely questions are set forth in a
recent issue of the Dealers' Service bulletin
sent out by the Putnam-Page Co., Victor dis-
tributor of Peoria, 111. For instance:

"Are you featuring your shop to give special
and intelligent service to professional people —
real musicians who are often wonderful cus-
tomers for Red Seal records?

"Do you follow the musical clubs with spe-
cial service — service to people who understand
its worth?

"Do you follow the schools with the special
service that the school work demands and edu-
cational people appreciate?

"Are you proving that you are capable of
giving the service you feature — or that you
should feature?"

The dealers who cannot answer these ques-
tions in the affirmative owe it to themselves to
get busy and build up their fences so that they
may be prepared to reach the class of trade
that may be now going past their door.

ADVERTISING AS CREDIT GUIDE

"When we hear of a man cutting down on his
advertising," said a wise bank president, "we
cut down on his credit." With business in the
condition it is at the present time every busi-
ness man should interest himself in effective
advertising campaigns. Good business is com-
ing again and now is the time to make prepa-
rations to get your share of it. When one has
leisure, one has time to plan carefully and to
good purpose.

It requires more than a popular or catchy
advertising phrase to establish a product in the
world's markets — the article must have merit or
it will not be a permanent success.

The Advent of Sales on the
Portable Models

The season for the Victrola IV and VI will start much
earlier this year. At any rate the time is at hand when
your plans for the sale of these appropriate Victor
models should be arranged.

The Victrola IV and VI, as do
all other Victrolas, create
their own sales where the
dealer gives them the neces-
sary attention, display, etc.
The coming season will show
a distinct demand for these
instruments.

We will be glad to assist you in arranging plans to
care for such business in your territory.

COLLINGS & COMPANY

Victor Distributors throughout Northern
New Jersey and Northeastern Pennsylvania

PLUM BUILDING

Clinton and Beaver Streets

Newark, N. J

Note: Use U-Sav-Your dressing and preserve the
beautiful original factory finish on your cabinets

THE TALKING MACHINE WORLD

April IS, 1921

RECORDING, PLATING and PRESSING

The New York Recording Laboratories offer to the Phonograph Industry thoroughly
up-to-date faciUties for Recording, Plating and Pressing 10-inch Disc Records.

Laboratories located in the heart of New York's musical life.

Extensive manufacturing facilities at Port Washington, Wis.

Inquiries regarding recording, selection of artists, songs, etc., invited.

The New York Recording Laboratories Est. 1917 1140 Broadway, New York, N. Y,

THE "TALKER" IN THE SCHOOLS

Position of the Talking Machine as an Educa-
tional Factor More Widely Recognized

An increased appreciation of the value of the
talking machine as an educational factor is ap-
parent from the editorial comments which are
appearing these days in the newspapers, partic-
ularly in the smaller cities. For instance, the
St. Augustine (Fla.) Evening Record of recent
date contained the following well-considered
editorial under the caption, "Music in the
Schools":

"Fortunate indeed is it for school children that
people are beginning to realize music can be a
part of the school curriculum, even when funds
do not permit of the payment of a special teach-
er of music. A school of the present day which
lacks a good talking machine as part of its
equipment is as much out of date as a school
which has no reference library, and those schools
which are better equipped will make' forward
strides, leaving others far behind. It is now
realized that the talking machine is no longer
a. thing of luxury or indulgence, but a real ne-
cessity for every home and school, and for
tliose who do not know exactly what records

should be procured in order to inculcate in
children a desire for the best there is an abun-
dance of helpful literature. There could be no
finer or more worth-while work than that which
is carried on by the education department of one
of the largest and most famous talking machine
companies in the country, looking toward a de-
velopment of musical appreciation among our
young people and a gradual development of
their tastes and inclinations above the deplorable
'jazz level' of the present day."

SELLING IDEAS EMPHASIZED

In Some Very Attractive Bulletins Sent Out
by the National Cash Register Co.

WHEN QALLI=CURCI SANG TO SEVEN

Hartley Rowe tells the story that when he
was an engineer on the Panama Canal he heard
Galli-Curci sing at Panama Cit)'. There were
only seven persons in the hall. "Did the singer
slight her work?" he was asked.

"Not a bit of it," answered Hartley. "She
gave the seven of us the best she had, and the
next night the hall was crowded."

Possibly there is a moral in this for you or
somebody else.

Davton, O., March 31. — Reflecting the intensive
and highly efficient selling organization of the
National Cash Register Co., of this city, are
the very attractive bulletins which it has
recently sent out to the trade. These are made
up in colors and represent advertisements which
this company inserted in the leading magazines
in the country recently, and contain many good
selling ideas which the dealer can utilize in the
development of business. Especially attractive is
one of the folders appealing to the selling force
of not only the National Cash Register Co., but
the country at large. It emphasizes the fact
that the next four months dealers will show a
surplus in sales by applj'ing intensive sales
methods in their organizations. Publicity meth-
ods of this kind certainly place the National
Cash Register Co. among the leaders of the
country in efficient sales organizations.

The Cummings Pharmacy has opened a talk-
ing machine department in Castile, N. Y., han-
dling the Victor line.

Sleeping on it before deciding is all right,
but don't sleep too long — you may have a com-
petitor who does not need so much sleep.

The Talking Machine World, New York, April 15, 1921

I
I

I
1

I
I

MAMIE SMITH

The Records Most in Demand

Mamie Smith,

Your Best Seller

The sales value of a MAMIE SMITH record
is emphasized daily by the fact that there is
a noticeable steady demand, and that this de-
mand grows with each new release of a
MAMIE SMITH record.

Because she has developed an individual man-
ner of singing Blues, she stands apart and
above other Blues interpreters.
MAMIE SMITH has an artistry for vocal
characterizations that has won her the title
of "Queen of Syncopated Harmonies."
Are you featuring MAMIE SMITH?
Are you keeping your stock equipped so that
you may take care of active requests?

Restock on all MAMIE SMITH records.

Then start a MAMIE SMITH campaign.

Mamie Smith

Advertises in Person

Under the direction of the Standard Amusement Co.,
Mamie Smith, assisted by her All Star Revue, a large
company of well-trained artists, is giving concerts
ill all the large cities throughout the country. Due
to her popularity, capacity-filled houses are guaran-
teed. And the enthusiasm created, in turn, has in
every instance stimulated the sale of her records.

She has recently filled engagements in Chicago. In-
dian.ipolis, Evansville, Lexington, Memphis, Little
RocU. Tulsa, Oklahoma City, Dallas, Fort Worth,
Houston, Waco, Beaumont, New Orleans, St. Louis,
Chattanooga, Atlanta, Savannah, Richmond, Norfolk,
Wilmington, Philadelphia and numerous other cities.

A CONCERT TOUR OF THIS CHARACTER IS THE
\ ERY BIGGEST THING IN ADVERTISING.

We have the records and you the demand. Place an
order to-day and have both.

4113
10 in.
$1.00

4169

lOin.

$1.00

4194
10 in.
$1.00

4228
10 in.
$1.00

4253
10 in.
$1.00

4295
10 in.
$1.00

Complete List of Mamie Smith Records

POPULAR BLUES— VOCALS

THAT THING CALLED LOVE Mamie Smith

YOU CAN'T KEEP A GOOD MAN DOWN Mamie Smith

CRAZY BLUES Mamie Smith and Her Jazz Hounds

IT'S RIGHT HERE FOR YOU. .Mamie Smith and Her Jazz Hounds

THE ROAD IS ROCKY Mamie Smith and Her Jazz Hounds

FARE THEE HONEY BLUES. .Mamie Smith and Her Jazz Hounds

MEM'RIES OF YOU, MAMMY. Mamie Smith and Her Jazz Hounds

IF YOU DON'T WANT ME BLUES

Mamie Smith and Her Jazz Hounds

LOVIN' SAM FROM ALAB AM. Mamie Smith and Her Jazz Hounds

DON'T CARE BLUES Mamie Smith and Her Jazz Hounds

JAZZBO BALL Mamie Smith and Her Jazz Hounds

"U" NEED SOME LOVING BLUES

Mamie Smith and Her Jazz Hounds

Records

GENERAL PHONOGRAPH CORPORATION

3RB OTTO HEINEMAN. President IfWfllftil

25 West 45th Street New York City, N. Y.

April 15, 1921

THE TALKING MACHINE WORLD

MUSIC AND PSYCHOLOGY

Edison Mood Change Charts Show Reactions
of Listeners to Various Kinds of Music —
Award Offered for Best Research Work

Just as when Gutenberg dievised movable type
it meant the beginning of printing and the dis-
semination of literature among the people in
general, so, when Thomas A. Edison invented
the phonograph, it meant the universal distribu-
tion of music. The effects of literature upon us
'are familiar enough and the remarkable influ-
•ence of music has been felt by everybody. But,
while the effects of literature are easily traced
•to definite words and ideas, it is far less ea:sy
to say why certain tones, chords and musical
'progressions affect us as they do.

Mr. Edison is intensely interested in music's
ipervasive and mysterious influence on the mind
and spirit. For more than a year the great
inventor has been trying, in various ways, to
stimulate general interest in this complex and
fascinating problem. Through Professor W. V.
Bingham, professor of psychology and director
•or the division of applied psychology at the Car-
negie Institute of Technology, Pittsburgh, Mr.
-•Edison has, among his other activities in this
'direction, offered a 'prize of $500 for the most
ihjeritorious research on the effects of music
•'submitted by psychologists before October 1,
1921, to the American Psychological Associa-
'tion. Dr. Bingham and a corps of associates
have also been busy conducting innumerable ex-
periments to ascertain causes of the power ex-
erted b)' various types of music on the human
being. Among the most significant experiments
in the psychology of music undertaken by the
Edison Laboratories is the Mood Change Chart,
wliich is being distributed to the public at large.
The charts, properly filled in, annotating the
reactions to music, are coming in to the Edison
Laboratories from all points of the compass.
Mood Change parties are springing up every-
where, and it looks as if they would prove to
be one of the most popular forms of "parlor
entertainment" suggested in many years.

The Edison Mood Change Chart offers a most
fascinating means of studying emotional re-
action. It also possesses the virtue of extreme
simplicity, as even a child can readily under-
stand its operation. An unusual development of
the Mood Change Chart and Party Plan is the
• attention and curiosity aroused in the minds
of newspaper men. They look upon it as pos-
sessing news value of high importance.

In a recent interview with Mr. Edison, his
interlocutor recalled to him the statement of
certain psychologists that colors had so definite
a reaction on the nervous system as to afford
cures in the case of certain phobias, and the
inventor was asked whether, in his belief, music
might some day be similarly used, whether its
.'psychological reaction might be as definitely
ascertained.

. "The reactions of tone should be far more
certain than those of color," said Mr. Edison,
"because so many people are color-blind,
whereas far more persons respond to tone."

Your Opportunity to
Buy at the Right Price

We manufacture 3 and 5-ply
panel stock in all thicknesses
and woods. Also 3-ply shelf
stock for Talking Machine
Cases.

Ask for quotations on our Talk-
ing Machine Crating Boxes.
They are built of solid woods.

THE BRANDTS FURN. CO.

CELINA, OHIO

HARPONOLA

Talking Machines

The Harponola looks fine and is
fine.

In every mechanical unit, in every
line and detail of finish, the
Harponola is highest grade.

On this substantial basis
dealers are building a
profitable and distinctive
trade.

The Harponola dealer
has a line with talking
points and exclusive
features, — and since we
do not flood any section
with dealers overlapping
each other's territory, —
this Harponola dealer
can afford to work
his own territory. He is
building a trade for
himself, — and not for
someone else —

with the "GOLDEN yOICE"

The Harponola golden spruce
horn, or resonant tone chamber,
is scientifically correct for true
musical reproduction.

The rich golden tint and fine
modeling of this horn are so truly
beautiful that they hasten sales.
Of course the Harponola plays
all records.

And we co-operate with practical
advertising material and dealer
helps. I

IMPORTANT— The new Harponola cabinets are now ready, —
four of the new models being elegant console period designs.
Full information on request.

Get our Okeh Record Proposition, also.

THE HARPONOLA COMPANY

101 MERCELINA PARK CELINA, OHIO

Edmund Brandts, President

Harponola Cabinett are built by the Mersman Brandts Brothers in a separate up-to-date factory

THE TALKING MACHINE WORLD

April 15, 1921

EX-PRESIDENT TAFT

is only one of the prom-
inent men who have
relied upon Magnavox
Telemegafones to put
their messages across to
many thousands of people
assembled to hear them.

Magnavox equipment
allows you to put either
music or voice before the
maximum number of
people.

MUSIC and VOICE

TELEMEGAFONES

TYPE MV-1

Are a wonderful sales
help for moving records
or phonographs. They sell
them to large numbers of
people at one time. They
increase the volume of the
voice or phonograph many
times and can be attached
to any phonograph to play
all records.

Manufactured by

The Magnavox Co., Oakland, Cal.

New York City Office, 1270 Broadway

C istributed By

CHICAGO. ILL. Telejihcne Maintenance Co.
BOSTON, MASS., Musical Supply and Equipment Co.
DAM .-\S. TEX.\S. Sonora Disn ibutirg Co.
UAVTOX, OHIO. T. W. Sands Co.
IXDIA.XAl'OI.lS, IXl).. Kiefer Stewart Co.
MIXXEAI'OLIS, MIXX.. Minneapolis Drug Co.
\E\\ VOKK CITY, I. (). Morris Co., Inc., 1270 Ilroad^vay
TOROXTO, CANADA, I. Montasnes & Co.
WICHITA, KANSAS, Southwestern Drug Co.

Write for Bulletin MV-14

April 15, 1921

THE TALKING MACHINE WORLD

MUSICAL INSTRUMENTS WELL ADVERTISED IN NEW YORK RECORDS FOR COMMUNITY "SINGS"

Statistics Prepared by the New York Evening Post Show That Over Three Million Lines of
Musical Advertising Appeared in Daily New papers in New York During the Past Year

Popular Songs With Band Accompaniments Re-
corded by the Victor Co. for the Use of Stim-
ulating Community Singing

Although manufacturers and retailers of mu-
sical instruments are frequently advised to in-
crease their advertising appropriations, facts in-
dicate that the total of such advertising in the
course of a year is very heavy.

iVIusical instrument advertising in the New
York newspapers during 1920, for instance, to-
taled 3,009,064 lines, of which 1,144,702 lines
were carried in the morning papers and 1,864,-
362 were used in the evening papers. These
figures were furnished by the statistical depart-
ment of the New York Evening Post. In com-
piling these figures for the morning papers the
five leading journals were considered: the
American, Times, World, Tribune and Herald.
The scope of the evening papers embraced the
Evening Journal, Evening Post, The Sun, Eve-
ning Telegram, Evening World, The Globe,
Brooklyn Eagle, Standard Union and the
Brooklyn Times.

In computing the musical instrument adver-
tising only strictly musical houses were con-
sidered. That is to say, department store ad-
vertising of musical instruments was not in-
cluded in the total, and only advertising of man-
ufacturers, jobbe;rs and dealers who carried
musical instruments exclusively was consid-
ered. In New York the department stores have
devoted large space to the advertising of both
pianos and talking machines and if this adver-
tising were added to the above figures the total
would be considerably larger.

While at first glance it would seem that more

advertising was done by musical instrument
interests in the evening papers it must be re-
membered that the to'tal of 1,864,362 lines was
distributed among ten newspapers, while the
Uiorning lineage, 1,144,702, was computed from
five newspapers. The amount of musical instru-
ment advertising in the evening papers is not
quite twice the amount of that in half the num-
ber of morning papers. On the whole, the
morning papers seem to carry the greater
amount of advertising, especially since they get
out Sunday editions in which the advertising
runs very high, and in which the musical instru-
ment advertising has always figured largely. •
The balance, however, seeims to be rather
close, indicating that the advertising done by
dealers and manufacturers and members of the
music industry as, a whole is fairly consistent.

The total advertising, lineage in the- evening-
papers in 1920 was 81,467,688 and the musical
instrument advertising was a little more than
two per cent, or 1,864,362 as given above.

Were the musical instrument advertising of
the several department stores included in the
total it would represent a substantial addition,
. for Wanamaker's, especially, and Gimbel Bros,
and Bloomingdale Bros., devote a very sub-
stantial portion of their advertising allotment
to pianos, talking machines and other mu-
sical instruments. Unfortunately, figures re-
garding department store advertising in musical
instruments are not available at the present
time.

TEACHING FOREIGN LANGUAGES

Talking Machines Being Utilized in Training
Schools of U. S. Marine Corps at Quantico,
Va. — How the Plan Is Operated

Talking machines are being used in the train-
ing school of the U. S. Marine Corps at Quan-
tico, Va., for the purpose of teaching foreign lan-
guages. Each student has a table model with
ear tubes, and follows the record pronunciation
instructions by using a foreign text book. This
plan has been found to be better than using a
large machine for an entire class of sixty or
eighty, as was customary, in the~ past. By pro-
viding a small machine for each pupil record
instructions can be repeated as often as desired.
In this way there is a greater certainty of the
knowledge percolating the mentality of the stu-
dents than by class instructions. In connection
with this method of teaching there are lectures

by the professors covering the language courses.
This has been found very effective.

AN UP=TO=DATE VICTOR STORE

Talking machine travelers who have visited
Washington, Pa., are very enthusiastic in their
praise of the attractive store conducted by the
G. W. P. Jones Music Co., Victor dealer in
that city. The establishment is quite metropol-
itan, and has sixteen booths with modern equip-
ment in the way of record racks, etc., while the
show windows lend themselves to a very attrac-
tive display of instruments.

To meet the increased interest in community
singing, which has become so marked in this
country during and since the war, the Victor
Talking Machine Co. is issuing six records, with
band accompaniments, of popular community
songs which are very effective aids in stimulat-
ing interest in a community work. In this con-
hection there is a preliminary chord to set the
pitch, and the melody in unison with the voices
is sustained by the cornets, while a full brass
band gives a full and vigorous accompaniment
that fits them admirably for community pur-
. poses. The records referred to are as follows:
"America," "Red, White and Blue," "America,
the Beautiful," "Stars of the Summer Night,''
"Speed the Republic," "Onward, Christian Sol-
diers," "Believe Me If All Those Endearing
Young Charms," "Home, Sweet Home," "My
Old Kentucky Home," "Battle Hymn of the Re-
public," "Drink to Me Only With Thine Eyes,"
"Flow Gently," "Annie Laurie," "Hail, Colum-
bia," and- "The Star-Spangled Banner." These
records are made by the Victor Military Band.
I'here are also two records specially made by
Conway's Band for community singing, which
include "Old Black Joe," "Massa's in de Cold,
Cold Ground," "Old Folks at Home" and
"Juanita."

In small towns where, band music is scarce
these records enable the community to meet in
the town park and have its community "sing"
the same as if it was conducted in a big city
under the leadership of some famous song leader.
This is a step toward making music popular
which dealers could utilize to good purpose in
their local publicity.

A FRANK PLAGIARIST

P. R. Stebbins; who recently purchased the
Olympia Music House, Olympia, Wash., from
L. R. Macintosh and J. T. Kanney, has moved
ihc stock of phonographs and records to new
and larger quarters on East Fifth street,, that
citv.

A large manufacturing concern sent frequent
and urgent demands to a certain delinquent
dealer, and, being unable to get so much as a
response, sent a representative to visit him.

"Why haven't you paid your account, or at
least written us concerning the matter?" the rep-
resentative asked.

"My dear sir," responded the delinquent, smil-
ingly, "those collection letters from your firm
are the best I have ever seen. I have had copies
made and am sending them out to the trade,
and it's wonderful the number of old accounts
I have been able to collect. I haven't paid my
bill, as I felt sure there was another letter in
the series and I need that last letter."

No Screws No Adjustments

Therefore Nothing to Get Out of Adjustment^

Just think what this new patented device will mean to you!
NO MORE SOUND BOX TROUBLES! Absolutely guaranteed.
A patented device of springs holds the needle arm on a steel-
inserted, machine-cut knife edge.

The only way to be convinced of the wonderful tone this sound
box produces is to obtain a sample. Remit $2.20 for Sample.
Your money refunded if found unsatisfactory.

Our Tone Arms are of the Highest Standard.
No Continuous Taper.

PATENT PENDIMG

/TONE ARMS S SOUND BOXES

MUTUAL PHONO PARTS MFG. CORP., Herman Segal, Pres.
149-151 LAFAYETTE STREET NEW YORK CITY

Write for sample at
once— NOW
Don't Delay

THE TALKING MACHINE WORLD

April 15, 1921

QKe^s^Records

FACTS

The Record of Quality

QKe^^ Records havc achicved a prominent
and influential position in the Record
Industry.

There is every reason why dealers should

be proud to sell 014^^ Records

A repertoire, consisting of superior re-
cordings of famous artists and classical
compositions, offers an assurance to a
prestiged trade.

Our Rapid Service Is Continuous

OUa. Records are an attraction to cus-
tomers. Large monthly releases of latest
hits mean constant trade.

Consolidated Talking Machine Co.

Records Distributors
227 W. Washington St. Chicago, 111.

April 15, 1921

THE TALKING MACHINE WORLD

There's no "season** lor such records as
Sfracciarl's of the Barcarolle from La Gio-
conda. It will sell any time, and for years
to come. A great Italian boat-song by a
great Italian baritone. Columbia 79636.

Columbia Graphophone Co

NEW YORK

ORGANIZE UNITED PHONOGRAPH DEALERS' ASSOCIATION

New Organization Composed of Talking Machine Dealers in the Metropolitan District of New
York Meets and Elects Joseph Tylkoff, President — Addresses by Prominent Members of Trade

Over one hundred talking machine dealers of
the metropolitan district of New York attended
the initial organization meeting of a new asso-
ciation to be known as the United Phonograph
Dealers' Association, held at the Hotel Penn-
sj-lvania on Friday, March 25, and it was plainly
evident that those who attended were keen on
ways and means for improving present condi-
tions in the retail division of the industry.

The object of the new association as outlined
by the president, Joseph Tylkofif, is primarily to
eliminate a number of evils that have crept
into the retail trade, chief among them the horde
of "gyp" dealers who are operating in New
York and causing substantial loss in sales to
the legitimate established dealers. This organi-
zation will use every effort to eliminate this
type of merchant horn the field and will seek
the co-operation of the manufacturer in with-
holding goods from such people.

The association will also work to put the
retail talking machine business on a higher
plane. The question of handling instalment
paper has already been taken up with one of
the leading banks in New York and it is very
probable that in the near future a definite plan
will be formulated whereby dealers can discount
such paper on a businesslike basis and utilize
the cash thus obtained for their business. There
has also been discussed the question of estab-
lishing a transfer bureau through which retailers
may exchange records and machines of which
they have a surplus for other goods of which
they are in need, thus reducing the chance of
becoming overstocked.

At the organization meeting on Friday Presi-
dent Tylkoff outlined the object of the new
movement and was followed by Adolph Meyers,
a well-known local dealer, who told of some
of the plans that were already being worked
out by the executive committee. Several manu-

facturers and their representatives were pres
cut and were called upon to address the dealers
and if possible outline what the future held
for the trade and how dealers could best prepare
for coming business.

The- first of the speakers was Chester Abelo-
witz, representing the Brunswick, who prom-
ised co-operation. He was followed by George
E. Brightson, president of the Sonora Phono-
graph Co., who told of the lines along which
his company conducts its business. Lambert
Friedl, of the General Phonograph Corp., spoke
next and pointed out the advantages of deal-
ers getting together to arrive at a better un-
derstanding regarding trade practices. Mr.
Friedl also called attention to the Stephens-
Kelly bill now before Congress, designed to
pi event false pretense in merchandising. Under
the new measure manufacturers will file a sched-
ule with the Federal Trade Commission show-
ing list prices to jobbers and to dealers. The
bill has been drawn in a manner to provide con-
siderable freedom of action under due regula-
tion and has been endorsed by over 500 trade
organizations.

H. E. Morrison, of the Emerson Phonograph
Co., also addressed the dealers and was fol-
lowed by George W. Hopkins, general sales
manager of the Columbia Graphophone Co., who
gave a strong talk on business methods. Mr.
Hopkins stated that his company had always
maintained the policy of dealing direct with
dealers and had been active in discouraging the
"gyp" dealer by refusing to sell to any but au-
thorized representatives. In the course of his
talk Mr. Hopkins also went into the matter of
credits and declared that the blanks of the
country had never lost a nickel on talking ma-
chine paper. He blamed the action of the Fed-
eral Reserve Board in shutting down on com-
mercial credit for much of the present busi-

ness unrest. Continuing on the question of dis-
counting paper, he urged that dealers make use
of their franchise rights as collateral when deal-
ing wjth bankers, for the franchise meant a
real asset.

In closing, Mr. Hopkins declared that the
trouble with most of the dealers was that they
Avere looking into the future and forgetting the
present. As an instance in point he said, while
still working in March, they were wondering
what the April record lists would offer and kept
turning to the new things instead of giving
continued attention to the old.

Another speaker was M. M. Roemer, local dis-
tributor of the Granby Phonograph Corp., who,
among other suggestions, advocated that dealers
he in a position to offer a discount for cash
sales.

The various talks were received with enthu-
siasm by those who attended the meeting, and
that the interest was sincere was evidenced by
the number of applications for membership
turned in to the secretary. In addition to Presi-
dent Tylkoff the officers of the United Phono-
graph Dealers' Association are: Harold Bersin,
vice-president; Joseph Friedman, secretary, and
-Saul Birns, treasurer. Information regarding
the organization can be obtained from the presi-
dent, whose address is 752 Melrose avenue.
New York.

It was explained by the officers that the new
organization is not intended in any sense to
compete with existing associations, but was
designed to accomplish definite things in the
matter of eliminating evils and bettering condi-
tions which, the officers asserted, f)resent asso-
ciations are not, apparently, attempting.

VIRTUE ALONE NOT ENOUGH

Virtue by itself is not enough, or anything
like enough. Strength must be added to it, and
the determination to use that strength. The
good man who is ineffective is not able to make
his goodness of much account to the people as
a whole. — Theodore Roosevelt.

SOUTHERN DISTRIBUTORS

PHONOGRAPHS

and RECORDS

GRAY & DUDLEY CO.

Write Today for Agency Proposition
NASHVILLE - - . TENNESSEE

THE TALKING MACHINE WORLD

April 15, 1921

Do You Throw Money Away?

It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less

RENE MADE SPRINGS AND PARTS LAST LONGER

COST LESS

RENE MFG. CO. Montvale, N. J.

RADIO=TELEQRAPHIC PROGRESS

Latest Apparatus With Sound Amplifiers May
Be Produced in Near Future Like Cameras
and Sold in Like Manner, Says Authority

Writing of the future for amateur radio-teleg- ■
raphy in the Radio News Pierre H. Boucheran
gives the advice to "go easy on the purchase
of spark equipment." The reason is that such
great improvements are taking place in vacuum
tubes and their arrangement that what you buy
as new to-day may be obsolete to-morrow.

He shows a photograph of the latest vacuum
tube, no thicker than a pencil, or cigarette,
which "is destined to revolutionize radio and it_
will not take many years, either," he says. This
is a practical instrument and not a mere toy.

Mr. Boucheron foresees the daj' when people
will carry wireless outfits as they carry cameras
to-day, and H. Gernsback, editor of the maga-
zine, remarks:

"The chances are that during the next decade
most of the radio apparatus will be sold by all
up-to-date drug stores the same as photographic
cameras and supplies are now. By that- time a
radio receiving outfit will have been compressed
into a space as small as the present-day cameras,
pocket cameras not excepted. These outfits will
comprise a one or two-step amplifier, and there
v.-ill be no phones with such an outfit, but very
likeli' the sounds will come right from a horn
similar to our phonograph to-day, only built
along miniature lines. The aerial will probably
be of the loop type, collapsible, and made to
fit right into the box itself. Such a loop aerial
could be extended into its full shape within a
few seconds. The vacuum tubes used in the
outfit will possibly be even smaller than the
ones made now. These vacuum tubes are about
the thickness of a fountain pen and are from
one to one and one-half inches long. There is
no doubt that in time vacuum tubes will be
made even smaller.

"Amateurs want compact apparatus these
days, particularly for receiving. When you can
take a neat little box fashioned along the lines
of a kodak, set it up in your parlor, and when
dance music, originated some five hundred miles
distant, begins to pour forth from it by radio,
then we can truly say that the heyday of ama-
teur radio has reallj' arrived."

The sign of a he'althy mind is the ability to
laugh heartily.

Laughter is a lettmg go.

It releases the mind and relieves the tension
of too much and too long thinking. How much
better you feel after a boisterous laugh — ^yel
how often do you enjoy one? Almost everyone
can think back for months before being able to
remember the last real laugh he had. Most of
us need a hearty laugh at least once a week —
as a pill to purge melancholy — ^but we consider
ourselves lucky if we are able to laugh, com-
pletely and unrestrainedly, twice in a twelve-
month.— Hewitt's Magazine.

BOOKLET ON COMING MUSIC WEEK

Attractive Volume Just Prepared Sets Forth
the Various Plans for the Celebration

The committee on New York's Music Week
in charge of the details of the second annual
celebration, to be held April 17-24, has pre-
pared and will shortly send broadcast an at-
tractive and comprehensive booklet setting
forth in detail various plans for the Music Week
celebration, the channels through which the
message of music will be carried to the public,
the various institutions and organizations that
will participate and their method of participa-
tion, together with other information of dis-
tinct value.

It is reported that although only preliminary
letters have been sent out so far announcing the
dates of Music Week and its general aim, so
many promises of co-operation have already
come in that the celebration promises to be
even larger and more impressive than that of
last year, when over 1,700 different organiza-
tions participated.

The booklet bears on its cover the reproduc-
tion of ,a special poster design to celebrate
Music Week, which poster will be spread before
the gaze of the public in various forms very
shortly. Otto H. Kahn is honorary chairman
of the committee on New York's Music Week,
v.-ith Berthold Neuer, of William Knabe & Co.,
chairman, and C. M. Tremaine, of the National
Bureau "for the Advancement of Music, secre-
tary. Prominent city officials, musicians and
business men make up the committee proper,
which is now rapidb^ completing plans for the
various activities of Music Week in which talk-
ing machine men should be interested.

CHAS. H. MURRAY TO EUROPE

Charles H. Murray, advertising manager of
the Pathe Freres Phonograph Co., Brooklyn,
N. Y., sailed for Europe early in March
in the interest of the Pathe organization. Mr.
Murray expects to be gone for about a month
and will visit the London offices of the com-
pany, as well as the Paris house of Pathe
Freres.

OPEN NEW MUSIC STORE

Nichols & Frost Open Well-equipped Retail
Establishment in Fitchburg, Mass.

FiTCHBURG, Mass., April 4.— Nichols & Frost
have opened a complete music shop in this city,
in the store formerly occupied by B. L. Rich &
Co. A large soundproof room has been built
in the rear of the new store for the demonstra-
tion of talking machines, the room being large
enough to hold a dozen models. Three smaller
sound-proof booths have also been installed for
demonstration purposes, the talking machine
department being in charge of Mrs. Edith Morri-
son. Victor and Brunswick machines and rec-
ords will be carried. A department in the store
will also be devoted to the handling of player
rolls and sheet music, under the direction of
Miss Belle Breckenridge.

HOW TO NEUTRALIZE THE GROUCH

When a customer flies off the handle, becomes
unreasonable, sarcastic, peeved, and down-right
mean — listen patiently to his tale of woe, says
Harmony, the Sherman, Clay & Co. house or-
gan. At this particular point, opposition is the
worst thing in the world.

After he has had his say — and not until after —
show sympathy by the tactful appreciation of his
troubles.

Put yourself in his place. Try to see the mat-
ter as he sees it. Talk to him from his view-
point.

You'll be surprised to see how quickly he
ceases to look upon you as an enemy and sees
in you — a friend.

You'll be surprised to see how quickly he re-
grets his grouch and apologizes to you for his
hasty words.

Truly, "the soft answer turneth away wrath!"

Nothing w-ill disarm an angry person quicker
than a spirit of sympathetic understanding.
Try it!

The Phoenix Phonograph Co., Chicago, 111.,
recentl)' filed a petition in bankruptcy with ap-
proximate assets of $3,000 and liabilities of
$(1,000.

The Needle that Speaks for Itself

Plays 100 to 200 Records without changing

NO SCRATCHING NO HISSING

''THAT'S IT''

"SUPERB STYLUS" SEMI -PERMANENT

Send for Samples and Discounts

MELLOWTONE NEEDLE CO., Inc. SoU Manufacturers

ANSONIA, CONN.

April 15, 1921

THE TALKING MACHINE WORLD

issiississssssissssssi^^^

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THE SCOTFORD TONEARM AND
SUPERIOR REPRODUCER

Manufactured under the Patents of Louis K. Scotford
©©©©©©©©©©©©©©©©©©©(g©©©©©©©©©©©®®®©© lllMM^^^Mi^^MMIIIIII I II

iii

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PROFITABLE SPECIALTIES
FOR THE DEALER

On the EDISON

^Uhe Ideal All-Record Reproducer for the Edison Disc
Phonograph

Superior Reproducer with 21 - E Connection for Edison -
Sample prepaid, Nickel $7.50, Gold $10.00

On the VICTOR

C4 Mellower, More Musical Tone on All Makes of Records

Superior Reproducer with 21 -VE Vitor Elbow — Sample
prepaid. Nickel $6.50, Gold $8.50

On the COLUMBIA

cPviakes the Owner of an Old Machine a *'Live" Record
Buyer

Superior Reproducer with 21 -CC Columbia Connection —
Sample prepaid, Nickel $7.00, Gold $9.50

On the VICTOR

On the COLUMBIA

SCOTFORD MODEL I
REPRODUCER

Plays Only Vertical (.Hill and Dale) Cut Records, hut Plays
Them at Their Best

Scotford Model I Reproducer 1-V for Victor — Sample
prepaid. Nickel $6.00, Gold $7.50

Scotford Model I Reproducer with 1-C Columbia Connec-
tion—Sample prepaid. Nickel $6.75, Gold $8.75

1 1

'■■™'^Tfi'i ' i'iiiraAliinr»Mir-'

The fault o£ most tonearms is that they copy the tapering shape and curving
turns of the original model used in the first successful phonog,raph. These
imitations possess no individuality or distinctive merit of their own. But the
Scotford Tonearm is difierent. The desi|,n is not a copy of any other, and
none of the mechanical features are the same. It does not follow the common
theory of developing the sound waves within a tapering tube of curving
turns, but obtains superior results through a straight tube of unobstructed

an^le turns — the proven method of the "speaking tube."
The Superior Reproducer plays all makes of records as they should be played, the needle
retaining the same center and same correct an^le in both positions. Note the split, springlike
frame, with perfect insulation between frame and backplate and between reproducer and
tonearm connection. Note also the sensitive pivoting of the needle bar, imparting a hammer-
like movement" to the diaphragm. These patented features, obtainable only in the Scotford
~ inventions, feive a tone of mellow richness, genuinely musical in quality,

positively not equalled by any other

Samples Will be Submitted on Approval

Style 1 (as illustrated) is a combination of Japanned and Plated parts — Tonearm lonfe tube and main elbow.
Reproducer face rin^ and back Japanned ; other parts Plated
Style 2. Tonearm lon^ tube and main elbow Japanned, base Plated; Reproducer back Japanned,
face rinfe and frame Plated
Style 3. All parts of Tonearm and Reproducer are Plated

No. 1 Scotford Tonearm and Superior Reproducer Nickel $7.00, Gold $ 9.00

No. 2 Scotford Tonearm and Superior Reproducer Nickel 7.75, Gold 10.00

No. 3 Scotford Tonearm and Superior Reproducer Nickel 8.50, Gold 11.00

Samples Prepaid at the Above Prices — Quantity
Prices on Application

THE SUPERIOR
LID SUPPORT

'DTie Spring Balance that

Does Not Warp the Lid

Noiseless in operation. The
simplest balance support
made. Easiest to install. It
positively will not warp the
cover. Lids warped by
other supports can easily be
brought back to correct

shape by the Superior
Theoretically, any lid sup-
port will warp any lid if
placed singly at either side,
as the warping is not done
when the lid is down. Leav-
ing the cover open causes
the warping, as the unsup-
ported comer will sa^
But actually, the Superior
Support overcomes this
common fault. When down,
the support exerts a slight
downward pull which cor-
rects any warpinj^ that
develops when the lid is up

Price of Sample Prepaid

Superior Lid Support with Escutcheon Nickel $0.75 Gold $1.25

Sample of Any Superior Specialty on Approval

If not rated, deposit the price, which will be refunded on return of samples
Write for Quantity Price List of Superior Specialties

cA. lifeht touch of one finder
lifts or closes the lid, which
stops at any point desired

©©
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©©

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

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©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©(§©©©©©©©

THE TALKING MACHINE WORLD

April 15, 1921

CANTON, 0., CONCERN TO MOVE

Canton Phonograph Co. Arranges to Occupy
Larger Quarters in That City

Canton, O., March 28.— The phonograph store
of the Canton Phonograph Co., Cleveland ave-
nue; South, ^vill move to larger quarters within
the next week, E. H. Woomer, the manager,
has. announced. The present quarters of the
store have become inadequate ow-ing to the
growing business and it has become necessary
to seek more commodious quarters. Two loca-
tions are under consideration, according to Mr.
Vvo.omer. One is at Third street and Piedmont
avenue, Northeast, .;and the other is in Market
avenue, South, Both are in, the heart of the
business district. ' With removal to larger quar-
ters the stdrC;, will, expand and a much larger
slock of talking machines, pianos, plaj^er-pianos.
records and musical merchandise will be carried.

ADVERTISING BY AIRPLANE

Talking Machine Dealer of Edinburgh, Scotland,
Adopts. Clever Publicity Idea

All the^ Ijrightf ide^s; iii-. advertising are not
confined to the United States by any means,
for occasionally Europeans offer an advertising
stunt that displays considerable ingenuity. The

Scotsman's Clever Publicity Stunt

accompanying photograph shows the method
adopted by Harry -Macrae, talking machine
dealer of Edinburgh, Scotland, for calling the
attention of the pubHc of that city to the fact
that he handles Gramophones and records. The
plane travels over Edinburgh at frequent inter-
vals, and the accompanying photograph shows
it directly over the famous Edinburgh Castle.
Mr. Macrae believes that he is the first talking
machine dealer in the world to make use of
this particular form of advertising.

Some men get results if kindly encouraged —
but give us the man who can do things in spite
of hell.

Treat Them Right

The very least that any Victor Whole-
saler can do for the Retailers he serves is
treat them with courtesy and consideration.
And instances are not infrequent in which
he can do a great deal more^ — if he has a
mind to.

C. C. Mellor Company

1152 Penn Avenue, Pittsburgh, Pa.

PROVIDE FOR WOMEN EMPLOYES

Women's Rest Rooms Being Installed in New
Columbia Headquarters in New York

The officials of the Columbia Graphophone
Co. have arranged for special women's rest
rooms in the new quarters which the company
will occupy shortly in the Gotham National
Bank Building, on Broadway at Columbus
Circle. The personnel of the executive office
staff of the Columbia Graphophone Co. includes
a large number of women, many of whom occupy
important positions, and referring to the provi-
sions for their welfare in the new Columbia
home one of the officers of the company stated:

"This is a business of infinite detail. Infinite
accuracy is necessary in handling our thousands
of records and doing business with several thou-
sand dealers. Not only in our factories, but in
our business office as well, we have found that
women are willing to exercise greater patience
and care than the average man worker."

equipped; at the right there is a very cozy rest
room for visitors, and further along are the
record stands which contain eight thousand se-
lections. In the rear of the store there are two
more demonstration booths. 'There is also a
goodly space devoted to the piano display.
During the opening week there were a number
of concerts afternoon and evening, and Mr. Ri-
naldo was in receipt of many compliments on
his enterprise. The Columbia Hne is handled.

HOLDS OPENING OF NEW MUSIC SHOP

MiDDLETowN, CoNN., April 6. — S. S. Rinaldo's new
music shop, which was recently opened at its
new location at 183 Main street, this city, is
very attractively arranged, the color scheme
being white. At the left of the entrance there
are five demonstration booths attractively

AN IDEA WORTHY OF SIMULATION ■

Quite a constructive ide^; which could be
adopted with profit by dealers generally is that
employed by W. S. Barringer, who opened a
handosme new Victrola shop in Kokomo, Ind.,
a few months ago. He maintains a large bulle-
tin in a prominent part of his salesroom, on
which a calendar of musical events to occur in
that city for the week is displayed. In this way
Mr. Barringer not only makes his store a clear-
ing house for information on musical events,
but he also contributes to the propagation of
music and musical knowledge generally.

Combs & Clouse Music Co., of Chariton, la.,
has been conducting a wonderfully successful
campaign in placing Victrolas in the country
schools in Lucas County. D. Earl Combs, of
the firm, recently stated that every school in his
county now boasts of a Victrola.

Quality Distinction

The "VICSONIA" Reproducer

Recognized for its Perfect interpretation of Edison Disc Records
on Victrolas and Grafonolas.

Fitted n^ith permanent jeivel point. No loose parts.

Note: The Vicsonia is made of Bronze, sand casted and machined to
measurement. Finished in heavy Nickel or Gold plate. Flexible stylus,

Meet the demand — Serve your customers .^l

Sample will be sent on receipt of $4.50. Retail price $7.50. ^

VICSONIA MFG. CO., Inc.

313 E. 134th STREET NEW YORK, N. Y.

April 15, 1921

THE TALKING MACHINE WORLD

"Does It Play All Records? '^

Certainly MAGNOLA does; and without any extra
attachmenti, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip-
ment of the MARVELOUS MAGNOLA.

MAGNOLA "BnUt by Tone Specialists"

W&tcMi^ The Music Conne Out

May we send you our handiomt. illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and itf
moderate price?

Send your name and let us tell you morel

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ. Presidtnt
Oaneral OAcot Southern Wholesale Braneh

711 MILWAUKEE AVENUE
CHICAQO

IS30 CANDLER BLD6.
ATLANTA, GA.

EDISON CONCERT IN iVUSSILLON

Marie Morrisey Heads Interesting Program
Given in Rhines Edison Shop

Massillon, O., March 28. — By special arrange-
ment Marie Morrisey, Edison artist, presented
her favorite program at Rhines Edison shop, 206
West Main street, Tuesday, March 22. A large
crowid heard the concert. Appearing with
Miss Morrisey were: Harold Lyman, flutist;
Walter Chapman, pianist, and the New Edisons.

OFFER A NEW RECORD ENVELOPE

p. L. Andrews Corp. Introduce New Style of
Envelope to the Trade

The P. L. Andrews Corp., Irving avenue and
Troutman street, Brooklyn, N. Y., manufacturers
of disc record envelopes, delivery bags and
needle envelopes, has just announced a new
record envelope, designed for shelf-style cab-
inets, which enables the operator to find, con-
veniently and rapidly, any record desired.

The company is at present delivering these
envelopes in two styles, one of which has space
to record the artist's name and the title of
the number, etc., and one carrying an alpha-
betical index. These are made up in heavy
green or brown kraft stock and are of very
durable material.

TO MOVE TO NEW QUARTERS

',' Jesse R. Hand, who handles the Columbia
Grafonola in Lake Geneva, Wis., has arranged
tp move to new quarters in the building he has
purchased on Broad street, that city.

MULTIPLY YOUR POWER

111 You who employ mediocrity when abil-
ity could multiply the power of your busi-
hess machine are like those who cultivate fields
^yith ox-plows while competitors employ trac-
tors.

COTTON FLOCKS

.."for..

Record Manufacturing
Tin?DCPirniiii uBC fa sss sootii street

infirCLIUlAlll Mtll.LU., NEWAKK. N. J.

SOME TRADE HAPPENINGS IN NORTHWESTERN TERRITORY

Many Columbia Sales Owing to Special Price Announcements — Davis & Ruben Buy Foster &
Waldo Columbia Stock — Whitney-McGregor Co. Now Exclusive Victor — Conditions Reviewed

St. Paul and Minneapolis, Minn., April 6. —
The "big story" of the March month in the
Northwest was the sensational cut in the prices
of Columbia graphophones. Little or no atten-
tion either by the dealers or the buying public
was given to the announcement of price reduc-
tions by the minor manufacturers, but the cut
of the big Columbia concern at least was
startling to many retailers. The effect has been
to move a great many machines, without ques-
tion. W. L. Sprague, general Northwestern
manager, was touring South Dakota last week
and was not available for an interview, but his
assistant, Mr. Tanner, stated that more ma-
cb.ines had been moved in the first fortnight
succeeding the cut than in the previous ten weeks.

The entire Columbia stock of the Foster &,
Waldo Co. was sold last week to Davis &
Ruben, the "deal involving about $10,000. It is-
also stated that the Whitney-McGregor Co.,
formerly the Minneapolis Dry Goods Co., will
become an exclusive Victor store, discontinuing
all other lines when the present stock is ex-
hausted.

Generally speaking, there has been no remark-
able improvement in talking machine circles.
In Minneapolis Milton Lowy, of the Minne-
sota Phonograph Co., an exclusive Edison
house, states that the total sales for each month
of 1921 have greatly exceeded the totals for the
corresponding months of 1920. This record, of
course, is exceptional. Laurence H. Lucker,
Northwestern distributor of Edison machines
and records, allows,- that trade is satisfactory.
All the road men are out and even though they
are not bringing in as large orders as formerly
business is going on as usual and no 'attention
is being paid to pessimistic talking and pre-
dicting.

W. J. Dyer & Bro. and the Beckwith-O'Neill

Co., Victor distributors, concede that their re-
tailers are not disposing of as many instru-
ments as formerly. In a way this has its pleas-
ing and satisfactory compensation in that the
houses are in a position to render better serv-
ice. They can now supply any certain model
or any particular record with reasonable cer-
tainty and promptness. Also they are in posi-
tion to assemble something like a fair stock and
at least carry a full line of sample styles.

M. L. McGinnis & Co., exclusive Starr deal--
ers, report they are getting by very nicely in
view of the general business situation. They
have had excellent success with the library table
models, on which design they quote special
prices that have proven very attractive.

Vocalion records are winning their way in
the Twin Cities through the active efforts of
the Stone Piano Co. "Do You Ever Think of
Me?" was a big March seller. To get the big
popular hits before the public first is the aim
of the retailer and the Vocalion people seem-
ingly are trying to serve this desire. The Vocal-
ion instruments are also moving fairly well, ac-
cording to reports.

Thibaud's records made in New York just
before he set out on his present tour overtook
him at Minneapolis last week and there was
a happy reunion. M. Jacques Thibaud listened
critically to his own music reproduced on - a
P'athe record played in Mr. Crotty's Pathe shop,
Minneapolis. To Mr. Crotty he announced that
lit was entirely satisfied with these latest Pathe
records of his playing.

Good will is more than an asset for a firm or
an individual — it is a hostage to the public. It
is a bond of increasing value that insures the
continuance of the old praiseworthy methods.
Only the nameless are unafraid of discredit.

THOS. A. EDISON, Inc.,

NATIONAL ADVERTISING

now appearing irt periodicals and daily papers is emphasizing the
ability of the New Edison to play the various talking machine
records with highly improved tone quality.

Edison Jobbers and Dealers

you will be best prepared to make capital of that advertising by
stocking only the highest quality Reproducer attachment.

The Newton Reproducer

WITH EDISON ATTACHMENT

leads all others in performance, quality and finish. It embodies
a highly scientific diaphragm of double construction made
expressly for and adapted to the throat and amplifier of the
New Edison.

The NEWTON Reproducer is guaranteed indefinitely

List Price Complete-G. P. $12.00, N. P. $10.00

Liberal Discounts — All Shipments Prepaid

Sold hy Leading Edison Distributors

Samples shipped, open account to authorized dealers — Write today

MANUFACTURED EXCLUSIVELY BY

W. L .NlEWTONf&To.. INC.

SCRIBNER BUILDING

597 Fifth Avenue.NevYork City

THE TALKING MACHINE WORLD

Aprii. is, 1921

T <^

MAKES EXTENSIVE STUDY OF EDISON SALES PORTFOLIO

Geo. H. Wicker Tells in a Most Interesting Way in Printers' Ink Monthly of the Results Accom-
plished by the Edison Sales Portfolio — Calls It Mine of Information

In the March issue of Printers' Ink Monthly
George H. Wicker gives the results of his ex-
tensive study of the Sales Portfolio, which is the
joint work of William Maxwell and his asso-
ciates at the Edison Laboratories and which has
taken rank as a masterpiece of its kind. Mr.
Wicker analyzes each proposition in turn and
demonstrates what a perfect mine of informa-
tion and inspiration they may be to the dealer.
Incidentally, Mr. Wicker has some interesting
things to say about salesmen as "missionaries"
and quotes William Maxwell on the subject.
The following extracts from the Printers' Ink
article are unusually illuminating:

"One of the commonest sins in modern mer-
chandising is the so-called missionary work of
the sales force. There is much popular mis-
conception about it. The definition of the term
ii taken for granted too many times. With
many sales managers it has become a sort of
pet fetish which has lost its potency without
their knowledge. Rites are still observed and
indulgence granted to its blessed memory.
Many a salesman has covered up many a delin-
quency b}^ appending to a lean and hungry sal?s
report a memo that "he was doing missionary'

work among the dealers' and. has been able to
get away with it because he knows his boss be-
litves in missionary v/ork.

"What the n;anufacturer needs to do, there-
fore, is to merchandise his ideas about his prod-
uct to the jobber just as he would merchandise
his product.

" 'For many years,' said Wm. Maxwell, vice-
president of Thomas A. Edison, Inc., the other
day, T had attempted unsuccessfully to make
missionaries of salesm.en. It occurred to me in
this connection that the only way to get sales-
men to promote sales ideas was to put the ideas
into such shape that they could be sold, vir-
tually, as merchandise.

" 'There are probably few manufacturers who
have more trade gospel to spread among deal-
ers than we have, or less adequate facilities for
doing it, owing to the fact that we distribute
our phonographs through jobbers and have to
rely to a great extent i^pon the jobber's travel-
ing salesmen.

" 'One of the first things I did, therefore, was
to have every one of our sales promotion plans
for dealers gone over and worked up into a
definite "proposition." We found many of our

ll^lllilllllHy «/l»***M|IM^% *^t«Ullt»M»««5 «im'»«»»i-.^

sales promotion plans were pretty indefinite.
About all they amounted to was a set of instruc-
tions that required the dealer to do every-
thing, while we sat on the fence and watched
him work.

'We took each one of our plans, drew a
perpendicular line, set down on one side of it
tlie things the dealer could and should do, and
on the other side the things that we could and
sliould do to make the plan effective. The re-
sult was a "proposition" which could be sold
to the dealer, provided it met his requirements.
This caused me to incorporate the following
principle into our sales policy:

" ' "Each dealer's needs must be studied as an
individual case and sales aids offered to him
according to his actual needs. Each sales aid
will be presented to the dealer in the form of
a definite proposition, a'B if it were a piece of
ruerchandise. Sales promotion plans will be put
into self-serve packages'."

"The work that Mr. Maxwell's idea entailed
nearly threw his advertising and sales organi-
zation out of joint. The scheme was altogether
the most stupendous thing of its kind ever un-
dertaken by the company. The idea, at concep-
tion, seemed to be innocent enough, and every-
body greeted it wiih much acclaim because it
looked to be so delightfully simple and easy
to do. .

"It was like the simple proposition of saving
money by depositing a dollar on the first day
of the month and dollars for the sum bf days
on each day following, which apparently gui'e-
less proceeding runs up to an alarming total
in the course of thirty days.

"But to-day, after the work has been done
and the plan ha.= been tested in actual operation,
the company looks back to the preliminary work
that had to be undertaken as one of the impor-
tant factors in its present success, for the Edi-
son merchandising plan embodies features that
distinguish it from most plans and has made
history in the phonograph world."

ROHEN STONE

We are the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.

KEYSTONE MINERALS CO.

41 Union Square, Naw York City

April 15, 1921

THE TALKING MACHINE WORLD

COURT OF APPEALS SUSTAINS PATENT OFFICE DECISION

High Court in District of Columbia Upholds Ban on Use of Name "Steinola" for Talking Machines
— Steinway & Sons Sought to Prevent Trading on Its Name

Washington, D. C, April 4. — A trade-mark de-
cision of general interest to the industry has just
been handed down by the District of Columbia
Court of Appeals in favor of Steinway & Sons,
the prominent piano manufacturers of New
York, who sought to restrain the Steinola Co.,
of St. Louis, Mo., from using the name "Stein-
ola" for talking machines. This matter has been
ii! litigation for almost two years and the case
was formally decided by the Patent Office in-
favor of Steinway & Sons, after which the
Steinola Co. appealed the case to the Court of
Appeals of the District of Columbia, which has
sustained the Patent Office decision, which
read as follows :

"The coined word 'Steinola,' made up of the
common termination 'ola' and the surname
'Stein' of a man to whom one share of the stock
of the company being organized was given for
the use of his name, Held not entitled to regis-
tration as a mark for phonographs upon opposi-
tion by Steinway & Sons, who for many years
have manufactured high-grade pianos, since any-
one seeing the mark on phonographs would
likely be led to think that they were the prod-
uct of Steinway & Sons.

"Appeal is taken by the Steinola Co. from the
decision of the Examiner of Interferences sus-
taining the opposition and adjudging that the
Steinola Co. is not entitled to the registration
for which it has made application.

"The mark sougiht to be registered consists
of the word 'Steinola' as a trade-mark for
pl)onographs or talking machines. The opposi-
tion is based on the ground that Steinway &
Sons have for many years manufactured high-
grade pianos and any one seeing 'Steinola' on
phonographs would be led to believe that it
was the product of Steinway & Sons, to the
damage of the latter.

"In the case of the Thomas Mfg. Co. v. the
Aeolian Co. (249 O. G., 505; 47 App. D. C, 376)
the Court of Appeals of the District of Colum-
bia held that the word 'Orchestrola' as a trade-
mark for phonographs was properly refused in
view of the prior use of the term 'Orchestrelle'
for automatically operated organs. In this case
the court said:

"This'-eourt has frequently held that because
the field of selection is so very wide, practically
unlimited, there is no good reason why a per-
son, should be permitted to select a trade-mark
similar to one already in use by another engaged
HI a business of the same general nature where
tlie likely effect would be to lead to confusion
concerning the goods themselves or their origin.

"While Steinway & Sons are neither making
nor selling phonographs, to do so would be but

an ordinary expansion of their business, since it
appears that many piano manufacturers also
manufacture phonographs.

"The use of the termination 'ola' in names of
phonographs is a common one, as 'Victrola,
Grafonola, Carola,' and it is also used with other
attachments for pianos, as 'Pianola.' This being
true, it is believed to be obvious that any one
seeing a phonograph marked 'Steinola' would be
led to believe that it was the product of Stein-
way & Sons in view of the latter's reputation
as a manufacturer of pianos. This is believed
to be sufficient damage to justify the sustaining
of the opposition."

In deciding the case in favor of Steinway &
Sons, the District Court of Appeals said: "This,
is a trade-mark opposition in which Steinway
& Sons, manufacturers of piarfos, object to the
registration by appellant company of the word
'Steinola' as a trade-mark for phonographs. We
cC'ncur in the opinion of the Commissioner of
Patents sustaining the opposition. The deci-
sion is affirmed."

FORMAL OPENING IN ALLIANCE. 0.

Elaborate Victrola Department One of the Fea-
tures of the New Drake & Moninger Store

Alliance, O., April 2. — The formal opening of
the new Drake & Moninger store, at 242 East
Main street, took place on Thursdiay afternoon
and was attended by hundreds. Of special in-
terest was the Victrola department on the main
floor. Rivaling those of even larger department
stores in cities the size of Cleveland the Vic-
trola department consists of nine handsome dem-
onstrating parlors, as well as record cabinets
large enough to accommodate 6,000 records and
special service counters. As a special feature
the Drake & Moninger Co. offered Blaine Coch-
rane, the well-known East LiverpooJ baritone,
accompanied on the piano by Mrs. Danks Coch-
rane, also of that city. Mr. Cochrane enter-
tained the throngs with the latest Victor rec-

ord hits. In addition to this the Blue Ridge Six,
a novelty orchestra, provided entertainment.
Victor dealers front several nearby cities attend-
ed the opening, and letters were received from
others in Salemf Canton, Massillon, Youngstown,
Ravenna, Elyria. R. E. Rosenberger is manager
of the Victrola department. He has the assist-
ance of the Misses Ethel and Florence Wal-
thour. John Drake is president of the company;
H. Z. Moninger, vice-president, and L. Van
Horn, treasurer. This company also has simi-
lar stores in East Liverpool and Canton, O.

NEW CONCERN IN MEMPHIS

Fortune's Music Shop is a new concern at
108 Madison avenue,. Memphis, Tenn., which will
specialize in talking machines, records and
music rolls. Saul Bluestein is the manager of
the new store, which -is under the direction of
the Fortune-Ward Drug Co.

By the unanimous verdict of the trade

ODEON RECORDS

fill a long-felt want

They are not tied to a machine.
They offer an unlimited field of variety.
They are backed by one of the biggest Record con-
cerns in the world.
They have a world-wide reputation of twenty years'
standmg.

Ours is a Big Proposition for High-class Distributors

Grican OdQon CDrporation

lOO WEST 21SJ STREET
NEW YORK.

lOH

THE TALKING MACHINE WORLD

A.PRIL 15, 1921

^/////////////////////////////////////////////////////^^^^

NOBLE SISSLE

Famous Colored Vaudeville Headliner

NOW AN EXCLUSIVE EMERSON STAR

Noble Sissle and His Sizzling Sincopators

One of the best known and liked singers of his
race is Noble Sissle, who now records for
Emerson exclusively. Not only with colored folk
is Sissle supremely popular, but with white audi-
ences also, for there is not a theatre where he
appears that he does not prove a magnet.

As soloist with the celebrated Jim Europe Band
of the 367th Infantry, Sissle was an especial
favorite of the troops "over there."

Consequently it is not to be wondered at that his
records are greatly in demand, because thousands
of the Boys remember how Sissle lightened many
a weary and lonesome moment for them.

One of those rare artists who does not strain for
his effects, his method of rendition is typically
his own, yet happily spontaneous and natural in
interpreting the music of his race.
While the first Emersons released are of the
popular "blues" type he will later be recorded in
a group of Negro spirituals, in the singing of
which he is unexcelled.

A few selections which Sissle has recorded for
Emerson and which are selling especially well are :
,^..7 r THE BOLL WEEVIL BLUES
iU3i/ \ LOVELESS LOVE

10326— CRAZY BLUES
10296— BROADWAY BLUES

Securing Sissle's exclusive recordings is but another example of Emerson initiative
and progress. Remember also the policy behind the Emerson Slogan —

"If you want a hit that's NEW,
Emerson has it FIRST for you".

OUf

Dealers generally are cashing in on Emerson service.

Emerson Phonograph Company, Inc.

^mersoTh

Records ana
Phonographs

New York
206 Fifth Avenue

Chicago
315 South Wabash Ave.

Makers of Emerson Standard 10-inch Gold Seal Records

^mersoiu

Records ana
Phonographb

April IS, 1921

THE TALKING MACHINE WORLD

The Musi-Call is the newest and most pleasant way to
wake up in the morning. Set for rising time a favor-
ite early-morning record. The Grafonola does the
rest. Sells on sight. Ask your Dealer Service man.

Columbia^ Graphophone Co

NEW YORK

,11 iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiihiiiii I I iiin iiiiiiiiniiiii iiiaiiiiiiiiiiiiHi" iiiiiiiiiniiiiiiii i" imn m" iiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiii i i APPOINTS NEW ODEON DISTRIBUTOR

I TECHNICAL EDUCATION FOR THE INDIVIDUAL |

International Record Co. Secures Metropolitan
I By W. L. NEWTON, of W. L. Newton & Co., Inc. | New York Territor^r This Record Line

Each succeeding year bringing its new me-
chanical wonders has rapidly brought the pub-
lic to a stage of near "ennui" — it refuses to
be,- further surprised. Intricate mechanisms
which in a few moments perform with speed and
accuracy the work formerly requiring days of
manual labor are today accepted as common-
place and, most interesting to note, with a fair
comprehension of their respective constructions
and principles, by the average layman.

A man is usually on familiar terms with the
cams, ^falves and pistons of his motor car and

W. L. Newton

his wife likewise knows the proper method of
handling mechanical conveniences in the home.
Strangely, the odds are ten-to-one that neither
ofi them fully understands the construction of
thfe talking machine in their home, to say noth-
ings of the basic principles of sound reproduc-
tion.

Conceding that there are now in countless
homes inferior grades of talking machines un-
worthy of the name, many of the higher grade
ins'truinents are still accepted by the multitude
more o'r less as music boxes and not as repro-
ducing instruments. It has been the popular
custom to regard the phonograph in rather an
abstract way; a thing of mystery not within the
realm of ordinary conception. There are some
who claim tiiat this air of mystery and lack of
knowledge is a sales asset, yet what clear-think-
ing man can doubt that a general knowledge of
fundamentals would stimulate and conserve
the original interest of the individual owner?
What would be the status of the automobile
trade assuming that the public was compar-
atively as ignorant?

To the cultivated ear the best make of talk-
ing machine is discordant if carelessly or
wrongly operated, as unwittingly it all too
often is.

The remedy for this condition is most obvi-
ous— education. As a suggestion — ^why not pro-
vide the owner, whether old or new, with lit-
erature at regular intervals and enlighten him
ill detail regarding the care and operation of
his machine. In passing snap judgment on this
suggestion it might be said that such education
would naturally result in tinkering. This the
average owner is bound to do in any event,
therefore, how much better that he should
tinker intelligently and gain sohiething of value.

The talking machine owner has been told re-
peatedly not to use a steel needle twice, but he
doubts that it really injures the record unless
he understands exactly why. If the dealer en-
deavored to make the owner exacting to the
point where he would time the revolutions of
the turntable' to insure correct speed, keep the
motor in smooth working order, handle the re-
producer carefully — in short, give any possible
suggestion for maintenance of maximum per-
formance— it could not fail to react in the de-
sire of the public for larger and better instru-
ments, increased record sales, and, better still,
more education which would mean more ideal-
ism and a higher plane for the entire industry.

More power to the manufacturers, distrib-
utors or dealers who perhaps have begun such
a campaign; may their tribe increase!

The International Record Co. of 30 East
Twentieth street, New York City, has been ap-
pointed distributor for metropolitan New York
by the American Odeon Corp., to wholesale
Odeon and Fonotipia records. Through the ef-
forts of this wholesale house these records will
be given wider publicity. The men who form
the International Record Co., Alfred Hallam,
Fred F. Fecher, C. Fecher and George L. Mood,
are all experienced in the talking machine busi-
ness and are well known in the trade.

HAS CAPITAL STOCK OF $100,000

The Alfred Hughes Phonograph Co., 802
North Broad street, Trenton, N. J., has been
incorporated with a capital stock of $100,000
for the purpose of manufacturing talking ma-
chines.

SECURES VOCALION LINE

The Boehm-McAdams Piano Co., Wilming-
ton, Del., has recently taken on the Vocalion
line of phonographs and Red records and is
featuring the. line very extensively.

F. A. North & Co. have moved their Atlantic
City store into new quarters at 52 South New
York avenue.

Your Problem Is Ours

Good Profits (to you)
H- Good Service (to your customers)

Answer: RECORD LUBRICATING BRUSHES

(Trade Mark)

Have we solved the above problem correctly?

Write to-day lor prices and sample and see lor yourselt

Made in mahogany, oak or ebony colored finishes

PARKS & PARKS, Inc.

TROY, N. Y.

New York Oillce, C. E. Peabody & Co., 186 Greenwich St.
Southern Representatives: I. W. Becker & Co., 226 '2 Peachtree St., Atlanta, Ga.

THE TALKING MACHINE WORLD

April 15, 1921

Be sure your needles are BAG
SHAW made. BAGSHAW
means perfection because
W. H. BAGSHAW CO. are
the oldest and largest
manufacturers of
Talking Machine
Needles in the World.
Fifty years of
Needle Making.
Established

1870

W.H.BAGSHAW CO

FACTORIES: LOWELL, MASS.

SELLING AGENTS

Rrilliantone Steel Needle Qo^ %

of amerlca
incorporated

347 FIFTH AVENUE

AT 34th STREET NEW YORK

SUITE 1003

April IS, 1921

THE TALKING MACHINE WORLD

Here's the Attractive Counter^
Display Carton That's Selling
BRILLIANTONE NEEDLES
The Country Over! ■ ; ■ jSl ^

■^5 "Eeoi^nEw

JUl^^l QUALITY

YES, SIR — these handsome counter
display cartons will prove efficient
"sales-joggers". Each carton contains a
supply of BRILLIANTONE NEEDLES
in ONE of the following tones:
Extra Loud, Full Tone, Half Tone,
Medium Tone, Light Tone, Combinla-
tion Tone. Each
tone is put up in a
different colored
display carton.
This makes it

quickly the desir- ^'^^^^^^^^j
ed tone from the h'^-' '
carton contain- I
ing the supply. Siwdfe^ m ^ir„d^

arton conta n- Ht^^j^S^iii ^^eei^^ |P^^BS»"^

ig the supply. B^^^S*^^^^ ■

500 DANCE TONE NEEDLES in screw top metal containers.
Also containers of 200 needles. Write now for sample and prices.

Territories open for live distributors.

BRILLIANTONE

STE EXi EDIiE C! 0. fnc^orate^

Selling Agents for

W. H. BAGSHAW & CO. Factory, Lowell,Mass.

AT3.K sx«K.x 347 FIFTH AVENUE,

AT 34th STREET T^T-^— ^ X SUITE 1003

NewYork

SUITE 1003

Canadian Distributors: The Musical Mdse. Sales Co., 79 Wellington St. W., Toronto
Foreign Export: Chipman Ltd., 8-10 Bridge St., New York City

THE TALKING MACHINE WORLD

April 15, 1921

STATEMENT

Records have proven
themselves!

QUESTION -Has your service been as good as the record?
SUGGESTION - Try KENNEDY-GREEN service in connection with

QKfi^ Records

DEAN NEEDLES, etc.

ANOTHER SUGGESTION - W^nfe

KENNEDY-GREEN COMPANY

1865 Prospect Avenue Cleveland, Ohio

AND SEE WHAT HAPPENS

AUG. li. SCHULZ SCORES SUCCESS

Has Done Much to Popularize Remington
Products in the East

August H. Schulz, who has been a salesman
of remarkable accomplishments for the past
tw«nt}--five years, has produced great results
for the Remington Phonograph Corp., which he

August H. Schulz

norw represents, and through his pleasant per-
sonality has become verj' popular with the Rem-
ington dealers in the East.

Mr. Schulz credits his success in the phono-
graph industry to the Remington product and
says it fully backs all the enthusiastic state-
ments that a salesman could make to a cus-
tomer.

"We are proud of Mr. Schulz's record," stated
Everett H. Holmes, sales manager of the Rem-
ington Phonograph Corp., "and we know every
dealer will be glad to know him better."

THE VOCALION HONORED IN ENGLAND

That Instrument Now Being Used in Both the
Royal Academy and Royal College of Music

The following telegram was received at
Aeolian Hall last month from A. J. Mason,
manager of the Aeolian Co., London, England:

"Have great pleasure in advising you that the
Aeolian-Vocalion is now being used in both the
Royal Academy and the Royal College of Music
for educational purposes."

The installation of the Vocalion in two of
England's most famous educational institutions
is regarded as a distinct tribute to that instru-
ment and reflects the position held by the Vo-
calion in Great Britain. The selection of the
\'ocalion was made only after careful tests by
teachers designed to bring to light any faults or
imperfections in its musical performance. *

Ye Music Shoppe, which opened at 6 West
Flagler street, Miami, Fla., recently, carrying an
exclusive line of Columbia Grafonolas and rec-
ords, is doing a very excellent business. It has
a main street location and is said to be the only
eJ^clusive talking machine shop in that city.

A petition in bankruptcj' was filed on March
23 against the Flatbush Music Co., 922 Flatbush
avenue, Brooklyn.

MAKING WAREROOMS ATTRACTIVE

Use of .Artificial Flowers in Favor With Dealers
Not Only in America But Abroad

Talking machine" dealers who are faciqg new
conditions in the matter of retail selling realize
the importance of having their stores as at-
tractive as possible. In this connection they are
utilizing artificial flowers to good purpose.
Frank Netschert, manufacturer of artificial flow-
ers, is making a specialtj' of introducing them
as a decorative feature of talking machine stores.
He reports a greatly increased demand and
looks for a very busy season.

It is interesting to note that the other day
Mr. Netschert received an inquiry for a sainple
basket of artificial flowers from a progressive
music dealer in Drevegen, Helgeland, Norway,
who saw Mr. Netschert's advertisement in The
Talking Machine World. This indicates how
widelj' read is this leading trade paper of the
industrj-.

ISSUED AN EASTER HANGER

The Standard Talking Machine Co., Pitts-
burgh, aided its dealers materially in the sale
of Easter records by issuing an elaborate and
timely hanger featuring a selected list of such
records.

PHONOGRAPH CASES
Reinforced 3 -ply Veneer

The Standard Case for Talk-
ing Machines and Records

Let us figure on your requirements

MADE BY

PLYWOOD CORPORATION, Goldsboro, N. C.

Mill, in Va., N. C. »nd S. C.

The Talking Machine World, Nezu York, April 15, 1921

April 15, 1921

THE TALKING MACHINE WORLD

PITTSBURGH TRADE ANTICIPATES TURN FOR THE BETTER

Steady Resumption of Leading Industries — Many Edison Tone-tests — J. A. Endres Married — Tax
Question Interests Trade — Leading Jobbers and Dealers Look for Increasing Activity

Pittsburgh, Pa., April 5. — While trade condi-
tions the past month in the talking machine
cirles of Pittsburgh were not up to the expecta-
tions of the various dealers and jobbers there is
a marked feeling of optimism pervading the
trade. The dealers, as a whole, are anticipating
that with the passing of mid-April there will
come a tiirn in the business lane that will be
most beneficial. To a man, every dealer who
handles talking machines and records is confi-
dent that there v/ill be a revival of business
within a short time.

The industrial section of Pittsburgh is in
for a steady resumption of all of the industries
that have made the Steel City famous. It is
plainly apparent that what suspensions in opera-
tions have been made are only temporary, as is
witnessed in the Standard Tin Plate Co., whose
extensive plant at Canonsburg was closed down
on March 5, afifecting over 2,500 men. Notices
have just been posted stating that the plant will
resume operations in full on April 11. The
Carnegie Steel Co., while operating on a cur-
tailed basis at the present time, is expected
gradually to increase its capacity until normal is
reached, within the next month. With the re-
sumption of navigation on the Great Lakes on
April 15 the coal mines in the Pittsburgh dis-
trict are bound to be operated to their full capac-
ity. The result of this revival of industry will
augment the payrolls of the district and this in
turn will be reflected in the business prosperity
that is bound to ensue with the disbursement
of hundreds of thousands of ■dollars in wages
every two weeks.

Series of Tone-tests Enjoyed
Under the auspices of the Buehn Phonograph
Co., Edison distributor, a series of- ten" tone-
tests were held, starting March 24 and closing
April 1. The star who made the test was the
well-known soloist, Glen Ellison, who was ac-
companied by Miss Alta Hill. The combination
was a very fortunate one and they played to
crowded houses each of the ten evenings. The
places and dealers under whose auspices the
tcne-tests were held were as follows: March
2i, J. R. Klingensmith Co., Greensburg, Pa.;
March 23, L. C. Brehm, West Newton, Pa.;
March 24, Keefer Pharmacy Co., McKeesport,
Pa.; March 25, Furnee & Kennerdell, Kittan-
ning, Pa.; March 28, G. A. Mytinger, Ambridge,
Pa.; March 29, W. S. Fawcett & Co., Salem, O.;
March 30, Findt Music Co., Steubenville, O.;
March 31, Marietta Furniture Co., Marietta, O.;
April 1, Palace Furniture Co., Clarksburg, W.
Va.

M. M. Mitchell, manager of the retail depart-
nient of the Buehn Phonograph Co., reports
sales for March as quite satisfactory, especially
ill the record department. Mr. Mitchell is dis-
tributing the "Mood Charts" of the Edison Co.
to callers at the Edison Shop and some very
unique replies are being sent in answer to the
questions. The mail order department of the
retail shop is receiving orders for records from
all sections of the country, a few days ago L. A.
O'Neill, in charge of the mail order department,
sending Edison records to points in Texas.
Believes Jn Value of Show Windows

Fred J. Drake, manager of the retail Victrola
department of the C. C. Mellor Co., is utilizing
the Mellor show window to a very satisfactory
extei t in calling the attention of the public to the
Victor line and Victor records. He is assisted
in this work by O. B. Dean, w*ho does the actual
window decorating and arranging work, and
some very attractive designs are shown every
few days. Mr. Drake is a great believer in the
use of printers' ink for drawing trade and some
interesting and informing literature bearing on
the Victrola and Victor records is sent out in
the mail to patrons, both regular and prospec-
tive.

Organize Classes in Music Appreciation

Miss Lillian A. Wood, of the educational de-
partment of the Mellor Co., the past few days

spent her mornings at McKeesport organizing
and instructing classes in "Music Apprecia-
tion." The services of Miss Wood are much in
demand, as she is a very pleasing and inter-
esting speaker and of much practical benefit
to the talking machine dealers under whose di-
rection she speaks at intervals.

George H. Rewbridge, manager of the whole-
sale Victrola department of the W. F. Frederick
Piano Co., was a visitor to the Victor plant at
Camden, N. J., a few days ago. He reports
considerable activity in the Victor line in his
territory.

Congratulations for J. A. Endres
J. A. Endres, sales manager of the Modernola
Co., of Johnstown, Pa., surprised his friends a
few days ago by taking a bride. Mr. Endres,
while attending the talking machine exhibit at
the Grand Rapids Furniture Exposition, met
Miss Margaret Maurits, whom he married a few
weeks later, after a rapid courtship. Mr. and
Mrs. Endres are receiving the warm congratula-
tions of their many friends. Mr. Endres is most
optimistic concerning the Modernola line and
stated that following a trip through the Middle
West he had opened some very desirable ac-
counts. He is authority for the statement that
the Modernola Co. will soon have at least fifty
salesmen on the hunt for -orders.

Move to New Location
Roteman &; Levine, exclusive Brunswick deal-
ers, who -have been located at 1514 Fifth ave-
nue for several years, have moved to a new loca-
tion at 819 Federal street, Northside. They are
having a special department arranged for the
demonstration of phonographs and records.
Why J. A. Scanlan, Jr., Is Optimistic
"Our volume of business thus far is most sat-
isfactory and there is every indication that our
Spring trade will exceed that of last year," was
tlie statement made by J. A. Scanlan, Jr., sales

manager of the local offices of the Brunswick
Co. to The World representative. Mr. Scanlan
stated that reports from his roadmen showed a
m.arked increase in business the past month and
added: "We are securing splendid co-operation
from the Brunswick factory and we are ship-
ping out Brunswick phonographs and records
in a very satisfactory manner. I am very opti-
mistic concerning our business this Spring and
feel convinced that we will have some very large
sales to report a month hence." One of the new
Brunswick dealers is the firm of Stranberg &
v'^on Co., in Meadville, Pa.

Rosenbaum Co.'s New Department

C. R. Parsons, manager of the talking ma-
chine department of the Rosenbaum Co., is
elated over the opening of his new department,
which has been considerably enlarged by the
addition of a great deal of floor space. The
record department has been moved much
nearer to the booths and the clerks will be in a
better position to give prompt service to patrons.
Mr. Parsons during Easter week sent out a spe-
cial circular giving a list of nine Victor rec-
ords for an Easter concert at home. The cost
of the records was $11.75. He reported very
satisfactory sales.

To Feature the Granby Line

The Federal Phonograph Co. has opened of-
fices at 3008 Jenkins Arcade, where a full line
of Granby phonographs is on exhibition. In a
few weeks the company will move to larger quar-
ters on the same floor.

Believes in Publicity

Mrs. C. H. Walrath, manager of the Vic-
tor department of Kaufmann's, utilized a
half-page of the daily newspapers on March 29,
directing the attention of the public to the espe-
cial qualities of the Victrola. The firm has
forty sound-proof demonstration rooms, in ad-
dition to a quick-service desk on the main floor,
close to the Fifth avenue entrance. The foreign
department' is in the basement and is well pat-
ronized by foreign-speaking patrons.

Jules Tarlow, manager of the talking machine
{Continued on page 54)

LYON & HEALY PIANO POLISH

Is especially adapted to preserving
the original lustre on Talking Machines
and all other fine Furniture and Woodwork

Requires
No

Shaking

Free from
Any Acids

i i Lyon 'I
Polish H Polish I

I Tjllung MacWi .
I Furniture
Automobilea

jnd oii tigV,ly

Miicliino

•"J «n hi«|,i.

Easily
Applied

Full

Instructions
on Every
Bottle

6 Ounce Bottles •• ...Per Dozen, $3.25

Yz Gallon Bottle •• Per Bottle 1.50

1 Gallon Bottle •• .....Per Bottle 2.50

5 Gallon Can Per Can 7.50

5 Gallon Cans specially put up for shop work and automobile owners.

PRICES NET WHOLESALE

LYON & HEALY - Chicago, III

THE TALKING MACHINE WORLD

April 15, 1921

BETTERMENT IN PITTSBURGH TRADE

(Continued from page 51)

department of the Kaufmann & Baer Co., spent
several days in New York on business. Mr.
Tarlow controls one of the most elaborate and
inviting talking machine departments in the
Steel Cit^^

Talking Machine Men Attend Tax Hearing

At the annual meeting of the Piano Mer-
chants' Association of Pittsburgh on March 21,
at the Fort Pitt Hotel, there was a large at-
tendance of the members of the Talking Ma-
chine Dealers' Association of Pittsburgh, who
came to hear the discussion on the tax problem
as it affects the music dealers. One of the speak-
ers was French Nestor, of the Standard Talking
Machine Co., who endorsed the "Dean Walker"
plan for taxation. Among the out-of-town talk-
ing machine dealers who attended the meeting
were P. P. Brooks, Altoona, Pa.; Joseph E.
Hardwick, Uniontown, Pa.; W. J. Benjamin,
\''andergrift, Va.; W. C. Vaughan, Grove City
Music Co., Grove City, Pa.; W. F. McLay, Car-
negie, Pa.; Harry Cukerbaum, of the Cuker-
baum Piano Co., New Castle, Pa.; E. E. Schell-
hase, Waynesburg, Pa.; S. R. Pollock, Indiana,
Pa.; T. M. Anderson, of Ament & Anderson,
Blairsville, Pa., and A. H. Todd, of Todd &
Stevens, Monongahela, Pa.

Looks for Satisfactory Spring Trade .

S. H. Nichols, manager of the local offices of
the Columbia Graphophone Co., is most opti-
mistic concerning Spring business in the Colum-
h\z line. He said: "With the readjustment in
iiidustrial circles that is bound to come there is,
I am sure, coming in its train a revival of busi-
ness that will be most stimulating. We are pre-
paring for what I believe will be a big Spring
trade in both Columbia machines and records."
During the past few days O. F. Benz, of the
New York offices, was a visitor.

Broadening Demand for Sonora Line

S. H. ililler, manager of the Sonora Co. of
Pittsburgh, distributor of the Sonora phono-
graph, emphasized the fact that there was more
of a demand for the Sonora line than he could
distribute satisfactorily. Mr. Miller said: "The
Sonora dealers are strong boosters for this line
and we. are elated over the success that has been
ours the past few months. I believe that when
the Spring month sales are computed it will be
found that our business for that period will have
exceeded very substantially sales for the same
period a year ago."

Player-Tone Activities

Sales of the Player-Tone talking machine is
stated to be brisk by Mr. Goldsmith, president
and general manager of the company. He said
that all indications pointed to a brisk sale dur-
ing April, especialli^ in out-of-town points, ac-
cording to reports from his roadmen. Mr. Gold-
smith said: "Player-Tone dealers have no trou-
ble in selling this line and that is why they are
s<j loyai to our products."

Some Newsy Brieflets

The April meeting of the Talking Machine

Dealers' Association of Pittsburgh will be held
at the Hotel Chatham on Tuesday evening,
April 12.

W. G. _. Maxwell is the new manager of the
Grafonola department of May-Stern & Co.

George W. Robinson, the Victor dealer of
Steubenville, O., and H. W. Porter, the Victor
dealer at Jewett, O., were callers at the t. C.
Mellor Co. offices.

Thomas T. Evans, manager of the wholesale
Victor department of the C. C. Mellor Co., and
W. C. Dierks, treasurer, spent several days at
Columbus, O., the past week attending the
opening of the new jobbing house of Perry B.
Whitsit.

M. H. Frank, the well-known manager of the
talking machine department of Frank & Seder,
in addition to the Columbia line, is featuring the
Perfec'tone phonograph.

F. C. Lohmeyer, a well-known druggist of
Dormont, a suburb of Pittsburgh, who handles
the Columbia Grafonola, was held up by bandits
late at night on March 26 and was robbed of
$548 in cash. The thieves made their escape.

Horace Hays, of E. G. Hays & Co., Bruns-
wick dealers, returned with his family from a
three months' stay in California. His brother,
E. G. Hays, left for Florida last week to join
his family.

Edward Hoffman, of the J. M. Hoffman Co.,
Brunswick dealer, was laid up for ten days
v.'ith a severe attack of the grip.
, Clark Wright, of the Valley Furniture, East
Pittsburgh, Pa., is spending several weeks at
Mt. Clemens, Mich., taking a well-earned rest.

An amusing tale is going the rounds of the
talking machine trade here of ' a supervisor of
several departments in one of the Pittsburgh de-
partment stores who questioned the wisdom of
ordering April records until "we get rid of the
big bunch of March records we have on hand."
He made this statement to the manager of the
tslking machine department who reported to him
and who had filled out an order blank for April
records.

A. R. Meyer, m.ember of the talking machine
department of the Joseph Home Co.; Herman
I.t'chner, manager of the talking machine de-
partment of Lechner & Schoenberger, and
Henry Wood, manager of the talking machine
department of Boggs & Buhl, were visitors to
the Victor Co. plant at Camden, N. J., during the
past month.

MOVES TO LARGER QUARTERS

Trexton, N. J., April 1. — The Elmer H. Fouratt
Music Co., dealer in phonographs and musical
supplies, has removed from 234 East State street
to 40 East State street. The latter store con-
tains twice the amount of room and has been
thoroughly renovated and comfortable phono-
graph booths installed. The Fouratt business
has doubled itself during the past year.

Employ men who think more of the winning
than they do of the recompense.

Jobbers Wanted

FOR THE

Deterling Line

We have a few States open for
"live," progressive jobbers.

The proposition is an excellent one,
with possibilities for substantial
profits.

W rite today for open territory
The prices and the goods are right.

DETERLING

MFG. CO.

TIPTON INDIANA

Victor Dealers^

Allow us to co-operate with you in the develop-
ment of your business.

THE TOLEDO TALKING MACHINE CO.

TOLEDO, OHIO

WHOLESALE

EXCLUSIVELY

THE TALKING MACHINE WORLD 55

April 15, 1921

RAISA AND RIMINI IN PITTSBURGH

Noted Opera Stars and Vocalion Artists Visit
the Vocalion Shop in That City

Rosa Raisa and Giacomo Rimini, the noted
opera stars and Vocalion record artists who
created a sensation in musical circles upon their
appearance in Pittsburgh, Pa., recently, took

Rosa Raisa and G. Rimini Snapped

occasion while in that city to visit the Vocalion
Shop in the Jenkins Arcade, distributing head-
quarters in that district for the Vocalion and
Vocalion records, in order to listen to some of
their latest record releases. The picture shows
Mme. Raisa and Rimini listening to the Voca-
tion in the Vocalion Shop with Mme. Raisa
operating the Graduola.

NEW BRUNSWICK HOUSE ORGAN

The Brunswick Dispatch, Just Issued, Proves
a Live Business Publication

The latest addition to the interesting list of
house organs in the talking machine trade is the
Brunswick Dispatch, published by the Bruns-
wick-Balke-Collender Co., of Chicago, in the
interests of Brunswick phonograph dealers.
Volume 1, No. 1, of the new publication, dated
April, is most interesting in every particular, full
of live news matter and helpful editorials, to-
gether with some fine sales suggestions to
Brunswick dealers. The new publication is of
newspaper size and well printed on coated paper.

Discernment

W. F. WHITE JOINS WALTER FULGHUM

Popular Victor Man Is Now Associated With
Successful Victor Retailer — Popular in Trade

Cleveland, O., April 8.— W. F. White, of the
sales staff of the Cleveland Talking Machine
Co. and one of the most popular members of
the Victor trade, has resigned from the com-
pany's staff in order to become associated with
Walter Fulghum, Victor retailer at Richmond,
Ind. Mr. White, who has acquired an interest
in Mr. Fulghum's establishment, will undoubt-
edly attain a merited measure of success with
this well-known Victor dealer.

Mr. White has been identified with the Vic-
tor industry for many years and' has a detailed
knowledge of every phase of the trade, which
iias proven mvaluaible in his association with
the Cleveland Talking Machine Co. Howard J.
Shartle, president of the Cleveland Talking Ma-
chine Co., has not yet announced Mr. White's
successor, but an announcement will probably be
made in the course of the next week or so.

ISSUES ATTRACTIVE CATALOG

Celina Specialty Co. Shows Complete Line of
Cabinets — Factory Working to Capacity

Celina, O., April 5. — The Celina Specialty Co.,
of this city, manufacturer of talking machine
cabinets, has just issued an attractive catalog
showing the various models in its line. This
catalog has been distributed among manufac-
turers and dealers and is being used to advan-
tage by the company's trade. There are featured
in the pages of this catalog six upright models
and four console models and the various models
ai-e noteworthy for the attractiveness of the
cabinet design. The console models in par-
ticular have met with an enthusiastic recep-
tion from the trade and orders have been re-
ceived for these cabinets from all parts of the
country.

The Celina Specialty Co. is associated with
the Mersman Bros. Brandts Co., of this city, one
of the largest table manufacturers in the coun-
try, and the factory also produces high-grade
dining-room suits in large quantities.

About five years ago the Celina Specialty Co.
equipped its plant for the purpose of making-
phonograph cabinets exclusively and through
the use of energetic sales methods and because
of the quality of its merchandise a substantial
trade in the talking machine industry has been
developed. As a jnatter of fact, notwithstand-

BLANDIN

DLANDIN owners
' are ever increasing.
When you compare
Bl a n d i n reproduction ,
you will understand
why no other Phono-
graph will entirely
satisfy.

Racine Phonograph Co., Inc.

RACINE, WISCONSIN.

a Piano
Record
oa tR<2

,Dlandin>

ir.g the lull in business, the company's plant was
closed only for ten days during inventory taking
and at the present time the factory is working
ten hours a day and six days a week — a showing
to be proud of.

McCORMACK TO VICTOR CO.

Attention Being Called to Letter Sent the Vic-
tor Talking Machine Co. by John McCormack

The Victor Talking Machine Co. has called
tl'.e attention of its dealers to the following ex-
cerpt from a letter to that company from John
MnCorinack. the famous tenor, dated March
4. 1915: "I have made records exclusively for
ilic Victor Talking Machine Co. since Febru-
ary, 1910, and my present contract does not
expire until February, 1938."

You want phonograph accessories that add distinction and
value to the assembled machine. And this desire has led many
discerning manufacturers to investigate Grand Rapids Brass
Production — a production that visualizes the assembled
phonograph.

Needle Cups, Lid Supports, Automatic Stops,
Tone Rods, Knobs, Escutcheons, Sockets

A^eo; Hardware Designs

Grand Rapids Brass Designers are completing new Furniture
designs in the following Periods: Louis XV and XVI,
Renaissance, Hepplewhite and English Chippendale, with
knobs to match.

Samples and complete information on request.

WRITE TODAY

Grand Rapids Brass Company

Grand Rapids, Michigan New York; 7 E. 42nd Street

56 THE TALKING MACHINE WORLD April is, 1921

The Columbia Novelty Record this month is
Le Maire's French String Orchestra play-
ing two Parisian waltzes. Offer this record
to all your customers who ask for something
new to dance to. E-7027.

Columbia Graptiophone Co.

NEW YORK

AIDING IN MUSIC APPRECIATION

Talking Machine Plays Prominent Part in the
Musical Education of Children in MassiUon,
O., Schools — Hold Music Memory Contest

Massillon, O., April 7. — "What is music appre-
ciation in the schools?"

This question was put to Mrs. Kathleen Hipp,
school supervisor of music, who has organized
and is directing a musical memory contest which
is to culminate with a public exhibition in April.

"It is giving the children opportunity to hear
the greatest music in the world," said Mrs. Hipp.
"Through this method they learn to knov/' the
great artists, the difference in voi<^es, instru-
ments of the orchestra by sound, name and
sight, and by surrounding them with beautiful
music it becomes a vital part of education, de-
velopment and life.

"Millions of dollars are spent each year in
going to concerts or opera in a vain efifort to
m.ake up for the deprivations of silent early
childhood. Thousands of people try to 'hear'

a .symphony, but succeed only in being bored.
Having ears, they are yet unable to hear, be-
cause those ears missed definite training in
childhood.

"In the upper grades in our schools the chil-
dren are asked to bring lists of their talking
machine records to the teacher and from them
she selects those she wishes to use. All makes
of phonographs and records are used. The boys
and girls are asking dealers for their favorite
records and saving their pennies to buy them.

"Music appreciation is not a fad. Dallas, Tex.,
began this work seven years ago and the Dallas
Board of Education appropriated two thousand
dollars for equipment the first year.

"I hope Massillon citizens will boost this work
in the schools by buying or loaning records to
the children. Player-pianos could also be used
to immense advantage in presenting the classics
of musical literature in the school rooms."

The Victor Shop and Music Store has been
opened by W. C. Larrew on Lake street, near
Main, in Knox, Ind.

LIBROLA PERIOD MODELS

Louis XVI Model— also Queen Anne Period

A High Grade Phonograph and Library Table Combined
Now Ready for Delivery

To
Retail
at

$150.00

Write
for
Dealers'
Discounts

No. 17S. Pat. applied for. 42" long, 26" wide, 31" high.
Finiihed on all tides— golden oak, mahogany or walnut

Complete Your Line with These High Class Library Table Models

This high class instrument will enable you to meet any competition,
because of its beauty, clarity of tone and utility.

You are missing Dollar profits if you do not write for information — Today.

SEABURG MANUFACTURING COMPANY

JAMESTOWN, NEW YORK

A CLEVER PUBLICITY STUNT

Brunswick Dealers in Port Leyden, N. Y., Carry
Out Clever Idea

Niece & Drake, Brunswick dealers of Port
Leyden, N. Y., attracted much attention to the
Brunswick phonograph recently when they ar-
ranged to place an instrument on the stage at
the local theatre. The phonograph was set in
front of a special drop and while the stage re-
mained dark there was reproduced Dorothy
Jardon's Brunswick record of "Little Gray
Home in the West." When the record was half
finished the spotlight was thrown on the stage,
revealing the Brunswick, and standing by it the
Brunswick girl. In the half light the figure of
the girl appeared to be real, and the effect
aroused much enthusiasm. Moreover, the dem-
onstration is said to have sold several machines.

W. F. HITCHCOCK ON WESTERN TRIP

Rochester, N. Y., April 5.— W. F. Hitchcock,
head of the Phonomotor Co., of this city, manu-
facturer of Phonomotors and Phonostops, left
recently for an extend'ed Western trip, which
will include a visit to Cleveland, Toledo, Detroit,
Grand Rapids, Chicago and Milwaukee. If
business conditions warrant it Mr. Hitchcock
may extend his trip further West, so that it
is possible he will not return to Rochester for
several weeks.

Prior to leaving for the West Mr. Hitchcock
commented upon the fact that important in-
quiries had been received during the past few
weeks for Phonomotors and Phonostops, and
judging from, these inquiries the talking ma-
chine manufacturers are preparing for an active
trade and are ready to place substantial orders
for needed supplies.

Stewart

Talking Machine G)mpar^

JOBBERS

c^r f/te

April 15, 1921

THE TALKING MACHINE WORLD

NEW HOME OF P. B. WHITSIT CO. BIG CASE PLANT FOR CHENEY CO.

BLACKMAN CO. TO MOVE UPTOWN

Modem Three-story Building of Special Con-
struction Now Houses Victor Wholesale
Business — Elaborate Formal Opening

Leases Berkey & Gay Co. Plant and Equipment
for Five Years for the Manufacture of Phono-
graph Cabinets— Consideration, $1,000,000

Columbus, O., April 4— The Perry B. Whitsit
Co., Victor wholesaler, on Wednesday last held
tlie formal opening of its new home at 211 North
Fifth street, this city — a modern three-story-
and-basement structure of reinforced concrete,
built in its entirety for the special purpose of
housing a wholesale VictCTt business.

In order to properly celebrate the occupa-
tion of the new building the Whitsit Co. en-
tertained a large number of its customers and
friends during the course of the day, a special

The Perry B. Whitsit Building

program being arranged for the occasion. In
the morning the visitors made a tour of inspec-
tion of the building, followed by a luncheon at
the Hotel Eeshler, during the course of which
there were addresses made by Mayor Thomas
and Prof. T. S. Lowden, of Columbus; John H.
Macdonald and John G. Paine, of the Victor
Talking Machine Co., and others.

James F. Bowers, of Chicago, acted as toast-
master. In the evening the visitors were en-
tertained at dinner at the Athletic Club, fol-
lowed by a theatre party at the Hartman Thea-
tre to see the "Ziegfeld Follies."

The new building is 62]^ feet wide by 120 feet
deep and is arranged throughout with the idea of
providing accurate and quick service. The main
floor contains the offices and shipping depart-
ment; second floor, record and accessories stock-
room; third floor, Victrola stockroom; base-
ment, the general storage and heating plant.

The office section comprises three private of-
fices, two large exhibition rooms and a gen-
eral office, the entire installation having been
made by the Unit Construction Co. The ship-
ping department has three loading platforms.

Grand Rapids, Mich., April 4. — Negotiations
have just been completed whereby the Cheney
Talking Machine Co. leases for five years from
the Berkey & Gay Co. the large plant on Mill
avenue, near Michigan street, with a capacity of
1,800 cabinets weekly.

The newly acquired plant will complete fa-
cilities of the Cheney Co. for making all parts
of its product. The consideration is estimated
as approaching $1,000,000.

The Berkey & Gay Co. formerly manufactured
cabinets for the Cheney interests and all cases
in the course of construction, as well as ma-
terial on hand, were included in the transaction.

The Cheney Co. is now in charge of the plant,
which consists of a building six stories in
height, with 40,000 square feet of floor space.
Its capacity is 300 cabinets daily. The equip-
ment includes between 3,000 and 4,000 machines.
The Cheney Co. has also established a factory
on Monroe avenue, where metal parts are manu-
factured.

The Berkey & Gay Co. is now occupying a
new plant in this city, which covers two entire
square blocks, "and which will be devoted excKu
sively to the manufacture of furniture.

WELCOME FOR J. H. PATTERSON

President of National Cash Register Co. Re-
turns to Dayton After Four Months' Visit to
Europe — Prominent Citizens Greet Him

John H. Patterson, president of the National
Cash Register Co., received a tremendous wel-
come from the employes of the com.pany on
his return to Dayton, O., on March 20, after
spending nearly four months in Europe study-
ing business conditions. During these four
months Mr. Patterson met, talked and worked
with many of the leading business men, states-
men and welfare workers of the world. He
made a thorough study of conditions in the
Tiuropean countries .and is now applying the
many things he learned to help increase busi-
ness. An official welcome was given to Mr.
Patterson at the Station in Dayton by a com-
mittee composed of the leaders of all the com-
mercial organizations of the city — a tribute
which his services to Dayton fully merited.

New Columbia dealers in Washington, D. C,
are David Rifkind, 1537 Seventh street, N. W.,
and the Harmony Musical Shop, 1830 Four-
teenth street, N. W.

Well-known Victor Talking Machine Jobber
Leases Large Floor at 28-30 West Twenty-
third Street, Running Through to 9-19 West
Twenty-second Street — To Move May 1

The Blackman Talking Machine Co., Victor
jobber, has leased the entire second floor of the
niodern building at 28-30 West Twenty-third
street, running through to 9-19 West Twenty-
second street, where it extends into an "L," and
will move to the new uptown quarters on May
1, after elaborate remodeling operations have
been completed. The floor has an abundance
of daylight and comprises about 20,000 square
feet of space. The building is equipped with
three passenger elevators in the front and five
freight elevators in the rear and affords an ideal
location for the handling of a wholesale Vic-
tor business. Freight elevators are arranged in
two sets, one on each side of the building, so
that goods may be received at one side of the
floor and shipped out from the other.

Plans are being made for the equipment of
the new quarters. In addition to the offices,
which will be located on the Twenty-third
street side, there will be special display rooms
for regular and period styles and reception
rooms for the use of the trade.

The Blackman Talking Machine Co. started
in business in 1902, and for the past twenty years
has been an active figure in the Victor wholesale
field. J. Newcomb Blackman, president of the
company, is one of the best-known Victor whole-
salers in the country, and is also identified with
many important civic and industrial activities
affecting the talking machine trade and the
country's industries as a whole.

TRAVELER SUCCEEDS AS DEALER

Edward Bristol Building Up Good Brunswick
Business in Rockford, 111.

RocKFORD, III., April 2. — Edward Bristol, who,
after three years of selling experience with the
Brunswick-Balke-Collender Co., opened a re-
tail Brunswick shop of his own in this city, is
meeting with much success and his handsome
shop has become one of the show places and
music centers of the city. Mr. Bristol was forced
to buy a complete shoe stock and sell it out in
order to secure a suitable location for iiis shop,
but his success in that particular location has
justified his trouble.

No matter how carefully you have devised
a system you want your employes to follow,
listen to every suggestion they can give for its
improvement.

XHE ECLIPSE MUSICAL CO.

Wholesale Only Cleveland, Ohio

THE TALKING MACHINE WORLD

April 15, 1921

VQ CALION

V CMore than a Phonograph '

There is one thing you get with
the VocaUon Hne that you can
get with no other Phonograph—
and that is AEOLIAN QUALITY.

Loo^ for the RED RECORD !
THE AEOLIAN COMPANY

AEOLIAN HALL, N. Y.

Distributing Centers, Vocation Products:

The Aeolian Company, Chicago, 111.
The Aeolian Company, San Francisco, Cal.
The Aeolian Company, Cincinnati, O.
The Aeolian Company, St. Louis, Mo.
The Vocalion Company, Boston, Mass.
Philadelphia Show Case Co., Philadelphia, Pa.
Philadelphia Show Case Co., Pittsburgh, Pa.
O. J. DeMoll & Co., Washington, D. C.

Stone Piano Co., Minneapolis, Minn.

Stone Piano Co., Fargo, N. D.

J. W. Crowdus Drug Co., Dallas, Texas.

Lind & Marks Co., Detroit, Mich.

Louisville Music Co., Louisville, Ky.

Guest Piano Company, Burlington, la.

Consolidated Music Co., Salt Lake City, Utah.

D. H. Holmes Company, Ltd., New Orleans, La.

April IS, 1921

THE TALKING MACHINE WORLD

NOTEWORTHY ENTERTAINMENT OF TALKING MACHINE MEN

Annual Get-together Party of Local Retailers' Association the Most Successful of All the Series
— Famous Record Artists and Musical Organizations Participate in Program

The annual banquet and entertainment of The
Talking Machine Men, Inc., the organization of
talking machine retailers of New York and neigh-
boring States of Connecticut and New Jersey,
was held at the Hotel Pennsylvania, New York,
on Tuesday evening, March 29, and was, without
question, the most elaborate and generally suc-
cessful affair of its kind in the history of the
organization.

The entertainment was, of course, the note-
worthy feature of the evening, although the menu
itself was excellent, and the announcement of
the appearance of the dozen or more noted record
artists and recording organizations served to at-
tract a crowd that filled every available table in
the ballroom proper and even spread to the bal-

First came Jean Gordon, Metropolitan Opera
soprano, who scored a triumph all her own. She
was followed by Marion Harris, who aroused
enthusiasm by her characteristic singing of the
latest "blues." Stracciari, noted operatic tenor,
was accorded a most cordial reception and re-
sponded with a generous number of selections.
The Eight Famous Victor Artists, including
Burr, Murray, Silver, Van Eps, Banta, Croxton,
Campbell and Meyer, were hailed as old friends
by the talking machine men and responded with
an entertaining series of monologues, solo, trio
and quartet selections.

During the evening the Van Eps Quintet and
the All-Star Trio, both organizations being fa-
miliar to dancers throughout the country through

& Sheridan, whose records have become so popu-
lar, also added to the quality of the program.

The record crowd of talking machine men and
their friends made a brilliant assemblage and the
plans for the evening went through without a
hitch. There were no speeches, even though some
leading members of the industry were present,
and the entire evening was given over to one
round of pleasure.

Particular credit is due to the committee for
the manner in which the elaborate details of the
affair were conceived and carried out to the
satisfaction of everyone— in itself no small prob-
lem. The committee in charge of the affair in-
cluded Messrs. Gibbons, Riddle, Kurtz, Lazarus,
Brown, Davin, Galuchi, Perkins, Abelowitz and
Yeager, and they had a busy time both before
and during the entertainment.

The program in itself reflected considerable
ingenuity, being a triangular affair with a cover
representing the insignia of the organization and

Dancers

cony. From 7.30 o'clock to long after midnight
there was a continuous round of music and en-
tertainment— -vocal selections that delighted the
ear and dance music of the sort that kept the
disciples of Terpsichore on their feet almost con-
tinuously, and sent them home dead tired, but
happy.

The guests filed into the banquet hall to the
accompaniment of the music of Van Eps Quin-
tet, and hardly had they been seated when the
Columbia Saxophone Sextet marched in and of-
fered an extended and first-hand demonstration
of the sort of music that can be produced by
saxophones in the hands of experts. At inter-
vals, during and after the dinner, there appeared
a number of prominent and popular record ar-
tists who volunteered their services through the
courtesy of the various record manufacturers.

at Armual Entertainment of Talking Machine

the medium of their many popular records, alter-
nated in providing a practically continuous flow
of dance music of the sort that kept the majoritj^
of the diners on their feet and made them forget
that hot meats were getting cold or that courses
were being carried in and taken away untouched
because dancing was more important than eating
at the moment.

One of the big sensations of the evening came
shortly after ten o'clock when Paul Whiteman
and his famous orchestra from the Palais Royale
marched in amid unbounded enthusiasm and for
over a half hour furnished a continuous round
of dance music, played in the manner for which
the Whiteman Orchestra is noted. When White-
man left those who tried to keep up with his
music knew that they had been dancing.

Richard Bonelli, famous baritone, and Lynch

Men, Inc.

with the menu and a list of musical events pre-
sented in an original manner. This year's com-
mittee produced results that offer committees in
the future a high mark to shoot at.

During the course of the evening there were
a number of souvenirs distributed by various con-
cerns, including a convenient leather bill fold
from the Reflexo Products Co., an attractive pow-
der box and mirror for the ladies from the
Reincke-EUis Co., and a handy, boxed tape meas-
ure from the Cirola Phonograph Corp., and bal-
loons and hats from the Cabinet & Accessories
Co. J. J. Davi.i also attracted attention with his
original endorsement of Lydia Pinkham's Com-
pound.

From every angle it was a great evening — one
tliat will long be remembered by the local talk-
ing machine trade.

Needle op Tke

A Near Permanent Needle

Century

A CACTUS NEEDLE
THAT
SELLS ITSELF

Produces clear, soft, natural tones;
eliminates surface noise; brings
out all subtle details of the music,
and preserves the records.

Needles can be repointed on
sharpener enclosed in package, so
that each needle will play an in-
definite number of records.

ATTRACTIVE INDUCE-
MENTS MADE TO JOBBERS

For Samples and Particulars
Write to

THE PERMO COMPANY

4215 TERRACE ST.,
OAKLAND, CALIFORNIA

THE TALKING MACHINE WORLD

April 15, 1921

GRANBY CAMPAIGN IN NEW YORK

HE IS "A CHIP OF THE OLD BLOCK"

PLANNING FOR FILM OPERAS

Some Striking Advertising Featiiring Granby
Phonograph Published in New York Times —
Forty New Metropolitan Dealers Appointed

The Granby phonograph is now firmly estab-
lished in New York Citj' and vicinity. An in-
tensive campaign, imder the direction of M. Mil-
ton Roemer, metropolitan distributor, with the
co-operation of H. H. Schumaker, E. C. Howard
and Harry Coplan, of the Granby Phonograph
Corp., of Norfolk, Va., has culminated in over
forty dealers taking on the Granby representa-
tion in this district. As was announced pre-
viousl}^ it was found necessary to establish a
local warehouse in New York City to pro%'ide
the maximum of service for the constantly in-
creasing number of Granby retailers.

The Granby phonograph is also receiving
much publicity in conjunction with this big sales
campaign. One Brooklyn dealer bought a whole
page in a local paper to announce that he had
taken on the Granby line. Other dealers are
also featuring the Granby phonograph strongly
in their newspaper advertising. A particularly
impressive announcement of the Granby phono-
graph and its many merits appeared in the Sun-
day edition of the New York Times March 27,
wherein the announcement of the Granbj' phono-
graph appeared, together with a score or more
cl smaller advertisements bearing the signatures
of various dealers. The key advertisement, oc-
cupying a half-page, told in an attractive man-
ner of the Granby phonograph and was illus-
trated by cuts showng the entire Granby line.
There was also included a partial list of Granby
dealers, as well as the name and address of the
distributor of the district, Mr. Roemer. This
publicity has already had a favorable effect upon
Granbj^ sales in the metropolitan district and was
but a forerunner of the intensive sales campaign
to be conducted hy the Granby Phonograph
Corp., its distributors and dealers.

GOOD REPORT FROM UDELL WORKS

Steady Increase in Volume of Shipments Thus
Far This Year

Indianapolis, Ind., March 29. — Tom Griffith,
sales manager of the Udell Works, prominent
manufacturers of talking machine records and
music roll cabinets, makes an encouraging re-
port regarding the return of that company's
business to a normal basis. February shipments,
he states, showed an increase of over 50 per cent
over those of Januar3'-, and shipments thus far
in March indicate that the same proportion
of increase will hold good this month over
February.

"The truth of the matter is that things look
much better to us right now than they have
for the past six months," said Mr. Griffith, "and
it is just going to be a question of everyone
keeping his feet on the ground and we will
come out of the experience of the last few
months on a much saner and healthier basis."

Dick Harris Enjoys Victor Records With the
Help of "Music Appreciation"

"Music Appreciation" is the title of the book
which is engrossing the attention of Richard
Harris and it is also particularly descriptive of
the photograph itself.

"Dick," Ss he is better known to his many
friends, is the son of Jerome Harris, secretary
of C. Bruno & Son, Inc., Victor distributors,
New York. Like his father, Dick is a lover of
good music and an ardent Victor enthusiast.

Dick Harris and His Music Teacher

One evening recently young Dick obtained a
copy of the Victor educational book, "Music
Appreciation," and became greatly interested in
it. Mr. Harris, Sr., is also of a legal turn of
mind and it took many of his best arguments
to make Dick put the book aside and go to
bed. He is now greatly interested in enjoying
Victor records with the help of "Music Apprecia-
tion" and spends much of his time in this pleas-
urable study.

Mrs. Frances E. Clark, head of the educa-
tional department of the Victor Talking Ma-
chine Co., was much interested in his whole-
t hearted enjoyment of this book and prevailed
upon his parents to have his picture taken while
at his "work."

NEW COLLINGS & CO. TRAVELER

Collings & Co., Victor wholesalers of New-
ark, N. J., announce that R. S. McAdams has
recenth- become a member of the traveling de-
partment of that company.

French Producers to Attempt That Feat in
Effort to Meet American Competition

According to a dispatch from Paris French
motion picture producers, in order to meet Amer-
ican competition, have launched an effort to
produce film operas, the general idea being for
the parts to be sung by singers of the highest
class, while the picture, acted by the best mo-
tion picture talent, unfolds on the screen. The
singers themselves will appear in the Paris pro-
ductions of these opera-movies, while for the
provinces phonograph records made by the
singers \vill be used.

The leading feminine singer selected for this
experiment is Miss Luella Meluis, a young Amer-
ican coloratura soprano, who has captivated
French critics in Monte Carlo and Nice re-
cently. Jean de Reszke, it is said, has hailed
her as the American Patti.

BUILDING NEW DISPLAY ROOMS

L. A. Kichler Co. Will Display Line of Valances
in New Display Rooms in Executive Offices

Clevela.\d, O., April 8. — The L. A. Kichler Co.,
of this city, manufacturer of valances for talk-
ing machine dealers, is now renovating its fac-
tory and executive offices at .717 Lakeside ave-
nue, N. W., and, according to present plans, at-
tractive showrooms for the display of its prod-
ucts will be completed in the course of the ne.xt
few days. The rearrangement of the factory
calls for the installation of new machinery and
nothing will be left undone to co-operate with
the talking machine dealers.

As soon as the new showrooms are finished,
invitations will be issued to the dealers to call
at the Kichler warerooms, where they will be
given an opportunity to visualize the artistic
value of these valances as applied to talking
machine establishments. The company has at-
tained signal success in the introduction of
Kichler valances, and orders are being received
from dealers in all parts of the country. There
is an individual valance for each standard line
of talking machines, and the trade-marks are
displaA'ed to excellent advantage on these
valances.

RAYBURN CLARK SMITH TO EUROPE

Philadelphia, Pa., April 8. — Rayburn Clark
Smith, president of the Unit Construction Co.,
o; this citj', sailed yesterday on the "Mauretania"
for England. Mr. Smith plans to make a thor-
ough study of the conditions of talking machine
retailing and manufacturing on the Continent
and to look after the foreign interests of his
company. While in London he will visit the
retail warerooms of the Gramophone Co., Ltd.,
in that city, -^vhcre a large and handsome installa-
tion of "Unico" equipment is nearing comple-
tion. Mr. Smith also plans to visit Paris, Brus-
sels and other European capitals while abroad.

Records

Guarantee
Increased Business

INDEPENDENT JOBBING CO., Okeh Distributors, Goldsboro, North Carolina

April 15, 1921

THE TALKING MACHINE WORLD

PHONOGRAPH

Aristocrat of Phonographs

EALERS tell us that the Widdicomb appeals to all and
everyone alike. Primarily, this is due to two main facts :

First: In the Widdicomb Phonograph the Amplifying Tone
Chamber does full justice to the lower as well as to the higher
musical tones. When playing an orchestral record on the Widdi-
comb, the deeper, richer tones are given equal prominence. And
because the Amplifying Tone Qiamber is vibrationless there is
no suggestion of metallic harshness.

Second: The simple grace of all Widdicomb cabinet work de-
picts the fine art of true period interpretation. In this character
of workmanship, where genuine knowledge of art and decoration
is essential, the fame of Widdicomb cabinetmakers is known
broadcast. Yet so subtle is the adaptation that the Widdicomb
is at home in any furniture setting.

Write for latest catalog showing the many styles of Widdicomb
Art Phonographs.

The Widdicomb Furniture Go.

GruP.d Rapids Michigan
Fine Furniture Designers Since 1865

THE TALKING MACHINE WORLD

April 15, 1921

GREETINGS, MAYOR MIDDLETON

Heads Community Where Every Resident Has
Political Job — Principal Object to Play Golf

Camden, N. J., March 30. — New Jersey at last
has the ideal political entitj^ — every resident a
voter and every voter an officeholder, and, for
th€ time being at least, everybod}' happy. The
Camden County Board of Elections to-day re-
ceived returns from Tavistock village, near Had-
donfield, announcing that nineteen votes had
been cast by the millionaire members of the
Haddon Country Club, who decided to incorpo-
rate a village so they could play Sunday golf.
There are exactly nineteen offices to be filled,
elective and appointive.

Frank B. Middleton, secretary of the Victor
Talking Machine Co., was elected Mayor. Other
officers elected were Ludwig Kind, tax collector
and treasurer; J. Edward Fagen, assessor;
James Walker, Harry C. Taylor, John Murphy,
John Dyer, Martin Murphy and Paul Kind, mem-
bers of the Council. Other offices to be filled
are Chief of Police, Borough Clerk, Solicitor,
Fire Chief and Board of Health, which must
have three members.

The plans for the village, in addition to a
$75,000 clubhouse, include homes for many of
the members.

APPOINTS NEW JOBBERS

Deterling Mfg. Co. Making Plans for Active
Trade — Factory Recently Enlarged

Tipton, Ind., April 5. — The Deterling M~fg. Co.,
of this city, manufacturer of Deterling talking
n;achines, has recently established jobbers in
Pittsburgh, Pa., and Cleveland, O., and plans
have been instituted whereby these wholesalers
will be in a position to give the dealers in their
respective territories maximum service and co-
operation. The company is paying particular
attention to the equipment of its factory, and
only recently new machinery was installed so
that every department could be working with
the most up-to-date equipment.

The Deterling Mfg, Co. occupies a modern
plant with an area of 16,000 square feet on the

View of the Deterling Plant

lower floor and 8,000 square feet on the upper
floor. Ph. A. Deterling, manager of the com-
pany, is optimistic regarding the general busi-
ness outlook and feels certain that the com-
pany will more than double its output during
the coming year.

SUFFERS HEAVY WATER DAMAGE

The music store of Frank C. Storck in Long
Branch, N. J., was flooded with water recently
as the result of a fire in the upper stories of the
building in which the store is located. A dozen
talking machines, several hundred records, and
a score of pianos were damaged by water.

KICHLER

VALANCES

especially designed for the windows of the
Talking Machine Dealer. We can reproduce
and embroider any trade-mark and any type of
lettering.

KICHLER VALANCES will improve the
appearance and increase the sales value of your
show windows. Write us for our descriptive
literature.

THE L. A. KICHLER CO.

717 Lakeside Ave. N. W. (Dept. W) CLEVELAND

Eastern Representative — Louis A. Schwarz, 1265 Broadway, New York City

HAVE YOU ACCEPTED CHALLENGE? PSYCHOLOGY OF MUSICAL TALENT

Timely and Encouraging Editorial Published in
the New Brunswick Dispatch

The business era which terminated in the
Fall of 1920, commonly known as the gjeat
sellers' market, was not typically American. The
conditions which prevailed during its ascendancy
were not like those under which American in-
dustry and commerce in the past were spurred to
unprecedented development. But we believe the
time now opening up before us is in every way
like those times which have seen the greatest,
soundest growth of American business. We have
entered a ptaiiod in which only the worth-while
can survive, -r-ixi the. competition which is now
begun, in the adjustments which are taking
place in all forms of enterprise, he who does
not understand the time and who is unwilling
tc meet it fully, fairly and frankly cannot ex-
pect success. But we believe that he who sees
the challenge of opportunity in a condition of
keen competition and welcomes rather than fears
such a condition will reap permanent rewards
such as were granted to its predecessors in fore-
sight and courage in former eras of reconstruc-
tion. We believe it evident that every detail
of the condition now obtaining and which maj'
well continue for twenty years shapes a time of
opportunity for the pathfinders of business.

A new slant will be given to the value of the
usefulness of the talking machine as an educa-
tional agent w^hen it becomes known that suc-
cessful phonograph tests have been conducted
by Professor C. E. Seashore, of Iowa University,
having for their object the determination of
whether or not a child is wasting time taking
music lessons. The facts which he has collected
are published in book form, entitled "The Psy-
cliology of Musical Talent."

Professor W. T. Allison, of the University of -
Manitoba, who was present at a recent gather-
ing of Winnipeg music teachers, at which a
whole morning was devoted to hearing Profes-
sor Seashore's tests explained by Leonard D.
Heaton, one of Winnipeg's leading musicians,
has set down in an interesting way his interpre-
tation of these phonograph tests.

LIFE IS ALL A COMPROMISE

The expert errs when he contests a point
which matters little. Life is all a compromise.
No one is always right. And contests, won or
lost, leave scars.

G. C. McKinnon, Bonifay, Fla., has arranged
to open a new branch store for the sale of the
Edison in Pensacola, Fla.

SPECIAL Record Delivery Envelopes made
of Swede Kraft are offered at $6.75 per
thousand. — The Lewis C. Frank Corporation,
1201 Dime Bank Bldg., Detroit.

April 15, 1921

THE TALKING MACHINE WORLD

ATTRACTIVE WINDOW DISPLAY HOOKED UP WITH OPERA

C. C. Mellor Co. Takes Advantage of the Appearance of Chicago Grand Opera Co. in Pittsburgh
to Call Attention to the Victor Operatic Records Through Special Display

Pittsburgh, Pa., April 8. — That novel and unique
window displays are most useful in attracting
the public was recently demonstrated in a most
satisfactory manner by Fred J. Drake, manager
of the retail Victrola department of the C. C.
Mellor Co. During the week prior to the ad-
vent of the Chicago Grand Opera Co. Mr. Drake

productive of good business results and he
believes that all Victor dealers should take ad-
vantage of similar events to promote business.

A photograph of the window was shown to
Mary Garden during her visit to Pittsburgh with
llie opera company and she complimented Mr.
Drake on his enterprise. It is needless to say

The "Rigoletto" Window of the

conceived the idea of having an elaborate win-
dow display, basing it on one of the operas.
He chose "Rigoletto" and in the large Mellor
show window he had arranged and placed, by
O. B. Dean, one of the Mellor staff, a replica of a
theatre stage on which two of the characters in
"Rigoletto" were performing. It was a novel
undertaking and proved most satisfactory as a
crowd-bringer as well as attracting customers.
At the side of the stage an automatic electric
sign told the story of "Rigoletto" up to a criti-
cal scene, and then the invitation was placarded
for the reader to call inside and secure the full
story of the opera.

Mr. Drake had prepared a small circular in
which an abridged story of "Rigoletto" was
printed. This also contained a list of various
Victor records based on the opera. Mr. Drake
stated that while the outlay took time it was

C. C. MeUor Co. in Pittsburgh

that a Victrola and a number of Victor records
graced the window at the same time the stage
scene was shown.

PLAN "MOTHERS' DAY" CAMPAIGN

The Brunswick dealers throughout the country
liave arranged to co-operate in a special
"Mothers' Day" campaign to start early in May
and come to a climax on May 8, which will be
celebrated as "Mothers' Day" generally. The
Brunswick advertising department has prepared
an impressive series of advertisements for deal-
ers' use in connection with the campaign

Keystone Hall of Music Co., Riverside, Cal.,
has opened a branch store at 620 South Main
street. Corona, Cal. S. W. Seger is manager.
Edison and Brunswick phonographs are handled.

He KENT MASTER ADAPTER

plays ALL RECORDS at their best
on the

EDISON DISC PHONOGRAPH

Write for particulars concerning this, the best
known and largest seller of its kind in the market.
Attractive prices and terms will be quoted you.

WE specialize in attachments for
Edison and Victor machines; also
soundboxes, diamond, sapphire and steel
needles. Drawn brass tone arms made
to order. Tube and pipe bends of all
kinds successfully executed.

F. C. KENT CO. :: specialty Manufacturers

IRVINGTON, N. J.

whose phonograph accessories "win their way by their play"

Factory Representative : LOUIS A. SCHWARZ, Inc., 1265 Broadway, New York City

Everyone wants

v^pr^THE INSTRUMENT OF qUALIT^

STHE INSTRUMENT OF QUALITY
CLEAR AS A BELL

Semi-Permanent

NEEDLES

CUGGEST Sonora Semi-
^ Permanent Needles to
all your record customers.
You'll find that your sales
of these needles will greatly
increase.

Sonora Needles play
many times. Having parallel
sides these needles do not
increase in diameter and con-
sequently they do not wear
the sides of the record
grooves. They thus keep the
records in the best of con-
dition and mcrease their life.

ELach sale of Sonora S. P.
Needles amounts to at least
25c. These are the needles
that give complete satisfac-
tion and that bring you a
good profit.

Keep your stock of
Sonora Sem i-P e r-
m an e nt Needles
complete. Place these
needles in a conspic-
uous, convenient-to-get-
at location. Make it
easy for your customers
to buy.

Loud — Med ium — Soft
25c. per card of 5

(40c. in Canada)

Sonora Phonograph
Company, Inc.

GEORGE E. BRIGHTSON, President
279 Broadway NEW YORK

Canadian Distributors
I. Montagnes & Co.
Toronto

CAUTION!

Beware of timilarly
conttructed needles
of inferior quality.

THE TALKING MACHINE WORLD

April 15, 1921

Manufacturers of
Arietta Phonographs

ROUNTREE CORPORATION, Richmond, Va.

Distributors- of
Emerson Records

Prices Reduced—

ARIETTA tPHONOGRAPHS

Also EMERSON RECORDS

Effective at once the following REDUCED PRICES apply on ARIETTA PHONOGRAPHS;

MODEL

No.

No.
No.
No.

NET PRICE

$32.40
$54.00
$70.20
$81.00

FORMER LIST PRICE

$70.00
$115.00
$150.00
$175.00

PRESENT LIST PRICE

$60.00
$100.00
$130.00
$150.00

These reductions definitel)^ answer
the buying public's demand
for lower prices and bring the
ARIETTA down to the lowest
scale of any strictly high-grade
machine.

indicated in List
the dealer the same
percentage of profit as

Prices, allowing
liberal

formerly.

Reductions in wholesale
in proportion to the

prices are
reductions

Now, more than ever before, you
need the ARIETTA. The lowered
prices mean more sales, MORE
PROFITS. Write today for our
exclusive agency proposition.

Arietta — Model I

Model III

EMERSON MAY RECORDS— NOW READY!

Reductions on all EMERSON RECORDS now in effect:
All lO-inch Records Now 85c. All 12-inch Records Now $1.25

(List prices subject to usual trade discount).

Releases for May now ready for delivery. We carry large stocks and make immediate shipment.

Wire your order — or write for list.

All Phonograph Accessories Reduced !

ROUNTREE CORPORATION

Manufacturers of
ARIETTA PHONOGRAPHS

Distributors of
EMERSON RECORDS

PHONOGRAPH

Richmond, Virginia

April IS, 1921

THE TALKING MACHINE WORLD

Have You The Right To The

THE only man who can offer
the ACTUELLE to his cus-
tomers is the Pathe dealer.

The significance of this is the fact
that there is no substitute for the
ACTUELLE. You cannot palm
off anything else on a man who wants
an ACTUELLE. There is nothing
else that either looks or listens like it.
The customer knows this.

To the merchant with real business
sense there is no need to argue the
enormous strength and prestige of
such a proposition. It's plain for all
to see.

Have you the right to the ACT-
UELLE?

If you have not, the question for
you to decide is not "Is it worth
while?" — but

Can You Afford To

Do Without It?

Pathe Freres Phonograph Company

10-56 GRAND AVE.

BROOKLYN, N. Y.

THE TALKING MACHINE WORLD

April 15, 1921

Nestle In Yq

%UCAA/'tOO J^J^oMr
V^ITHA^ FEIST SO/^&. "

ALULLABV
FOX-TBO'

PubMedbyLEO.FEISTInc.
FEIST B%MC.

MEETINGS OF EDISON JOBBERS

Important Sales Conferences Held in Chicago
and New Orleans — Financial Situation Im-
proving, Says William Maxwell

Edison jobbers and jobbers' travelers held
two important sales meetings in March, at the
Hotel Blackstone, Chicago, 111., and at the Hotel
Grunewald, New Orleans, La. William Max-
well, vice-president, and J. B. Gregg, advertis-
ing manager, of the Edison Laboratories, at-
tended both of these meetings.

The conference in Chicago was given over to
an animated discussion of the business cam-
paign for 1921. It was decided that one of the
most important things to do at the present
time was to stimulate fuller development in
dealers' sales organizations, to encourage the
training of new, competent salesmen, and to
urge the redoubling of effort all along the line
to overcome those too easily discouraged by
rumors and ghosts of rumors of tight monej^
and a "buyers' strike." All agreed that a great
effort should be made to impress every Edison
dealer with the idea that a man cannot grow big
without surrounding himself with competent
aides and delegating authority to them. As,Mr.
Maxwell put it:

^^'hy are there so many small businesses, and
so few large ones? I think the answer is be-
cause so many business men will not let their
business get bigger than they are. If an Edi-
son dealer surrounds himself with four good

men, he ought to be four times as big a man
as he would be if he did not have any men."

The Mood Change Chart and Mood Change
Parties were thoroughly discussed, and, judg-
ing from reports received, all indications point
to a- most remarkable success for that cam-
paign. In conjunction with this discussion a
Mood Change test was made immediatel}' after
luncheon on the afternoon of the second day's
session. Four selections were plaj'ed, and of
all those present undergoing the musical experi-
ment only three failed to have any definite
reaction.

Jobbers and jobbers' travelers present at the
Chicago sessions were:

M. M. Blackman, H. A. Bailey, C. A. Rey-
nolds. O. M. Fisk. C. L. Smith, W. L. High-
tower, E. L. Youse, Kansas City; M. Silver-
stone, J. A. Schlichter, Paul Gold, O. A. Rey-
nolds, St. Louis; R. B. Ailing, S. H. Buck, A.
C. Colwell, M. E. Mikesell, Detroit; L. N.
Bloom, E. S. Herschberger, R. C. Goss, M. P.
Kreusch, Cleveland; F. K. Babson, E. C. Hill,
L. A. Sutfin, W. C. Eckhardt, Chicago; W. E.
Kipp, W. O. Hopkins, H. G. Anderson, L. P.
Brock, H. C. Anderson, W. A. McDowell,
Indianapolis; W. A. Schmidt, G. A.. Sholes,
Milwaukee; L. H. Lucker, A. L. Toepel, L. R.
Sours, H. F. Freese, W. A. Lucker, M. H. Lowy,
G. H. Compton, G. Hocum, H. E. Stinchfield,
Minneapolis; D. W. Shultz, K. R. Moses, H.
R. Holmes, Omaha; H. Blish, F. R. William-
son, E. C. Horne, Des Moines; A. E. Abraham-
son, W. E. Morgan, Sioux City; P. H. Oelman,

R. T. Carroll, P. P. Bassett, W. A. Lynch, Cin-
cinnati; H. M. S.vartz, E. J. Condon, H. C.
Trader, J. K. Nichol, Pittsburgh.

The New Orleans Conference

The meeting at the Hotel Grunewald, in New
Orleans, was also a two-day affair. Most of
the ground covered at the Chicago session was
also gone over at New Orleans. Emphasis was
again laid on the need for developing new sales-
men, and for exploiting the Mood Change
Chart to the fullest extent.

Financial conditions in the South were cited
as militating against the employment of addi-
tional salesmen, but Mr. Maxwell was of the
opinion that the banking situation will continue
to improve, and he felt that, by the time demon-
strators could be developed into salesmen, credit
would likely be considerably easier; and he
pointed out, also, that in every locality there are
some people who have actual cash to spend, and
that if dealers and their salesmen would con-
centrate on this class for the next few months
the consequences of the present banking situa-
tion would be considerably minimized.

Those present at the New Orleans session
were: A. H. Curry, B. A. Ward, J. K. Patter-
son, O. P. Curry, A. C. Dennis, Dallas; L. T.
Donnelly, J. W. Stromberg, A. Schreiber, N.
Schreiber, B. B. Wiggins, Jr., F. S. Hemenway,
A. W. Berdon, New Orleans; E. F. Parr, F.
O. Brown, A. C. Witherington, Atlanta; J. J.
Callahan, Edison Laboratories.

Both the conferences at Chicago and New
Orleans were unanimously voted as being
the liveliest and most fruitful that had been
witnessed in a long time by those who at-
tended them.

NEW JERSEY VICTOR MEN MEET

Monthly Luncheon and Meeting Held This
Week at Robert Treat Hotel, Newark

The Victor retailers of New Jersey held their
monthly luncheon and meeting at the Robert
'JVeat Hotel, Newark, N. J., on Tuesda}', March
15. During the luncheon those who were
present were entertained by talent furnished by
the two large department stores of the city.

James Sheridan, a well-known tenor and a
member of the staff of Hahne & Co.'s talking
machine department, sang "The Barefoot Trail"
and several other selections.

From the Bamberger store Miss Beatrice
Ficot, soprano, sang a selection from "Apple
Blossoms" and, upon encore, several other num-
bers. Miss Anna Schatz was her accompanist.
Paul Meinart, also of Bamberger's, who is
almost totally blind, sang and played several
humorous numbers.

Following the luncheon the business session
of the organization was then called to order and
several questions of importance were taken up
for discussion.

Mrs. C. J. Bird and Mrs. Louis Meyer have
opened a record exchange shop at 10 East Sixth
street, Chattanooga, Tenn.

VELVET COVERED TURNTABLES

ADD TO THE QUALITY OF MACHINES

THE BEST TALKING MACHINES ARE EQUIPPED WITH

A. W. B. BOULEVARD VELVETS

GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION

WRITE FOR SAMPLES AND PRICES

A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York

ESTABLISHED 1845

The Talking Machine World, New York, April 15, 1921

QUALITY

Li 1 1 1 1 1 1 1 1 1 1 ■ 1 1 1 1 1,1 1 1 1 1 1 1 1 ' ,

Motor

No. 77

Noiseless^ powerf ul^ steady and con-
tinuous— the "backbone" of all

HONEMAN
QUALITY MOTORS

General Phonograph Corporation

OTTO HEINEMAN, Pres.

25 West 45th Street - - - New York

HEINEMAN

MEISSELBACH

II-

April 15, 1921

THE TALKING MACHINE WORLD

PERTINENT INDUSTRIAL FACTS

Otto Heineman, President of General Phono-
graph Corp., Gives Interesting Resume of Re-
cent Trip — Canadian Business Outlook Very
Satisfactory — Elyria Plant at Maximum Work-
ing Efficiency — Okeh Records Gain in Favor

Otto Heineman, president of the General
Phonograph Corp., returned recently from a
two weeks' trip, which included a visit to the
company's Canadian branch and factory, the
factories at Elyria, O., and a visit to Cleveland.
While in Canada Mr. Heineman conferred with
C. T. Pott, general manager of the company's

reached there safely and had been installed. A
tremendous amount of machinery was sent to
Elyria from the East, comprising fifty-one solid
carloads, and it took considerable time to set
it up properly and place it in efficient working
condition.

The Elyria plant of the General Phonograph
Corp. is generally recognized as the largest and
most complete plant in the world devoted to mo-
tor production and the manufacture of incidental
products. Every department is working on a
basis of maximum efficiency, and A. G. Bean,
vice-president of the General Phonograph Corp.,
who is in . charge of Elyria manufacturing, has
been congratulated upon the ideal working con-
ditions which characterize every detail of the
Elyria plant. Mr. Heineman found the Elyria
factory showing a marked increase in activities
and all of the production executives keyed up
for the handling of a healthy and substantial
business.

There is also being manufactured at the Ely-
ria factory a complete line of Meisselbach fish-
ing reels. This branch of the business is grow-
ing by leaps and bounds, reflecting the prestige
and position of these products in this particu-
lar field, and emphasizing the fact that, notwith-
standing the unsettled industrial situation, the
buying public is getting ready to enjoy outdoor
life during the Spring and Summer months.

At Cleveland Mr. Heineman conferred with
the Okeh jobber in that city, the Kennedy-
Green Co., and was gratified to learn that this
jobber is very enthusiastic regarding the sale of
Okeh records, and is making plans for an aggres-
sive sales campaign.

The trade-mark
of the Victor is
"His Master's
Voice," while
the tone of the
Victor is "The
Master's Voice."

BRUNO

REORGANIZATION IN COLUMBUS, GA.

Music Shop, Inc., Has Capital Stock Increased
to $25,000— New Officers Elected

A. D. GEISSLER ON PACIFIC COAST

Otto Heineman

Canadian interests, and also spent some time at
the factory in Kitchener, Ont.

In a chat with The World Mr. Heineman
stated that Canadian business conditions are
showing a steady improvement, and as the in-
dustrial fluctuations^ are not as marked as in
this country they do not exercise such a no-
ticeable influence on the country as a whole.
Very few Canadian manufacturers of talking
machines are overstocked, and at the present
time the talking machine industry in Canada,
comparatively speaking, is in a much better
position than the trade in this country. The
manufacturers are optimistic regarding the out-
look, and are making plans to take care of an
active and healthy 1921 trade.

At the Elyria factory Mr. Heineman was
gratified to learn that all of the machinery which
had been shipped from the Newark plant had

Arthur D. Geissler,^president of the New York
Talking Machine Co. and the Chicago Talking
^^achine Co., Victor wholesalers, left recently
on a trip to the Pacific Coast. Mr. Geissler
is accompanied on this trip by Mrs. Geissler,
and, according to present plans, will spend some
time at San Francisco visiting the latter's par-
ents. It is also probable that Mr. Geissler will
visit some of his many business friends on the
Pacific Coast prior to his return to the New
York headquarters.

The Music Shop, Inc., Columbus, Ga., has
been reorganized and the capital increased from
$5,000 to $25,000. H. C. Smith has been elected
president of the company; Meyer A. Goldstein,
vice-president, and C. M. Bass, secretary-treas-
urer. These three, with Columbus Roberts, E.
M. Levison, V. J. Pekor, J. A. Brooks and J. T.
Montohief, constitute the board of directors.
T. R. Chestnutt has been appointed sales man-
ager. The company is now looking for a new lo-
cation. All kinds of musical instruments are han-
dled, including pianos, players, talking machines,
records and sheet music.

LOCAL INTERESTS BUY BUSINESS

BUYS STORE IN HEMPSTEAD, N. Y.

J. D. Braunstein, of Mineola, recently pur-
chased from Mrs. Gusta Springmann the build-
ing and stock of musical goods, particularly
phonographs, at 35 Main street, Hempstead, L.
I., N. Y. The new owner plans to remodel the
store.

The Morgantown Music Co. has been organ-
ized in Morgantown, W. Va., with capital stock
of $10,000, to take over the business of the Mor-
gantown Music Center, at 450 High street, for-
merly operated by C. E. Watson and R. W.
Harkness. The incorporators are: L. M. and
R. W. Cox, Paul and N. J. Bayles and E. B.
Corey. Paul Bayles will be general manager.

Rnd f/icr&vrd that you mcd
Wiffi all convenknce.Joy
andspeed

M\At fMVlUJPE

4TrSU PLACr
[ll.OOKl.Vtl NV

Here is the new

Record Index
Envelope

This envelope fills an urgent need. It is designed for shelf-style
cabinets, enabling the operator to find quickly and conveniently any
record desired. Supplied in either heavy green or brown kraft —
tough and durable. Packed in boxes containing 100 envelopes.

Sets of 100 neatly designed alphabets, gummed and perforated for
indexing, also supplied at attractive prices.

For further information address

P. L. ANDREWS CORPORATION

Irving Avenue & Troutman Street Brooklyn, N. Y.

Manufacturers

Disc Record Envelopes Delivery Bags Needle Envelopes

THE TALKING MACHINE WORLD

April IS, 1921

HALL

NEEDLES 11

V.S. PATENT

Fears Afterward

When the talking machine has become a
fixture in the home and the shelves are
filled with records, the merits of the fibre
needle become most strikingly evident.

They mean an instrument still with a
voice, with all the original charm of its
music retained.

Think what this means in the greater
popularization of the talking machine!

— ^And the continued sale of records, year

in, year out!

HALL MANUFACTURING CO.

(Successors to B & H Mfg. Co.)

33-35 W. Kinzie St., Chicago, 111.

April IS, 1921

THE TALKING MACHINE WORLD

SSSJAlKINSIilACHIN

[Editor's Note; — This is the sixth of a new series of
articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is orie of great interest and we commend these articles to the
consideration of all who are devoting attention to the featur-
ing and developing of the musical possibilities of the talking
machine.]

LESSONS FROM THE CONFERENCE

A good deal of interest will be stirred up
among the readers of this magazine by the
stories which appear on other pages describing
the Educational Conference between members
of the Victor Co.'s educational department and
a group of mid-Western Victor distributors and
allied interests, which was held in Chicago dur-
ing the last days of March. The subject matter
of the conference has received a great deal of
attention, and it might be supposed that further
reference to it is superfluous, but this is not so.
For the facts which emerge from the conference
are far more than commercial, far more than
merely interesting to the Victor Co., and to
those who are allied with that institution. They
are definitely and immediately valuable to every
person who is occupied with any phase of the
talking machine business. Moreover, they touch
its musical aspects at all points.

The True Interest

But we shall not say the obvious things. That
in which we are interested is not at all the mat-
ter of the personalities of the gathering, the
advertising value of the educational work, or
even the manner in which the schools are being
assisted to bring music to the ears and hearts
of millions of children. We have another row
to hoe, another ax to grind.

Here is the point we would develop: To every
person who attended this Educational Confer-
ence, to the representatives of this magazine
especially who were privileged to be present,
the overpowering impression from first to last
must have been that of wonder. It was wonderful
to see that the talking machine is being used
for such a bewildering variety of musical uses.
It was wonderful to reflect that this work is
introducing music to the children of the land
through the medium of a machine which has
as good a place in the humblest home as it has
in the palace, and which is much the same ma-
chine in either case. It was wonderful to realize
that up to the present time, in spite of all this,
the trade at large has sold talking machines in
so shamefully narrow a way.

What We Don't Appreciate
This Victor meeting showed a great many
things. To the present writer and to many
others it plainly showed that we have not half
appreciated what are the possibilities for bring-
ing music to the masses of the people. Let us

for a moment eliminate the Victor Co. from all
consideration in this matter. Let us simply
think of what is actually now being done by
means of the talking machine to bring music
to the children of the country. Though it be
the Victor organization which has pictured the
facts for us more vividly than others, let us
leave that point alone. We shall concentrate
our thought on the point that the talking ma-
chine is at the present moment the first among
agencies for bringing systematic good music
to the ears and hearts of the children who form
more than half of the fifty millions of dwellers
in rural and small-town communities.

What a Hold We Have

This is a fact of really enormous importance.
It is of such importance to us of the trade
because it shows us what a tremendous hold we
can have upon the hearts of all the people if
only we care to set about gaining that hold in
a sensible sort of way. The matter is, after all,
very simple. It comes to this, that the educa-
tional work which is being done in the schools
is bringing to millions (literally so) of children
an otherwise unattainable knowledge of, fa-
miliarity with, and desire for, the best in music.
Now, these children will soon be grown up, and
meanwhile they are bound to influence their
parents to a greater or less degree. In conse-
quence, there is seen to be brought into exist-
ence, whether we do anything about it or not,
a mass of influence in favor of the talking ma-
chine. It is up to us to take advantage of it.

But how? Obviously this interest in the ma-
chine is only secondary. The machine is a
medium, and a medium only. The real primary
niterest is in the music. And that is the point.
Music First, Machine Second

These millions of children are learning to be
interested in the music they are coming to hear,
to sing, to know by heart, to love. In so far as
they think of a machine at all, they think of it
as merely the intervening medium. It is per-
fectly obvious therefore that any work done
in the community by the merchant, based on
the consciousness that the talking machine plays
a part in community education, must be done
primarily from the musical point of view. It
will be absolutely necessary, if due advantage
is to be taken of the educational work now be-
ing done, for the merchant to take the musical
point of view. He will represent in his com-
munity the same opportunity for music which
the school, through its use of the talking ma-
chine, represents to the school children. He
will have to make his place of business a place
of music. He will have to stress the music,
to the comparative submergence of all other
sides of the business.

There are practical ways for doing this.
These may be summarized as grouping into
(1) judicious advertising; (2) high-grade record
and demonstration service in the store, and (3)
musical merchandising ideas of a high order.

In the first place, the matter of advertising
means that the merchant must stress the idea
of music, not of machines, prices or terms. He
must impress on his community day in and day
out that his place of business is the place where
music is to be heard, selected, demonstrated and
bought from morning to night. Record bulle-
tins must be featured, and whenever a recital
comes to town, or is given by local talent, the
corresponding records, if they exist in any cases,
should be featured.

Personal Service

In the second place, it is necessary to build
up personal record service in the store. Talk-
ing machine salesmanship is really the process
of interesting persons in records, in music, in
what the machine gives, and not in the machine
itself. Price and style are secondary matters,
and are not likely even to be thought of se-
riously in comparison with musical values. The
big job is to build up personal service through
a staff of musically educated and musically in-
terested sales men and women. It is not im-
possible for a merchant to do this, but he must
be willing to admit at the beginning that the
task will call for patience and forbearance.
The Ideal Service

The ideal sales service is the service which
takes the customer into pleasant surroundings,
ascertains that customer's ideas as to music,
and tactfully places before him or her that which
he or she will like, leading skilfully the unformed
taste to better and better ideas. Such a service
is 75 per cent of the art of salesmanship. Estab-
lish the selling of records scientifically and there
will be very little need for worrying about sell-
ing machines. Anybody can do the second when
the first is done.

Lastly, musical merchandising ideas must be
the constant thought of the merchant himself.
On the ingenuity he displays during the year
to come in building up and putting into play
new and skilled ideas in merchandising will his
success depend. They must be musical ideas,
too, in their essence.

A Final Admonition

Let this final thought, then, close our discus-
sion :

There is an enormous influence in process of
building up for the benefit of all who deal in
the talking machine. That process, however,
is musical, and only by musical work can it
be made efiicient or in the least valuable. Music
is what we sell. Let us never forget it.

KIEFER-

STEWART

CO.

INDIANAPOLIS, IND.

Capitol Ave. and G.eorgia St.

Records

The Record of Quality

THE TALKING MACHINE WORLD

April 15, 1921

COLUMBIA PAINTING WINS FIRST

'Carmen" Design Used Extensively in Colum-
bia Advertising Wins First Prize at Exhibition
— Keen Competition for Coveted Honor

At the first annual exhibition by the Art Di-
rectors' Club of New York, held recently in
the galleries of the National Arts Club, the
first prize for the best work of art in color pro-

Columbia

Records

The Painting That Won First Prize

duced for advertising purposes during the last
two years was awarded to Wilmot E. Heitland's
painting of "Carmen" for the Columbia Grapho-
phone Co., placed on exhibition by the Geo.

Batten Co., the advertising agency handHng the
Columbia account.

The pictures shown in this exhibition were the
committee's choice of approximately 300 from
many thousands submitted by all the best-known
artists in this country who
lend their genius to adver-
tising. To show the sort
of competition which Mr.
Heitland's painting was
obliged to meet, honorable
mention for works of art
in color was awarded to
Maxfield Parrish's "Prim-
itive Man," made for the
Edison Lamp Works; to
C. C. Beall's American
Piano Co.'s advertisement,
placed by the Bricka-Ford
Co.; to J. C. Teyendecker's Arrow Collar adver-
tisement for Cluett, Peabody & Co., and to Dean
Cornwall's Andrew Jergens Co.'s advertisement,
placed by the J. Walter Thompson Co.— all of
which possessed great merits.

The Jury of Awards consisted of Richard J.
Walsh, chairman, former president of the Art
Directors' Club and in charge of copy and art for

Barrows and Richardson; Edwin H. Blashfield,
who is without doubt the most famous mural
painter in the world to-day; Charles Dana Gib-
son, the famous artist, owner of Life, whose
line drawings and attractive girls are known and

Medal Awarded the Winner

admired all over the viorld; Professor Arthur
W. Dow, the well-known teacher of pictorial
composition and design; Robert Henri, noted
portrait painter and teacher of art, and Joseph
Pennell, foremost master of pen and ink in
America. The first prize for color was a bronze
medal designed by Paul Alanship, the famous
sculptor.

NEW STORE IN SALT LAKE CITY

Consolidated Music Co. Opens New Headquar-
ters on Main Street — Steinway and Duo-Art
Lines Featured, as Well as Small Goods

Salt Lake City, Utah, April 3. — The Con-
solidated Music Co. recently opened a hew re-
tail store in this city at 48-50 Main street, oc-
cupying a remodeled, modern building of two
stories and basement, having more than 35,000
square feet of floor space. The main floor is
occupied 'oy the band and orchestra instrument
department, as well as the sheet music depart-
ment, each department being well equipped and
containing complete lines. Demonstration
rooms for talking machines have also been in-

stalled on the first floor, with some additional
display space on the 'second floor. The piano
department occupies the largest portion of the
second floor, the decorations and furnishings
harmonizing with the high-class lines carried by
the concern, among them being Steinway, Kurtz-
mann and Duo-Art instruments. A full line of
automatic instruments for motion picture
houses, theatres and dance halls is also carried
by the concern, a feature of the store being a
' repair department where instruments of all
kinds can be remodeled and put into excellent
condition. The Consolidated Music Co. was
established in 1862, the officers being Alonzo B.
Irvine, president; L. W. Snow, vice-president;
W. S. McCormick, treasurer, and Royal W.
Daynes, secretary and general manager.

3?eHOWE

April IS, 1921

THE TALKING MACHINE WORLD

[illilil]lkZ4lfiilHH]irt|

The Steger Phonograph ^
is Your Big Opportunity

ITS distinction in the phonograph
world is supported and emphasized
by its marvelous ability to play all
records correctly — no parts to change.

The wonderful Steger tone chamber
of even-grained spruce and the patented
adjustable tone arm make perfect ren-
dition of every disc record certain.

The tones that issue from the Steger
are true echoes of the human voice or
instrumental skill of the master.

The ornamental side of the Steger
pleases the critical eye. The different
style cabinets show rare skill in design
and workmanship.

We prepare the way for each Steger
sale by our extensive advertising cam-
paign. It makes each sale easier for
you. The Steger is half sold when a
customer comes into your store.

Explain how different, how superior
it is. Play it and you will find how
the wonderful music helps the sale to
a successful consummation. Build up
your phonograph business with the
beautiful Steger.

Desirable territory open.

Write for Steger proposition and
Steger Phonograph Style Brochure
Today.

Phonograph Division

STEGER 8C SONS

Piano Manufacturing Company

Steger Building, - - CHICAGO, ILL.

Factories: Steger, IlKnois, where the "Lincoln"
and "Dixie" Highways meet.

*'// it*saStes,er~'it*s the most valuabte Piano in the world. "

THE TALKING MACHINE WORLD

April 15, 1921

CABLJS ADDRESS REG'D
'TIIxASSE— PHH.A."

THE MARK OF

ANY{

Size

Quantity
Quality

SERVICE AND

LONG DISTANCE 'FHONK

BARING 535

SATISFACTION

Quotation

Delivery

Product

}RIGHT

Phonographically Speaking They Talk For Themselves

IMICO INDIA RUBY
MICA DIAPHRAGMS

INTERNATIONAL MICA COMPANY "'"'"■i';"^"

INTERNATIONAL MICA CO., 106-110 W. Lake St., Chicago, Illinois

WALTER S. GRAY
SAN rRANCISCO, CAL.

RAYSOLO SALES CO.
LANCASTER, PA.

FACTORY AND SALES DEPT.,
37TH AND RRANDYWINE STS.,
WEST PHILA., PA.

INTERNATIONAL MICA CO.
101 a-BLUFF
YOKOHAMA, JAPAN

STEINOLA COMPANY
Kansas City, Mo.

LAKESIDE SUPPLY CO.
416 SOUTH DEARBORN ST.
CHICAGO, ILLINOIS

S^Write for "IMICO" representation in your territory — domestic or foreign. Special facilities for Export Business

"IMICO" and "SERVICE" are SYNONYMOUS

GOOD REASONS FOR OPTIMISM IN CINCINNATI TRADE

Great Business Month Closed— Shipping Goods by All- Water Freight— W. T. Haddon Tells of Prog-
ress— Columbia Activities — Edison Co. Analyzes Business — Baldwin Force Increased — Other News

Cincinnati, O., April 8. — Reports received from
dealers throughout this territory indicate an
encouraging increase in the sale of talking
machines and records. Several of the Cincin-
nati branch houses say the past month has been
exceptionally good and the business has shown
quite an increase. A recent event of special
interest to shippers was the all-water freight
shipment from this city to the Pacific Coast,
which included 150 talking machines shipped
by the Starr Piano Co. of Richmond. The com-
pany sent the machines down from Richmond
in its own trucks and loaded them on the "Queen
City" at the Cincinnati wharf. They were taken
to New Orleans by the river boat and from
there transferred to an ocean-going vessel for
the trip through the Panama Canal. This
method of shipping by water will greatly reduce
the cost of shipments to Pacific Coast points
and will be taken advantage of by many of the
musical instrument dealers in the future.
How Time and Money Are Saved

The Ohio Talking Machine Co. has long used
the river for shipping Victors to points both up
and down, and Vice-president A. H. Bates states
that the rates are not only one-third less, but
that they practically get overnight service, mak-
ing it equally as good as express service at
nothing like the cost. Mr. Bates reports a
very good month's business and declares the
outlook is getting very much brighter for future
business. Things are still a long way from
normal, he states, but getting better rapidly.
C. H. North, secretary of the Ohio Talking
Machine Co., stopped over for a short visit
en route home from a trip through the South,
having visited points in Kentucky, northern
Tennessee and West Virginia. He found busi-
ness satisfactory in most of these sections, and
in some places very good. A new agency for

the Victor was established at St. Marys, W. Va.
40 Per Cent Increase in March

In a chat with The World W. T. Haddon,
president of the Ohio Talking Machine Co., of
this city, Victor wholesaler, stated that the com-
pany's sales figures for March showed a 40 per
cent increase over the sales totals for February.
Mr. Haddon is naturally gratified at these fig-
ures, particularly as they indicate that Victrola
dealers in this territory are closing a healthy,
substantial business and have good reason to
b(? optimistic in their predictions for the future.
Mr. Haddon states that those dealers who are
going out after business are getting it, but that
the dealers who are content to remain in their
establishments and wait for business to be
handed to them are complaining as to the gen-
eral business situation.

Columbia Co.'s Active Campaign

E. M. Shute, assistant manager of the Colum-
bia Graphophone Co., saj^s that the dealers have
been quick to take advantage of the reductions
very recently made to pre-war prices and the
warerooms are being cleaned out rapidly. A
large room they had rented and fully expected
to keep filled up for several .months is being
cleared out in record time owing to the demand
since these reductions went into effect, he added.
The house-to-house drive for machines and
records, which is being carried on through
its agents, is proving most satisfactory and
getting excellent results. One novel feature
of this campaign is the use of the rural mail
carriers who give only a part of their time to
the Government work. These men are usually
well fitted for work of this kind, Mr. Shute
points out, because they have become very fa-
miliar with every home along their routes and
learn where the best prospects maj' be found
and also their abilitj' to buy talking machines.

Some of the carriers who have taken up the
work are meeting with remarkable success, he
says. Among the new agencies established dur-
ing the month by the Columbia Co. were: Willie
Conds & Bro., Sassafras, Ky.; Hillsboro (O.)
Music Co.; Richard Herzer, Mason, O.; Smith
Piano Co., Cincinnati; Tribble & Picket Furni-
ture Co., Danville, Ky.; The White Store, Cum-
berland, O.; Alfred Wiley Piano Co., Hunting-
ton, W. Va., and W. H. Wilson & Son, Milan
Ind.

The completion of the company's model shop
in its building on East Eighth street has caused
much interest to be shown by dealers who are
anxious to improve their own stores in a way
that will attract trade. The model shop was
put up through the co-operation of the Van
Veen Co., of Philadelphia, and already several
dealers are making inquiries as to prices, etc.,
with a view to installing the same t.vpe in their
own places of business. Manager R. H. Wood-
ford, of the Columbia Co., spent a week in New
York on business the last of the month.
Getting a Line on Business

The Edison Co. has been taking a unique
method of getting a line on the business situa-
tion in the State. R. T. Carrol and several
other representatives have been making a trip
over the northern part of the State, submitting
questionnaires to bankers in the various towns,
and the answers given by these men, who are

Exclusive and better methods are
making phono-parts with better finish

HAVE THEM SUPERCAST

Dependable

J i-K-pctiaoJuri L

Economical

The Superior Die Casting Co.

Cleveland, O.

Imported
Swiss Sapphires

Pathe Balls

$ .15 each
1.50 per dozen
10.00 per hundred
90.00 per thousand

Edison Points

$ .15 each

1.50 per dozen

10.00 per hundred

90.00 per thousand

10% discount on 5,000

(LOUD OR SOFT TONE)

WALTER S. GRAY CO.

942 Market Street. San Francisco

April IS, 1921

THE TALKING MACHINE WORLD

thoroughly familiar with conditions in their
localities, are decidedly encouraging. They show
the farmers are planning to go ahead raising
close to hundred per cent crops, but they are
buying less farm machinery of all kinds and
fewer automobiles. Savings accounts show on
an average about 15 per cent increase and
the checking accounts a somewhat smaller in-
crease. Notwithstanding the farmers' troubles,
however, the sale of talking machines have kept
up very well in these sections.

Manager P. H. Oelman, of the Edison Co.,
says his house is getting excellent results from
the "tone test" tours which are being conducted
by Hardy Williamson and the Fleming Sisters
Trio. The tours started at Charleston, W. Va.,
and included towns in West Virginia, Ken-
tucky and Ohio. Mr. Oelman says the month
of March was closed with the unusual record of
being the best month since December. Usually,
he says, January leads, with February and March
falling behind. This year things have reversed
and March shows up very much better than
either of the other two months. He cites their
experience as an indication of the business trend
and believes there is every reason to take a
cheerful outlook. Mr. Oelman attributes part
of the Edison success to keeping up public in-
terest in the line of news values of the com-
pany's advertisements.

F. F. Dawson Tells of Progress

F. F. Dawson, president of the Sterling Roll
& Record Co., 137 West Fourth street, returned
recently from a visit to Pittsburgh, where he
completed arrangements whereby the Pittsburg'h
branch of the company will occupy quarters at
436 Fourth avenue. Mr. Dawson made arrange-
ments for subleasing the present quarters at
434 Fourth avenue and, according to present
plans, the company will be located in its new
home in Pittsburgh by May 1.

Mamie Smith, popular Okeh artist, accom-
panied by her jazz band, will appear on April
16 in this city at the Music Hall, and, judging by
the demand for tickets for this concert, the
house will be sold out well in advance of the
date of the performance. On April 15 Mamie
Smith and her band will appear at Memorial Hall
in Dayton and it is expected that she will go
from Cincinnati to Columbus, appearing in that
city on April 18. The Sterling Roll & Record
Co. is co-operating with Okeh dealers in every
possible way in exploiting the concerts given
by this well-known Okeh artist.

R. C. Swing, of the Crystola Co., does not
look for any great improvement in the talking
machine trade until there is a general resump-
tion of business and money becomes easier.

Manager F. F. Dawson, of the Sterling Roll &
Record Co., reports the best month in its his-
tory and says reports from dealers are very en-
couraging. Mr. Dawson is another Cincinnati
shipper who has been using the river for ship-
ments to points in Kentucky, West Virginia
and Indiana and finds that he not only saves on
cost, but dealers get their goods within a day or
two, whereas if the goods had been shipped by
rail it would have taken anywhere from one to
two weeks.

Baldwin Co. Increases Sales Force

Manager McLauighlin, of the talking machine
department of the Baldwin Co., has added Wal-
ter Potune, formerly of Boston; Frank J.
Grievenkamp; Harry Kennedy, formerly of
Biloxi, Miss., and George Sheets to his sales
force and is preparing to make a big drive for
business this month. Sales have kept up dur-
ing the month, but he believes there is an un-
limited amount of business that can be had by
going after it, and he is determined to go after
it. Robert Morris, who has been with the com-
pany as salesman for about a year and who re-
cently turned down an offer from another talk-
ing machine company, is credited with turning
in the most new business for the month. A
sale during the last week in the month, when
miniature Victor dogs were given to customers,
brought 1,100 people into the store and re-
sulted in many new sales. Miss Florence Mc-
Mahon has been attending the Victor educational

conference at Chicago and will probably be put
in charge of the new educational department
which the Baldwin Co. is planning to open in
connection with its talking machine business.
Miss McMahon already has done some excellent
educational work in the local schools.

Sam Mesh, manufacturing a talking machine,
now at 239 Walnut street, has just leased the
southeast corner of Pearl and Vine streets for
his business.

DINNER GIVEN TO GRANBY FORCE

Newport News, Va., April 2. — A very delightful
dinner was given by the factory management
of the Granby Phonograph Corp. to its fore-
men on Saturday, March 26, at the Hotel War-
wick. This dinner is a monthly affair inaugu-
rated some time ago to serve as a stimulus to
production and to afford an opportunity to dis-
cuss conditions throughout the plant.

This last meeting proved very successful, as
there were many suggestions made which will
result in improving the already high quality of

the Granby phonograph. All present expressed
themselves as having enjoyed and been greatly
benefited by attending this pleasing affair.

EDDY BROWN MARRIES

Famous Violinist and Columbia Star Weds Miss
Helena Bruzezna in Greenwich, Conn.

Announcement was recently made of the mar-
riage in Greenwich, Conn., of Eddy Brown, the
famous violinist, and Miss Helena Bruzezna.
The bride is a descendant of the Polish family
of Modjeska and came to this country only
a year ago. Mr. and Mrs. Brown are now tour-
ing the South on an extended honeymoon.

Eddy Brown, who is one of the foremost vio-
linists of the younger generation, makes rec-
ords exclusively for the Columbia Graphophone
Co. and these records have been enthusiastically
received by music lovers everywhere. His con-
cert tours have attained signal success and he is
regarded as one of the most talented violinists
now appearing on the concert stage.

Faith

Builds

Success

|NLY when one possesses
faith in the line of mer-
chandise which he han-
dles, will success result from his
efforts.

Every Victor dealer has absolute
faith in the merchandise which
he is selling, because it repre-
sents the very highest quality
obtainable. Victor supremacy is
indisputable.

CURTIS N. ANDREWS

Victor Wholesaler
BUFFALO, NEW YORK

THE TALKING MACHINE WORLD

April IS, 1921

EFFICIENT RECORD EQUIPMENT WILL PROMOTE YOUR RECORD SALES

The Sun Never Sets On Unico Equipment

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Musical Merchandising

UNICO

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Record Racks
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Window Screens and Decorations
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UNIT CONSTRUCTION COMPANY

NEW YORK
299 Madison Ave.
Corner 41st St.

Rayburn Clark Smith, President
58th Street and Grays Avenue

PHILADELPHIA

CHICAGO

Willoughby
Building

April 15, 1921

THE TALKING MACHINE WORLD

MISS H. MARJORIE BROWN WITH C. BRUNO & SON, INC.

Takes Charge of New Sales Promotion Department and Will Personally Visit Dealers and Help
Them Work Out Their Many Problems, Particularly Salesmanship and Advertising

Miss H. Marjorie Brown, who for the past
eight years has been a member of the Victor
organization in Camden, is the latest important
acquisition to the Victor wholesaling forces of
C. Bruno & Son, Inc., New York City. Miss
Brown will be in charge of the sales promotion
department, which has just been opened, and
the services of which will undoubtedly be much
appreciated by Victor retailers.

In teUing The World of this important move,
William J. Haussler, general manager of the
Bruno organization, said in part:

"The good old days when a retail merchant
could open his store in the morning at a certain
time and close it at a certain time at night with-
out doing more throughout the day than wrap

Miss H. Marjorie Brown

up parcels of merchandise in exchange for so
many dollars and cents has passed. To-day a
little thought has to be applied to retail selling.
It is not enough for the Victor dealer to assume
that every prospective purchaser of a talking
machine knows the merits of the Victrola and
will eventually come in to buy one. He must
do something himself to create this thought in
the minds of the public — something that will
make all people realize, as he realizes, that the
Victrola is supreme.

"The Victor Talking Machine Co. was the
first to realize this change had come, and started
a salesmanship course that has done more to
enthuse Victor dealers and their salesmen in
Victor products than even its wonderful product
itself or the splendid Victor advertising has been
able to do. The men and women who have
attended these classes return home to their re-
spective stores absolutely sold on the Victor
records and the Victrola, and have moreover
a powerful battery of sound sales arguments to
advance in support of their claims for Victor
supremacy. C. Bruno & Son, Inc., have fol-
lowed the lead of the parent organization by
engaging Miss H. Marjorie Brown to head their
sales promotion department."

While connected with the Victor Co. Miss
Brown not on'ly became enthusiastic about the
Victor Co. and its products, but also picked up
an abundance of information concerning the
manufacture of Victor records and Victrolas and
the merchandising of these products. For the past
two years Miss Brown has been manager of the
Victor Idea Shop in Camden. In that capacity
she has met and talked to hundreds of Victor
dealers, salesmen and wholesalers from all parts
of the country, and in this manner has col-
lected more practical sales ideas than prob-
ably anyone in the business. Miss Brown is also
a graduate of the Victor salesmanship course,
and has been very closely identified with the
work done in this course since its origin. In
addition to this valuable inside connection with
the Victor Co. Miss Brown has had considerable
practical experience in various Victor retail

stores, so that she can back up her sales ideas
as few people engaged in giving such informa-
tion and advice are able to. She knows whereof
she speaks.

Miss Brown's duties will be to personally visit
the dealers, endeavoring to help them work out
their individual problems by training the sales
force, selling to the customer if necessary, plan-
ning an advertising campaign — or, in short, mak-
ing herself useful to the dealer in the most prac-
tical and most helpful manner.

The opening of this new sales promotion
department under Miss Brown's direction is in
direct keeping with the progressive spirit of the
Bruno organization and is another link in its
service to the retailer.

TALKING MACHINE BLOWN 50 MILES

Still in Playing Condition After Long Trip
Made on Wings of Tornado

Lexington, Ky., April 2. — A talking machine
and several records, apparently blown many
miles in the tornado v^rhich swept central Ken-
tucky last Thursday night, were found yesterday
in an isolated field belonging to Jonah Cox, in
Madison county. Cox's children found the in-
strument while looking at damage done by the
storm. One of the youngsters put the records
on the machine. and it played perfectly. No trace
of the owner can be found in Madison or neigh-
boring counties, and it is apparent that the in-
strument was carried possibly from Scott or
Franklin county, fifty miles away, where several
houses were razed and their contents blown
away. [Advertising men, get busy!]

Eccentricity is considered abnormal. And
only normal things can appeal to normal minds.

ANNOUNCES NEW FINANCE PLAN

Walters & Barry Corp., Buffalo, N. Y., Gives
Its Dealers Important Finance Plan — Using
Unique Letterhead to Advantage

Buffalo, N. Y., April 6.— The Walters & Barry
Corp., of this city, distributor of Brooks and
Starr phonographs, recently advised its dealers
that it had completed arrangements with a
prominent Bufifalo bank whereby it could han-
dle their time sales and co-operate with them in
a practical way. The plan was outlined in a
communication sent to the dealers and quite
a number of Brooks and Starr retailers have
accepted the proposition and are well pleased
with its possibilities.

This progressive jobber is using a four-page
letterhead that has many distinctive features,
as the two center pages illustrate to excellent
advantage the sales merits of the Brooks auto-
matic repeating phonograph. There are shown
on these two pages five of the popular models
in the Brooks line, and the letterhead becomes
a catalog in effect and furnishes excellent pub-
licity. On the last page of the letterhead there
are featured the mechanical qualities of the
Brooks automatic phonograph, such as the
"human wise" tone arm, automatic repeater
switch and the all-wood sound chamber.

MUSIC CROSSES THE CONTINENT

Man in Massachusetts Hears Music of Talking
Machine Played in California

Haverhill, Mass., April 2. — Sitting in the parlor
of his home on Fernwood avenue, Bradford,
Daniel G. Fry listened to the strains of the mu-
sical number, "Way Down in Old Virginia,"
played on a phonograph in Avalon, on the Cata-
lina Islands, off the coast of Los Angeles. The
words and music of the number, relayed across
the continent by radiophone, or wireless te-
lephony, were heard as plainly as if the instru-
ment were in an adjoining room.

pRICE slashed by us
again. This time
33 1/3% off. This means
you can sell Victrola IX
in combination with
UDELL Cabinet No.
1403 for less than $100.
This is a real merchan-
dising proposition. Write
or wire your order today.
Other styles for Victrolas
IV, VI, VIII and IX,
and Grafonolas A-2, C-2,
and D-2.

No. 1403

TS^UdellWorks

Indianapolis— 1253 West 2Sth St.

THE TALKING MACHINE WORLD

April 15, 1921

Edison Amberola Message No. 16

The Edison Diamond Amberola, in
public comparisons of tone quality,
was voted the superior of ^ talking
machines" costing four times as
much. It has sustained these tests
many times and can still do it, easily.
In the public's opinion, its music is
superior to any and all ^ talking
machines," It is THE phonograph
of high quality and low price.

THOMAS A. EDISON, Inc.

AMBEROLA DEPARTMENT

ORANGE, N. J.

April 15, 1921

THE TALKING MACHINE WORLD

Your show window,
Mr. Victor Dealer, is
your introduction to
the passing public.
Then, by all means,
show a good "front,"
as it makes a lasting
impression. Placing
your Victor "gems"
where they will dis-
play their true value
will help your game
along.

BRUNO

HOLD ANNUAL MEETING

SPECIALIZES ON RECORD LABELS

Keystone Printed-Specialties Co. Making Labels
for Many Record Manufacturers — Meeting
With Considerable Degree of Success

ScRANTON, Pa., April 8. — The Keystone Printed-
Specialties Co., of this city, manufacturer of
labels of all kinds, has been specializing the past
year on the production of labels for talking ma-
chine records. The company has installed spe-
cial machinery, particularly adapted to this work,
and its product has met with an enthusiastic
reception from the trade.

At the present time the company is manu-
facturing record labels for many of the largest
record companies in the country and new ac-
counts are being added steadily. The produc-
tion of record labels is in itself a distinctive art,
but the Keystone Printed-Specialties Co. has
overcome practically all of the difficulties inci-
dental to the manufacture of its labels and at the
present time is giving record manufacturers
prompt and efficient service.

P. J. Fischer, president and general man-
ager of the company, is devoting a consider-
able part of his time to the development of the
record label field. Under his personal direc-
tion the record label output is steadily increas-
ing and a feeling of confidence has been estab-
lished between the company and record manu-
facturers.

LOCATION HELPS BUSINESS

Steller Bros. Close Excellent Sonora Business-
Use Extensive Advertising

Ottumwa, Ia., April 7. — The one thing which
helps Steller Bros., of this city, sell a large num-
ber of Sonora phonographs is their advanta-
geous location, as their establishment is in the
main business part of the city with five thriving
moving picture houses on the same block.
Thousands of people pass the store daily and in
the evening the sidewalks are crowded. The
windows are dressed twice daily and are so at-
tractive that they invariably stop the windo.w
shoppers and persuade them to come in and
hear the instruments on display. The main
display floor is twenty-six feet wide by 152 feet
long.

The Steller Bros, establishment is known for
miles around as the Sonora store, due to their
extensive advertising of this well-known line
of instruments. During the Fall a rearrange-
ment of the store will probably be made, the
entire ground floor being devoted to Sonoras,
records and player-piano rolls, with players and
pianos placed on the, upper floor.

General Phonograph Corp.'s Stockholders Re-
elect Board of Directors — Pliny Catucci Added
to Board — Present Officers Re-elected

The annual meeting of the stockholders of
the General Phonograph Corp. was held re-
cently at the offices of the company, 25 West
Forty-fifth street. New York. The stockholders
re-elected the present Board of Directors with
the addition of Pliny Catucci, who was elected
a director in recognition of his many years of
loyal and efficient service to the company.

The business and financial report for 1920
that was submitted to the stockholders indicated
that the company has faced abnormal conditions
the past year, but, considering the general busi-
ness situation, had shown gratifying strength.
The regular quarterly dividend of 2 per cent
on the preferred stock was declared.

The stockholders re-elected all of last year's
Board of Directors, who in turn re-elected the
present officers, and at the present time the

executive personnel of the company is as fol-
lows: President and general manager. Otto
Heineman; vice-president and chairman of the
Board of Directors, W. A. Neracher; vice-presi-
dents, Adolf Heineman, A. F. Meisselbach, A.
G. Bean and B. Benson; secretary, Jacob Schech-
ter, and treasurer, W. G. Pilgrim. These offi-
cers, with the addition of the following, con-
stitute the Board of Directors: Alfred Fritzsche,
Jos. W. Harriman, C. H. Merrill, Don M. Kel-
ley, Geo. P. Rowell and Pliny Catucci.

FAMOUS "ACE" BUYS SONORA

Capt. Nungessor, French Ace of Aces, who
received thirty-nine decorations and seventeen
wounds in the war, purchased a Sonora port-
able phonograph on his recent visit to New
York. Capt. Nungessor happened to pass the
warerooms of Krakauer Bros, in New York
when he noticed the portable on display and
after an examination of the musical possibilities
of the instrument he instructed his secretary to
purchase it for him.

GET IN ON THE PROFITS

Height. 4B incbes; depth,
23 incbeB; width, 19 inches.
Equipped with a laree
double-spring; motor.

Velvet turntable.

Here is a sales
creator that will
bring profits into
your Store.

This quality ma-
chine, designed
to sell, attracts
immediate atten-
tion.

Now is the time
to place the fast-
selling Charma-
phone line on
vour floors.

Price List and
dealers' arrange-
ment sent on re-
quest.

Let us send you illustrated cata-
log featuring our new

$75.00 Model (43 inches high)

CHARMAPHONE COMPANY

39 West 32nd St., N. Y. City

Factory: Pulaski, N. Y.

THE TALKING MACHINE WORLD

April 15, 1921

All patented products formerly manufactured and sold by this Company under
the trade name of "BLOOD" are owned and exclusively manufactured by the
JEWEL PHONOPARTS COMPANY, and hereafter will be known under the
trade name of "JEWEL".

WE HAVE CHANGED THE NAME and IMPROVED THE PRODUCTS.

Phonograph manufacturers have long realized that
the average so-called tone modifier is a joke, as it
merely muffles or chokes the sound at entrance to
tone chamber. Tonal vibrations are retained within
limits of arm, causing excessive vi*brations, with their
resultant distortion of sound waves, harsh and in-
distinct tones.

THE JEWEL MUTE ELIMINATES all the objectionable fea-
tures of the "choker" device, makes possible perfect sound re-
production, which can be modified to a softness and clear-
ness really remarkable, and retains the high tonal quality of
the JEWEL reproducer.

WHAT THE "JEWEL" ACCOMPLISHES:

Perfect regulation of volume while the record is
being played, without in any way chauiging character
of tone or cleeu* Eurticulation.

Elnables you to build throat of tone chamber flush
with motor board and makes possible air-tight tone
chamber construction.

Eliminates "choker" device and reduces manufac-
turing costs.

Gives you a phonograph of unexcelled tonal quality.

NO OTHER REPRODUCER HAS IT

SHOWING JEWEL MUTE

Our Engineering Department will be pleased at any time to assist manufacturers to balance
up the throat and tone chamber with the tone arm and reproducer of their phonographs so
as to get maximum results.

JEWEL PHONOPARTS CO.

154 W. WHITING ST.

CHICAGO, ILL.

(NOTE CHANGE OF ADDRESS)

April 15, 1921

THE TALKING MACHINE WORLD

BROADENS SALES PLANS FOR OKEH RECORDS IN CANADA

F. V. Wells Now Manager of General Phonograph Corp. Record Department in Toronto — Sonora
Trade Expands — Magnavox Popularity — G. L. Bell a Visitor — News of the Month

Toronto, Can., April 4.— Plans to greatly aug-
ment the sale of Okeh records throughout Can-
ada are now practically completed by the Gen-
eral Phonograph Corp. F. V. Wells has been
appointed manager of the firm's record depart-
ment and has already taken up his new duties.
Mr. Wells is thoroughly posted on the ins and
outs of the record business, having spent some
nineteen years in the industry. His previous
experience began with the Frederick Loeser Co.,
of Brooklyn, and, following that, included serv-
ice with the Columbia Co. in New York City,
with John Wanamaker, and more recently three
years with the Canadian Brunswick distributors.

Mr. Wells is most enthusiastic over the Okeh
records proposition, especially since the large
additions from European catalogs have been
niade to the Okeh catalog.

C. J. Pott, the General Phonograph Corp.
Canadian manager, is determined to add to the
merits of Okeh records a 100 per cent dealer
service. To accomplish this Mr. Wells' appoint-
m.ent is being followed by a rearrangement of
the record stockrooms to carry large stocks and
facilitate deliveries. It is also the plan of this
company to feature the Okeh needle stronger
than ever through its "Counter Needle Dis-
play."

Bruce A. Carey, supervisor of music in the
Hamilton public schools, in speaking before the
Wentworth County Teachers' Convention re-
cently, urged that talking machines be intro-
duced into the schools of the county as being
valuable both as educative and recreative forces.

Max Rosen, the gifted young violinist and
exclusive Brunswick artist, recently made his
second appearance at Massey Hall, this city.

E. Van Gelder, of I. Montagues & Co., exclu-
sive Canadian distributors of Sonora phono-
graphs and the Magnavox, is on a visit to the
trade in western Canada and sending back to
headquarters in Toronto most encouraging re-
ports. The Sonora is well known from coast
to coast, and the Magnavox, while not a pho-
nograph, but a line closely allied to the phono-
graph business, has already become well known.

Some retailers have been very quick to see
the advantages of the Magnavox in running
up the sale of records. The installation of a
Magnavox and attaching it to the phonograph
make it possible for the playing of the records
to be heard some distance. One dealer in a
small town credits the Magnavox with making
it possible to order up-to-date recordings by
fifties instead of by tens and twelves. Also it
has given him quite a revenue in renting for
dfinces and for skating.

G. L. Bell, of the Kent Piano Co., Ltd., Edi-
son jobbers in British Columbia, was among
the month's trade visitors to Toronto. Mr. Bell
is an experienced man in the phonograph indus-
try, who has great faith in the recuperative
powers of Canada. He believes that out of the
industrial turmoil following the world upheaval
Canada will quickly emerge to take an impor-
tant place in world trade, and that the resources
of the great Western provinces will contribute
very materially to bringing this about. That
Canada's musical development should be fur-
ther stimulated by a great annual Music Fes-
tival is the contention of Albert Downing, the
well-known tenor. He has put his ideas before
the public with the object of starting the ball
rolling in an interesting letter addressed to the
editor of the Toronto Star Weekly.

The Zionists of Canada, at the closing session
of their convention held in Montreal, unani-
m.ously endorsed the selection of A. J. Freiman,
the well-known phonograph dealer of Ottawa,

as president of the organization for the ensuing
year.

The Electric Phonograph Co. of Canada, Ltd.,
has been incorporated with a capital of $250,000
to do business in Toronto.

The Empire Phonograph Co., of Toronto, re-
cently advertised in a local paper that phono-
graphs could be rented from them at $2.50 per
week, a batch of records being included with
delivery.

C. W. Lindsay, Ltd'., Ottawa, recently provided
a phonograph with Magnavox attachment for a
public skating carnival. This firm also loaned a
large assortment of dance records for the oc-
casion. The music could be heard clearly from
one end of the rink to the other and a band was
uruiecessary.

A. E. Many has been reappointed manager of
the Ottawa branch store of the R. S. Williams

& Sons Co., Ltd., after an absence of about one
year in Hamilton. W. H. Hanley, manage^ of
the Williams store in Ottawa, has been trans-
ferred to Montreal.

Some of the trade and personal friends of
James P. Bradt in Toronto and Montreal were
favored with a short visit from that gentleman
the other day. Although having retired from
active connection with the phonograph busi-
ness, Mr. Bradt has a warm spot in his heart
for Canada and the Canadian trade.

Otto Heineman, president of General Phono-
graph Corp. and of General Phonograph Corp.
of Canada, Ltd., spent a day in Toronto re-
cently visiting the firm's Canadian headquarters
here and conferring with C. J. Pott, Canadian
manager. Mr. Heineman expressed himself as
being well pleased with the progress of the
phonograph industry in this country in general
and his own firm in particular. He appreciated
the reputation made by Heineman and Meissel-
bach motors and Okeh records in Canada, and
as a result of his visit these lines will be more
aggressively featured than ever.

GOING AFTER TRADE MORE AGGRESSIVELY IN MONTREAL

Atmosphere of Optimism Prevails Regarding Future — Increasing Interest in Window Displays —
Recent Changes in Retail Field — N. H. Phinney, Ltd., of Halifax, Gets Brunswick Line

Montreal, Can., April 7. — The adoption of day-
light saving in Montreal again this year will
mean added hours for the phonograph dealer,
who will not be slow to take advantage of the
same. Summer or country business will be
gone after this season more aggressively than
ever. There is no doubt that the dealers are
feeling the effect of high and increased rentals
imposed upon the public by profiteering land-
lords. Some of the trade report inquiries and
a few sales of machines as wedding gifts for
April brides, but taking things on the whole
an atmosphere of optimism prevails for the
immediate future.

The Taylor Music Co., with two stores in
Halifax, N. S., handling "His Master's Voice"
products exclusively, has solved the question of
novel window displays. It has instituted what
is known as a "Staff Window Display Contest."
Members of both the inside and outside selling
staffs, besides the clerical staff, may compete.
The ideas are submitted to A. M. Taylor, gen-
eral manager, who, with his partner, C. E. Tay-
lor, decides which is the display to be used that
week. However, the prize is not awarded until
after the window is actually dressed by the
winner. The windows are changed weekly.
Some very novel and attractive windows have
been noticed. The principal condition which
must be observed by contestants is that but one
thing only can be featured at a time, as this
firm has realized through long experience that
better results can be obtained through concen-
trating on one record or article than on several.
A recent window featured record albums only.
A window which nearly caused a riot had noth-
ing in it but a silver salver in the center, on

which was a bottle of Scotch whiskey, half
full (of cold tea), and a bottle of soda, together
with a glass apparently containing a refreshing
draught of that delectable if forbidden Scotch
and soda. At one side was displayed His Mas-
ter's Voice record of "Scotch and Soda," by
the Harry Thomas Trio.

P. T. Legare, Ltd., dealers in musical instru-
ments, Quebec, became P. T. Legare Co., Ltd.,
according to a recent issue of the official Ga-
zette. The business, established in 1877, has
over twenty-five branches and twenty-five dis-
trict warehouses. The capitalization of the com-
pany has been increased to $5,000,000.

Recently defeating Northern Electric Co.'s
team, 3 to 2, His Master's Voice hockey team
won the championship of the Manufacturers'
Hockey League.

The stock and good will of the Phonograph
Shop of Montreal, Reg., has been purchased by
the Champion Music Co., which is already ope-
rating eight stores throughout the city. This
firm will continue to handle His Master's Voice
records.

Bernard Phonograph Sales Co., Reg., will
shortly open up at 189 Bernard avenue with His
Master's Voice records as leader.

The social club in connection with the Gillette
Safety Razor Co. of Canada, Ltd., has purchased
a Columbia phonograph from W. W. O'Hara
for use at its weekly dances.

Le Foyer Musicale de St. Henri, Reg., is a
new firm located at 2593 Notre Dame street,
East, carrying Starr phonographs and records.

N. H. Phinney, Ltd., of Halifax, N. S., has
added the Brunswick to its line of talking ma-
chines, which includes the Edison and Columbia.

Talking Machine Supplies
and Repair Parts

SPRINGS. SOUND BOX PARTS, NEEDLES

THE RENE MANUFACTURING CO.

MONTVALE, NEW JERSEY

THE TALKING MACHINE WORLD

April 15, 1921

TRADE NEWS IN BROOKLYN AND LONG ISLAND TERRITORY

Dealers in This Territory Going After Business in a Lively Way — Demonstrate Their Progressive-
ness by Improved Equipment, Increased Publicity and an Evident Will to Win Out

Brooklyn and Long Island talking machine
dealers have been very active the past month
in devising means and plans for stimulating re-
_tail business. This is the time of the year when
the demand for rec'ords reflects the Spring sea-
son and the progressive dealers have been en-
deavoring to bring this demand up to a high-
water mark. The results of their efforts have
been gratifying and indicate that intensive sales
campaigns are needed just now to develop and
win business.

Dealer Helps of Practical Value

The American Talking Machine Co., 356 Liv-
ingston street, Victor wholesaler, reports that
the new Model 90 Victrola is meeting with much
success. Dealers are very enthusiastic about
the sales possibilities of this new style Victrola
and it is the general belief that it will win wide
popularity. R. H. Morris, of this company, is
offering to the dealers an exceptional Victor
service in the way of dealer helps, which are be-
ing used to advantage. It is the purpose of this
company to send out, from time to time, spe-
cial letters to its trade announcing some new
phase in Dealer Service, and Mr. Morris states
that dealers are using this service to promote
sales with very gratifying results.

Believes in Local Advertising

The Michnoff Talking Machine Co., exclusive
Victor retailer at 1239 Broadway, believes in
advertising to procure Victor business. This
enterprising concern carries attractive adver-
tising in the local newspapers and in addition
is now making use of more than twelve bill-
board signs in and around its immediate vicin-
ity. H. S. Dryer, secretary of this concern,
slates that through this advertising sales are
steadily increasing.

New Columbia Shop Opens for Business

A. S. Gould, 37 Main street, Flushing, re-
centb' opened a new exclusive Columbia shop,
complete in every detail, w^hich is patterned
after the popular Columbia "Model Shop." An
attractive and extensive Grafonola displaj' room
_i3 one of the features of this new store.
Window Features "Madame Butterfly"

Bain Bros. & Friedberg, Victor dealers, at 430
St. Johns place, presented in their show windows
recently a novel display which attracted consid-
erable attention. The show window represented

a scene from Act II of "Madame Butterfly," and
display figures were used, with a background of
artificial flowers, and special lighting effects that
showed up to distinct advantage. Hand-painted
period Victrolas and the artistic Japanese lac-
quer model were used in this window, which
was especially attractive in the evening when
the lights of the window were turned on.
Granby Dealers Meeting With Success

A. 1. Namm & Son, one of Brooklyn's leading
department stores, have just taken on the Granby
phonograph. The company has obtained signal
success with this popular line of phonographs.

Outside Sales Campaign Produces Results

To take care of their increasing Victor busi-
ness Romley Bros., Richmond Hill, have re-
cently moved into new and larger quarters.
This increase in business is largely due to an
intensive campaign carried on by the company,
to sell Victrolas through the medium of many
outside salesmen. They state that the public
will buy Victrolas if proper means are adopted
to emphasize the musical possibilities of the
Victrola in the home. Consequently these out-
side salesmen are visiting residents in and around
Richmond Hill and have procured some desir-
able business.
Attractive Window Displays Produce Results

E. P. Xelson, 7423 Fifth avenue, is attracting
attention b}' novel and neat window displays,
featuring the Pathe phonograph and Pathe rec-
ords. The famous Pathe red rooster statuette
is used extensively in decorating these windows
and the bright red of the rooster adds a strik-
ing contrast to the Pathe machine.

Colimibia Dealers Featuring "Ton Sales"

Columbia dealers in Brooklyn and Long
Island are active in presenting the Columbia
line to residents of their particular communities.
A novel way to stimulate retail business intro-
duced by the Columbia Co. is known as the
"Ton Sale." THis m.ethod is attracting the at-
tention of passers-by and attaining results for
the dealer.

The dealers carrying on these sales fill up
their ^^^ndows with Columbia records and at-
tractive posters advise the public that they have
received tons of these records. The posters also
announce a new record each day which is being
featured in this sale. The public is informed of

/\^HOLEyALERf

BROOKLYN

WE BELIEVE THAT EVERY
VICTOR DEALER SHOULD PAY
SPECIAL ATTENTION TO HIS
ADVERTISING AT THIS TIME.

BILLBOARD ADVERTISING HAS
PROVEN VERY SUCCESSFUL WITH A
NUMBER OF OUR DE.\LERS AND WE
RECOMMEND IT AS A FIRST-CLASS
MEDIUM.

GOOD CIRCULARS OF A SPECIAL NA-
TURE, ADVERTISING SPECIAL LISTS
OF RECORDS THAT YOU HAVE IN
STOCK, OR FEATURING OTHER VIC-
TOR MERCHANDISE, SENT TO SE-
LECTED LISTS OTHER THAN YOUR
REGULAR MAILING LIST HAVE PROV-
EN VERY BENEFICIAL IN A NUMBER
OF CASES. ADVERTISING IN THIS
WAY IS BOUND TO BRING RESULTS.

THINK IT OVER

this novel method of selling through the me-
dium of a phonograph, specially equipped with
a tone intensifier, which plays continually and
which can be heard by passers-by for several
blocks around.

Among the dealers who are carrying on ton
sales with success are: Settani Bros., 1358 Ful-
ton street; M. L. Gould, 843 Fresh Pond road;
F. Geist, 202 Smith street, and Nat Buxbaum,
80-81 Jamaica avenue, Woodhaven, L. I.
Believes in Publicity

.-Abraham Lesser, who conducts an uo-to-date
piano and talking machine store at 631 Sutter
avenue, Brooklyn, N. Y., and who recently se-
cured the Victor agency, is featuring this line to
very good purpose in bill-boards and local papers.
Mr. Lesser plans to remodel his store at an
early date and to arrange his establishment so
that he will have a Victor department that will
be absolutely up-to-date, and suitable display
rooms for the pianos and players which he
handles. Mr. Lesser started business in a mod-
est way about six years ago.

ENTER THE TALKING MACHINE FIELD

Joseph and William Herchenroder Take Over
Victor Business of N. W. Gibbons Co., Brook-
lyn, N. Y., and Plan Aggressive Campaign

Joseph and William Herchenroder, two well-
known piano salesmen in the metropolitan dis-
trict and who uo to a month ago were con-

Herchenroder Brothers and Staff

nected with Kranich & Bach, New York, have
taken over the talking machine business of the
N. W. Gibbons Co., of 1314 Fulton street,
Brooklyn, N. Y.

With their entering into the Victor field the
music lovers of the community in which they
are to be established are to be congratulated

Their New Delivery Equipment

on having so capable and well-informed music
men as they are to serve them with their Victor
requirements.

Extensive alterations are being made, addi-
tional booths installed and a big advertising
plan is being arranged. One of the big innova-
tions will be their new delivery equipment and
it is planned to make a big feature of a "two-
hour record delivery service." In other words,
phone calls and postal card orders for records
will be delivered two hours from the time they
are received.

Aprii is, 1921

THE TALKING MACHINE WORLD

TONE

The value of a phonograph
is in direct proportion to the
beauty of its tone.

Tone is the soul of the
instrument and unless the
soul be beautiful, exterior
beauty is useless.

We have labored to make
Modernola a delight to the
eye, only however to en-
hance and support its beauty
of tone, in behalf of whose
sweetness and faithfulness
we have invoked the highest
powers of science and art.

THE

MODERNOLA COMPANY
JOHNSTOWN, PA.

Eastern Distributors

EASTFRN
PHONOGRAPH CORPORATION

100 WEST 2lst STREET, NEW YORK

AM'

THE TALKING MACHINE WORLD

April 15, 1921

CONDEMN BORROWING OF RECORDS

Trenton, N. J., Dealers Call Attention to Evils
of the Practice

Trenton, N. J., April 4. — One of the meanest
habits possessed by the owner of a talking ma-
chine, dealers declare, is the borrowing of talk-
ing machine records. This scheme gives per-
sons an opportunity to hear new music without
going to the expense of buying new records.
The plan is. to visit a friend and ask the loan of
a few records, saying that they will be returned
in a few days. When they are returned another
neighbor or friend is visited. This is not only
a bad practice for the owner of the records, but
also for the record dealer. There is no need of
borrowing records when they can be purchased
so cheaph' at any talking machine store.

NEW SONORA MOVIE SLIDE

The advertising department of the Sonora
Phonograph Co. has just prepared an attrac-

No. 1265 Cup

Needle Gups
Lid Supports
Tone Rods
Lid Hinges
Automatic Stops

Door Catches
Door Knobs
Crank Extensions
Needle Rests
Sliding Casters
— etc. —

WEBER-KNAPP CO.

JAMESTOWN, N. Y.

makes it appropriate for use during the Spring
and Summer months, and the Sonora phono-
graph is presented to excellent advantage.

TALKING MACHINE IN DEATH HOUSE

Attractive Slide for Use of Dealers

tive moving picture slide for the use of Sonora
dealers that is meeting with considerable favor.
The slide has a timely outdoor appeal that

Instrument Installed to Quiet Nerves of Con-
victed Murderers in Trenton Prison

Trenton, N. J., April 2. — A talking machine has
been placed in the death house at the New Jer-

sey- State prison to relieve the monotony of the
gruesome place. There are six men awaiting
sentence of death in the murderers' row, some
of whom are awaiting the outcome of their ap-
peals. One of the slayers became a nervous
wreck and informed Head Keeper James H.
Mulheron that he thought a talking machine
would "brace him up." The principal keeper
complied with his request and the condemned
man, now that he is supplied with music, appears
to be more cheerful.

WALL KANE NEEDLES
One Thousand Dollars Reward

Reports have reached us that a former representa-
tive of ours is making false statements to our dis-
tributors, saying that we are using Japanese needles
and selling them for WALL KANES, and generally
misrepresenting our product.

Any such statements made by our
competitors, or by our former
representative, are absolutely false
and we will pay one thousand dol-
lars ($1,000) to any one who can
prove that there is any truth to them.

All our claims for WALL KANE needles are
endorsed by the General Phonograph Corp., of New
York City, and the John M. Dean needle factory,
Putnam, Conn.

PROGRESSIVE PHONOGRAPHIC SUPPLY CO.

145 WEST 45th STREET
NEW YORK CITY

USES MOTORCYCLE TO ADVANTAGE

The Bartlett Music Co., Los Angeles, Gal., one
of the leading Columbia dealers on the Pacific
Coast, has found a method which helps speed
up deliveries by using a motor cycle in a unique

How Bartlett Delivers the Goods

vay. Instead of a private car arrangement new
sections have been added, one for Grafonolas
and the other for records and small merchan-
dise. The efficiency of the delivery service sat-
isfies the company's clients and also furnishes
effective oublicitv for the house.

It isn't necessary to worry about the market
of to-morrow — to-day's possibilities are big
enough for any man. When to-morrow comes
it will bring its own possibilities with it.

The Talking Machine World, New York, April 15, 1921

Records

Place Orders Now for May Release

4283
10-in.
85c.

4295
10-in.
$1.00

4275
10-in.
85c.

4292

JESUS, LOVER OF MY SOUL— (Sacred )—

4290 Tenor-Baritone Duet with Orchestra,

10-in. J Charles Hart-Elliott Shaw

85c. I OPEN THE GATES OF THE TEMPLE—
y (Sacred) — Bafitone with Orchestra. . Jas. Jordon

4291 rTHE BAREFOOT TRAIL— Tenor with Orches-
10-in.< tra Lewis James

85c. IWHEN — Tenor with Orchestra Lewis James

ANGELS (We Call Them Mothers Down Here)

Baritone with Orchestra Elliott Shaw

I WANT YOU MORNING, NOON AND

NIGHT — ^Tenor with Orchestra Sam Ash

JAZZBO BALL — Popular Blues,

Mamie Smith and Her Jazz Hounds
"U" NEED SOME LOVING BLUES — Popular

Blues Mamie Smith and Her Jazz Hounds

"MY MAMMY — Contralto with Rega Orchestra,

Aileen Stanley
GONE ARE THE DAYS— Contralto with Rega

Orchestra Aileen Stanley

LOOK FOR THE SILVER LINING (From Musi-
cal Play "Sally") — Soprano-Tenor Duet with

Orchestra Elizabeth Spencer-Lewis James

LITTLE NOBODY THAT NOBODY
LOVES— Contralto with Orchestra,

Vaughn De Leath

TO FOLLOW YOU, I'LL NOT CONSENT
4293 (Until I Know Which Way You Went) —

10-in. Baritone with Orchestra Elrnest Hare

85c. SHE'S ALWAYS SINGIN' THE BLUES — Bari-
tone with Orchestra Al Bernard

RAYMOND OVERTURE, Part I,

European Symphony Orchestra
$7 35] RAYMOND OVERTURE, Part II,

t European Symphony Orchestra

MIGNON OVERTURE, Part 1,

Henry Hadley's Symphony Orchestra
MIGNON OVERTURE, Part II,

Henry Hadley's Symphony Orchestra
4284rSTRADELLA OVERTURE,

10-in.^ European Concert Band

85c. IZAMPA OVERTURE . . . European Concert Band
AVE MARIA — Instrumental Trio,

Violin, Cello and Piano
TRAUMEREI— Instrumental Trio,

Violin, Cello and Piano

4286 f SOUVENIR Violin Solo with Piano Accomp.

10-in. | MONTE CRISTO— Waltz,
85<^' Violin Solo with Orchestra Accomp.

fTHE SONG OF THE SOUL— Cello Solo with

Piano Accomp Arthur Hadley

THE SWAN (Le Cygne)— Cello Solo with
Piano Accomp Arthur Hadley

3005
12-in

6008
10-in.
$1.25

4285
10-in.
85c.

4287
10-in.
85c.

fTHE STARS AND STRIPES FOREVER,
7288 I Conway's Band

[THE INVINCIBLE EAGLE— March,
' Conway's Band

4289
10-in. <|
85c.

4274
10-in. ^
85c

4276

10-in.<!
85c

4277
10-in.
85c.

4278
10-in.
85c.

ALOHA OE — Hawaiian Guitar Duet, Singing

Chorus by Crescent Trio Ferera-Franchini

UA LIKE NO A LIKE — Hawaiian Guitar Duet,

Ferera-Franchini

MAKE BELIEVE— Fox-trot,

Ray Miller, Melody King, and His Black and
White Melody Boys

BEALE STREET BLUES— Fox-trot,

Ray Miller, Melody King, and His Black and
White Melody Boys

SOME UTTLE BIRD— Fox-trot,

Rega Dance Orchestra
IN THE DEVIL'S GARDEN (I Found a Rose)—
Fox-trot Harry Raderman's Jazz Orchestra

SWEET LAVENDER— Fox-trot,

Ray Miller, Melody King, and His Black and
White Melody Boys

CONGO NIGHTS (From "HHchy-Koo 1920")
Fox-trot,

Ray Miller, Melody King, and His Black and
White Melody Boys

^BIDDY — Fox-trot (Accordion with Hager's

Novelty Orchestra) Mario Perry

HI-YO — Fox-trot Orlando's Orchestra

4279 rDO YOU EVER THINK OF ME ?— Fox-trot,
10-in. I Hager's Novelty Orchestra

85c. [learning — Fox-trot . Banjo Wallace's Orchestra

4280 rMAZIE — Fox-trot Banjo Wallace's Orchestra

10-in. BECKY FROM BABYLON— Fox-trot,

I Hager's Novelty Orchestra

85c.

4281 [^WYOMlNG— Waltz . Green Brothers' Novelty Band
10-in. I APRIL SHOWERS BRING MAY FLOWERS —

85c. I Fox-trot Harry Raderman's Jazz Orchestra

4282 fJABBERWOCKY- Fox-trot,

Joseph Samuels' Jazz Band

Fox-trot,
Joseph Samuels' Jazz Band

4294 TBROKEN MOON— Fox-trot,

10 in ^ Joseph Knecht's Waldorf-Astoria Dance Orchestra
g5gj NA-JO — Fox-trot (Saxophone Solo by Rudy

Wiedoeft) Rega Dance Orchestra

10-in.
85c.

TROPICAL BLUES-

4296
10-in,
85c.

OLD TIME BLUES— Fox-trot,

Mamie Smith's Jazz Hounds
THAT THING CALLED LOVE — One-step,

Mamie Smith's Jazz Hounds

GENERAL PHONOGRAPH CORPORATION

OTTO HEINEMAN, President

25 West 45th Street

New York City, N. Y.

Factories: Newark. N. J. Elyria, Ohio Putnam, Conn. Springfield, Masi. Kitchener, Ont.
Branch Offices: Chicago, ill. Toronto, Can.

April 15, 1921

THE TALKING MACHINE WORLD

A Great Victor Educational Conference

Four Hundred Dealers Attended Gathering in Chicago the Closing Days of March at Which the Value of the Talking
Machine as an Educational Medium Was Thoroughly Demonstrated— Mrs. Frances E. Clark in
Charge— Noted Educational Experts Deliver Addresses on Important Topics

Chicago, III., April 5. — The Victor Dealers'
Educational Conference held in the Floren-
tine Room of the Congress Hotel on Monday,
Tuesday and Wednesday, March 28, 29, 30, was
a tremendous success. About four hundred at-
tended this notable gathering, held under the
auspices of the educational department of the
Victor Talking Machine Co. and the following
Victor wholesalers: Badger Talking Machine
Co., Milwaukee, Wis.; Beckwith-O'Neill Co.,
Minneapolis, Minn.; Chicago Talking Machine
Co., Chicago, 111.; W. J. Dyer & Bro., St. Paul,
Minn.; Grinnell Bros., Detroit, Mich.; Lyon &
Healy, Chicago, III.; Putnam-Page Co., Peoria,
111.; Stewart Talking Machine Co., Indianapolis,
Ind.; Toledo Talking Machine Co., Toledo, O.;
The Rudolph Wurlitzer Co., Chicago, III.

There was a large contingent of Victor dealers
from the wholesale centers of Toledo, Detroit,
Chicago, St. Paul, Peoria, Indianapolis and Min-
neapolis. The sessions were featured by a num-
ber of notable addresses and an extremely prac-
tical and illuminating series of lectures. The lat-
ter started with music suitable for a child at the
earliest age at which it is possible to appreciate
music, and as each program progressed the sub-
jects in hand grew up, so to speak, into a dis-
cussion of musical appreciation for adults. Over
four hundred records were brought from Cam-
den to be used in the practical demonstrations
which formed the major part of the program.

The conference was in charge of Mrs. Frances
E. Clark, director of the educational department
of the Victor Talking Machine Co. She was
accompanied by the following representatives of

Prominent Speakers at Conference

Standing, left to right — John G. Paine, Miss Caroline
■Hobson, Franklin G. Dunham. Sitting — Miss Margaret
Streeter, Mrs. Frances E. Clark, Miss Edith M. Rhetts,
Miss Mabel Rich.

the Victor edifcational department, who also took
an active part in the program: Franklin G. Dun-
ham, Miss Edith M. Rhetts, Miss Mabel H. Rich
and Miss Margaret M. Streeter.
L. C. Wiswell Makes Address of Welcome
The first session opened Monday morning with
an address of welcome by Leslie C. Wiswell,
president of the National Association of Talk-
ing Machine Jobbers. He explained, by pictorial
metaphors, the purpose of this unique gathering
and sounded the keynote of the meeting, which
was the better understanding of the innumerable
types of music available through Victor records

and of the innumerable uses to which each type
can be put, provided the salesman himself real-
izes fully the possibilities in each selection. Mr.
Wiswell touched on the value of "Everlasting
team work from every 'bloomin' soul'," and of
retail merchants interchanging ideas on merchan-
dising Victor products. He enlarged interestingly
upon the old saying: "He profits most who serves
best," and referred to service as the cause and
profit as the effect. At the close of his talk Mr.
Wiswell called to the rostrum for personal intro-
duction the heads of the Victor wholesale organ-
izations.

John G. Paine Tells of "Victor Ideals"

John G. Paine, of the legal department of the
Victor Co., then delivered a most impressive ora-

turity, but offers a very definite insurance for the
future business of the retail Victor dealer. He
closed by introducing Mrs. Frances E. Clark, and
added that the convention practically marked her
tenth anniversary with the Victor Co.

The Victor in the Schools
Mrs. Clark was given an enthusiastic ovation
and started in by thanking the Victor wholesalers
who had been responsible for bringing together
so large a representation of Victor dealers. Her
subject was "Our Educational Work — -Retrospect
— Prospect." She pointed out that this conven-
tion was making history because it was the first
gathering ever held for any such purpose. She
said that it was doubtful if such a convention
could have been held five years ago, because the

View of Great Victor Educ

tion on "Victor Ideals," during which he ex-
plained the ideals which actuate the Victor Co.,
despite any and all opportunity for immediate
gain. He showed how and why Victor policies
are established from a long-time viewpoint and
how the policies have already demonstrated them-
selves as successful over the short-time period.
Among the Victor ideals to which Mr. Paine
referred was that the Victor Co. considers it-
self successful only when every single Victor
dealer is thoroughly successful. He described
the Victor production practice of not building to
a competitive market, but to a quality ideal, and
the lengths to which the Victor Co. goes in
order to insure highest quality. He then de-
scribed interestingly the laboratory of research
which is maintained by the Victor Co. at Camden
and its modus operandi, incidentally touching
upon the Victor method of photographing sound
reproduction and thereby reducing its standards
to mathematical accuracy. Mr. Paine touched
inspiringly on the importance of the Victrola
from the standpoint of development and in ele-
vating human emotions. In this connection he
showed how the Victor educational department is
doing constructive work along this line. He
made it clear to all that this educational effort
constitutes not only a wonderful service to the
American people by way of increasing apprecia-
tion of good music from early childhood to nia-

H. J. SMITH LABORATORIES

Jewel Manufacturer

EXECUTIVE OFFICES,
FINISHING and
RECORDING
LABORATORY JEWELS

Plant No. 1
833 Broad Street
Tel. 2806 Market
NEWARK, N. J.

SAWING

GRINDING

ROUGHING

ROLLING and

EXPERIMENTAL

LABORATORY

Plant No. 2
MVx Franklin St.
NEWARK, N. J.

MANUFACTURER OF

Phonograph Diamond and Sapphire Reproducing Points — Recording Laboratory Jewels
— Rough Diamond — Diamond Powder — Experimental Work. Jewels manufacttired for
all tallang machine records. Consulting Specialist on all experiments relating to any new
recording grooves. Recording problems satisfactorily worked out.

ational Conference in Session

great strides in educational work have all been
made within the last half decade. She traced
illuminatingly the growth of the Victor educa-
tional idea, and explained how the first ideal is
to serve the children of America. The second
great ideal is to build business for the Victor
dealer through educational work in the public
schools, by teaching millions of children to think
in terms of the Victor. She stated that Vic-
trolas are now used in the public schools of
more than 9,000 cities in the United States. She
said that no movement ever taken up by the
Victor educational department, whether develop-
ment of folk songs, melodies by old masters,
Shakespeare selections, folk dancing or rural
school pieces, has been abandoned. On the con-
trary, the growth in every field has continued and
new fields are constantly being developed. At the
present time great headway is being made in
demonstrating the value of the Victrola through-
out the entire school day; i. e., of its playing a
definite part not only in musical classes, but in
English and penmanship classes, etc., without
end. Mrs. Clark e.xplained the initial importance
of seeing that people listen to the right selections
and of how the entire educational conference
aimed to show Victor dealers in a practical way
just how to insure that each customer is offered
the right type of music, regardless of age, etc.
At the close of her talk Mrs. Clark introduced
the other members of the educational department
who were attending the convention and led in
singing two stanzas of "America."

Margaret M. Streeter, of the educational de-
partment, next vividly discussed "Rhythm — Free
and Suggested Expression," under which subject
she touched upon "Individual Interpretation,"
"Suggested Expression Through Title," "Sug-
gested Expression Through Mother and Teacher"
and "Mimetic Play." Throughout her talk Miss
Streeter illustrated each point with record dem-
onstrations.

Edith M. Rhetts, of the Victor educational
department, closed the morning session with a
very interesting talk on "Cultural Hearing."

{Continued on page 88)

THE TALKING MACHINE WORLD

April 15, 1921

A GREAT VICTOR EDUCATIONAL CONFERENCE — (Continued from page 87)

Under this subject she covered "Learning to Lis-
t-en for the Little People," "Just to Hear Beauti-
ful Music," "Training the Ear," "Instrumental
Music for Adult Beginners," and "Cultivating
Discrimination." Throughout she illustrated
these points b}- record demonstration. There
was a luncheon at 12:30.

Monday Afternoon Session
The Mondaj' afternoon session opened with an
address on "Songs for Home, Kindergarten and
Primarj'^ School Use," by Mrs. Frances E. Clark.
"Song remains the most convenient vehicle for
the expression of musical thought," said she. "If
you can begin cultural hearing two years before
the child starts in kindergarten you will avoid the
problem of monotones. You will have no trouble
with a non-singing child. The requirement for
a song for a little child," continued Mrs. Clark,

Well-Known Jobbers Attending Conference

Standing, left to right — E. ^l. Coleman, W. J. Dyer &
Bro. ; Lester Noble, R. Wurlitzer Co.; R. C. Cron, Travel-
ing Department \^ictor Co.; F. H. Putnam, Putnam-Page
Co. Sitting — Chas. Womeldorff, Toledo Talking Machine
Co.; L. C. Wiswell, Lyon & Healy; G. P. Ellis, Chicago
Talking Machine Co. ; C. H. Grinnell, Grinnell Bros.

"is that it should be short, preferably of one
verse or even a couplet, such as

"Jack in the pulpit preaches to-day.
Under the green leaf just over the way."
It is quite necessary, Mrs. Clark insisted, that
the first songs of children should be those of
which the words are already familiar, such as the
'Mother Goose Rh3'mes. The music should be
good, and the lyrics too, but the thought of the
song should be within the realm of the child's
experience. For instance, it would be a grave
mistake to teach a song about a threshing ma-
chine to little children who had never seen a
threshing machine, or a song about geometry or
the wars of Julius Caesar to infants of six or
under. The song should be rhythmically strong
and should not be pessimistic like the child songs
of yore. Children are not interested, as the par-

ents of a couple of generations ago thought they
ought to be, in death and decay. They do not
even want to hear about the death of flowers.
Some Interesting Demonstrations

A number of demonstrations were then given
of how songs are taught in schools with the
Victrola. The song is first played for the chil-
dren. Then its nature is brought out by sugges-
tion and questioning. Then the children are
asked to hum the tune more softly than the music
of the Victrola, so that the music can be fol-
lowed. After that they sing it with the Victrola.

A thrill of sadness went through the audience
when Mrs. Clark told her hearers that Jessie L.
Gaynor, the famous writer of songs for children,
many of which appear on the Victor educational
records, died a few weeks ago. Probably many of
the audience did not know that Mrs. Riley, to
whose lyrics Mrs. Gaynor wrote such beautiful
musical settings, lives in Evanston, Chicago's
elite suburb. A number of the Gaynor-Riley
numbers were played, together with selections
from Mrs. Gaynor's delightful operetta, "The
House That Jack Built."

Miss Edith M. Rhetts gave her talk, or rather
demonstration, on "Cultural Hearing," which had
been postponed from the morning session. She
demonstrated methods of teaching the children
how to hear beautiful music. She quoted the
epigram about learning to listen, and listening to
learn, and explained the difference. She empha-
sized the necessity of flooding the consciousness
of the child at home with beautiful music, just
as it is flooded almost from birth with words.
"Ear training'' was then demonstrated and the
audience transformed itself into a "first-reader"
class, telling Miss Rhetts whether the music she
was playing was loud or soft and whether it
marched or slept.

Aliss Mabel H. Rich then finished her "Make
Believe" talk and demonstration and pleased her
hearers w^onderfully with her explanation of the
methods she uses. As an example she took
Nevin's famous "Narcissus," analyzed it, showed
how it got its name, and so on. She also showed
how she made the "Midsummer Night's Dream"
intelligible to children.

Teaching Orchestral Music

Miss Rhetts gave the attending dealers some-
thing to think about by showing how school
pupils are taught to know the instruments of the
orchestra by means of the Victor instrumental
records. A record, featuring a particular instru-
ment in solo, is first played, while at the same

Ward's Khaki Moving Covers

Distributors

BRISTOL & BARBER. INC.
3 E. 14th St.. New York City

Grade "D*' CoTCr with

YAHR & LANGE DRUG CO.
207-215 E. Water St.. Milwaukee, Wis.
COHEN &. HUGHES. INC.

Washington. D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.

STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
C. L. MARSHALL CO., INC.
Beckman BIdg.. Cleveland, 0.
Butler BIdg., Detroit, Mich.

THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.

C. J. VAN HOUTON & ZOON
140 S. Dearborn St., Chicago, III.

SONORA DISTRIBUTING CO.

Dallas, Texas

No. 3 Straps

THE C. E. WARD CO.

(Well-Known Lodge Regalia House)

101 William Street New London, Ohio

Also Manufacturers of Rubberized Covers
and f)usl Covers for the Wareroom

KNIGHT-CAMPBELL MUSIC CO.
I6U8 Wynkoop St., Denver. Colo.

CHAS. H. YATES
311 Laughlin BIdg., Los Angeles, Cal.

W. D. &. C. N. ANDREWS
Buffalo. N. Y.

SACHS & CO.
425 So. Wabash Ave.. Chicago

SHERMAtT! CLAY 4 CO.
741 Mission St., San Francisco, Cal.

JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
I50<l South Boulevard. Charlotte, N. C.
630 Washington St., Jacksonville, Fla.

ORTON BROTHERS MUSIC HOUSE
Butte, Mont.

GRAY & DUDLEY CO.. Nashville, Tenn.

ASSOCIATED FURNITURE MFRS.
St. Louis, Ho.

W. J. DYER i. BRO., St. Paul, Minn.

AMERICAN PHONOGRAPH CO.
Burlington, Vt.

JOSEPH BARNETT & CO.. Cedar Rapids, la.

The V 1 c t o r

Victrola made
its way by the
way it's made.
BRUNO

time a chart with a picture of the instrument is
shown to the children. Attention is then called
to the character of its tone and its use in the
orchestra. After the children have heard a num-
ber of records, featuring a number of instruments,
and have learned to identify them they are asked
to write stories, making the instruments imper-
sonate various characters. This not only culti-
vates the child's imagination, but also tests its
conception of the tone character of the instru-
ment.

F. G. Dimham and Miss Hobson Speak

Franklin G. Dunham had for his topic "Read-
ings for Intermediate and Grammar Grades." He
told Eugene Field's life story and played a num-
ber of his records and told intimate facts regard-
ing the artists who made some of the Victor
educational records. For instance, Sally Hamlin,
wlio gives such delightful renditions of the poems
of Field and James Whitcomb Riley, is a young
girl just out of high school. The audience was
thrilled by a record of Riley's own voice in inter-
pretation of his matchless "Out to Old Aunt
Mary's." Perhaps Mr. Riley's interpretation was
not so fine from an artistic viewpoint as that of
some professional readers, but the record is a
remarkable human document — the record of a
voice long since silenced.

Miss Caroline Hobson, who has charge of the
Victor educational department of the Stewart
Talking Machine Co., brought the first day's ses-
sion to a close with her talk on "What Educa-
tional Work Means to the Live Dealer." She
described many methods of going after the
schools on the Victor educational work, told how
large sales could be made through the medium
of the circulating record libraries and other
means, but emphasized the fact that far beyond
tlie commercial value of the work arid the dol-
lars to be gained is the satisfaction of doing real
good in the world, helping the cause of musical
and intellectual enlightenment.

TUESDAY'S SESSIONS

The Tuesdaj' morning session opened with a
few words by Mr. Wiswell, after which Mrs.
Clark talked upon the subject of "Rhythmic
Songs and Games" as bases of study. Mrs. Clark
then introduced Miss Streeter, who, with the aid
of Miss Rich and Mrs. Clark, demonstrated how
the sense of rhythm can be stimulated in the
child through nursery songs and little singing
games. In these last the assembled Victor peo-
ple w ere soon joining, with some embarrassment
and with considerable laughter, but with much
zest.

Miss Streeter then showed how music corre-

April 15, 1921

THE TALKING MACHINE WORLD

A GREAT VICTOR EDUCATIONAL CONFERENCE— (Continued from page 88)

lates rhythm with drawing and proceeded to
cover the subjects of meter sensing and other
very interesting topics related thereto.

Miss Rich followed in a talk on "The Project
Method," illustrating how a school program can
be adjusted to a central idea. Taking Thanks-
giving as a typical subject, she illustrated "The
Coming of the Pilgrims" (17646), Indians
(18444), and so on. She also illustrated the sub-
ject of Spring, using a few of the many Victor
records which blend with that subject.

Miss Rhetts then spoke on "Program and Pure
Music," and told of the work she had seen ac-
complished in the New York Ghetto by the
Victor. She showed how music suggests certain
qualities, as, for instance, courage (35259), or
sorrow (35547).

Mr. Paine was next, speaking on "English
Literature for Junior and Senior High Schools,"
taking Scott's "The Lady of the Lake" as his
first subject. He showed how the real atmos-
phere of the age could be conveyed in a very
impressive fashion by the records. Mr. Paine
also used the Victor to surround with added
interest Milton's "Comus, a Masque," his "II
Penseroso," and some of Shakespeare's plays.
Tuesday Afternoon Session
The afternoon's session was opened by Miss
Rich, whose topic was "Making the Most of a
Record." Records were played and then Mi.s
Rich, by demonstrations in which she frequtal'.y
enhsted the assistance of the audience, showed
how the records could be used to help in march-
ing, penmanship, gymnastics, mimetics, rhythmii.
drill, concentration, drawing, nature study, Amer-
ican history, historj^ of music in America, pic-
ture study, development of the miagination, etc.,
etc.

Miss Streeter, in her treatment of music in the
rural school, used records illustrating how the
Victor is used in group singing. She also dem-
onstrated ideal songs for boys and for girls.

Mr. Paine talked on stabilizing the talking
machine market to educational work. He showed
how the work of the Victor Co., aided and abet-
ted by the dealer who intelligently follows that
work, is creating a demand for machines and
records in the homes of children who have had
their studies lightened and who have learned to
love good music through the agency of the Vic-
tor in the school room. He also quoted in-
stances to show that the educational work of
the Victor was not merely a means of publicity,
but quite an important factor in the dealer's an-
nual profit, especially in the larger cities, result-
ing in direct sales to schools and to teachers
who buy instruments for their homes.

At four o'clock there appeared a class from
the Chicago Normal School of Physical Educa-
tion, which consisted of twenty-five or thirty
young women who are training for teaching in the
schools. They gave a dozen numbers illustra-
tive of the most typical folk dances of the dif-
ferent nationalities, and they were accompanied,
of course, by the Victor with records especially
prepared for this class of work.

WEDNESDAY'S SESSIONS

Wednesday morning Mr. Dunham described
how music can be correlated to English litera-
ture. He gave a brief synopsis of the various
periods of English literature, from the Anglo-
Saxon to the Victorian, and showed how, by
records of the songs written in the different
periods or by instrumental numbers reflecting
One way or another the atmosphere or customs
of the period, the teaching of English can be
made vitally interesting to the pupils, who thus
actually live the literature of the period, instead
of painfully studying it.

Miss Streeter, in "Characteristic Rhythms,"
had her audience rocking cradles, spinning, gal-
loping, rowing (absolutely making rowing mo-
tions to the tune of a lilting Barcarolle). In
the second section of her talk metric and dance
forms were treated.

Mrs. Clark showed to peculiar advantage in her
talk on nationality in music. Selections typical

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of the various nations were played, their signifi-
cance and relative character-forming influence
were described, and the development of the folk
songs from custom and vocation indicated.

Miss Rhetts talked about foi m in music, touch-
ing on such topics as thematic or structural
designs, primary song forms, use of variations.

Miss Rich closed the morning session by de-
scribing the use of music-memory contests and
showing how the Victor was working in co-
operation with the Bureau for the Advancement
of Music of the Music Industries Chamber of
Commerce. Those present were asked to take
one of the memorandum pages of their programs
and jot down in order the names of ten selec-
tions which were played on the Victrola. It was
a fair test, as all of these numbers, or at least
snatches of them, had been played during the
previous sessions. The results were somewhat
astounding. Only one person in the audience of
several hundred people had been able to name as
many as nine of the numbers correctly. She

was Miss Blanche S. Rosebrugh, in charge of the
Victor educational department of Scruggs-Van-
dervoort & Barney. Twoior three others had iden-
tified six. Mr. Parker, of Milwaukee, was among
those who admitted to having called the turn
correctly on six numbers, but he 'fessed up to
a neighbor that he couldn't recall the title of one
of the selections and had jotted down the record
number instead.

Wednesday Afternoon Session

Wednesday afternoon Miss Streeter talked on
"County Institutes." Mr. Dunham had for his
subject "American History and Americanization."
Miss Rhetts illustrated how music history could
be taught in lectures, illustrated by records of
the music of the different periods.

At this juncture L. C. Wiswell presented to
Mrs. Clark a magnificent basket of flowers, a
lril)ute from the ten Middle Western Victor diii-
tributors, who, with the Victor Co., were respoji-
sible for the conference. i
{Continued on. f>agc 90)

THE TALKING MACHINE WORLD

April 15, 1921

A GREAT VICTOR EDUCATIONAL CONFERENCE— (Continued from page 89)

Mrs. Clark's Closing Talk

Mrs. Clark then made the concluding talk of
the conference. She said, in part:

"A long time ago I began to tr>' to secure the
approval and consent of the folks down at Cam-
den to put on this conference, because I thought
it ought to be done. I felt that we had come
to the point where 'if Mahomet could not come
to the mountain the mountain must come to
Mahomet' and that since Camden was so far
from so many places and as everj'one could
not come such a great distance, the next best
thing was for us to come to you. We began to
think about it last Summer, and we felt that the
beginning ought to be here. Being a good West-
erner myself, having come from Indiana, I just
knew what kind of folks there were here, and
I knew that if I ever wanted to do anything in
my life the Middle West was the place to do it.

"Several years ago I began to say that there
should be an educational department in the store
of every wholesaler. Well, the war came on
and stopped everything. Otherwise, I think I
should have realized that dream before this. But
now it has come. Very many of the distributors
are at present giving that service to their deal-
ers, and others are coming just as fast as we can
assure them that we can supply the material.
I think that nothing could be so great a step
forward for the future than just that very thing.

"There are a number of educational depart-
ments in the large retail stores. There ought to
be four or five times as many. In a large city
there should be in your retail store an educa-
tional department — someone on that floor who
knows how to talk intelligentlj- to a teacher or
mother who asks. You cannot hope to reap much
value from that department if you do not have
someone on the floor equipped to do that work.

"Now, the smaller cities are different. Perhaps
the dealer cannot afford to have that person, but,
in that case, the distributor is certainly confronted
with the responsibility of sending to his dealers
that kind of service. Most of the distributors

are carrying out the policies of the Victor Co.,
but some of them have not yet begun to carry
on this work and the message to their dealers.
It is coming very, very fast, and we look for-
ward in a very short time to seeing every dis-
tributor offering this service.

"The only reason we haven't a hundred per
cent record is because of the inability of the

Mrs. Frances E. Clark

\'ictor Co. to supply the material with which
to do this work. Now we are coming to it.
It has been a frightful situation because of the
demand for other records than educational. Now
we shall be able to supply educational material
in just the quantity you need. A short time
ago, in a little conference we had, we were dis-
cussing the record situation. It seems the orders
for the educational records were not coming in

fast enough. But the distributors, when they
came here, were asked about educational records.
We were told that they did not seem to feel a
very great pressure on that point. Unless you
order the records from the distributor in such
number as will make him feel that you are behind
in them he will, perhaps, just lay it aside for the
time being, because he hasn't felt the belief from
3'ou other dealers. W'hen the}' do they are going
to register that belief with the Victor factory.
Our dealers are asking for these records. I want
them to ask for many. If you order just one of
each record it doesn't sound so very loud at the
factory, because it doesn't sound as loud as 'Dar-
danella' or others of that sort. Until you make
them hear that you want this stuff all my ham-
mering will be in vain. My hands are tied with-
out your support. We can only secure this
material in abundance when j'ou help me make
a noise about it. The only way to make an effec-
tive noise is to register orders. When we get
enough orders down there we say, 'Why, look at
this. The orders are piling up on this record
and that. We will have to get after this.' They
are only human down there, and when they see
orders for hundreds of thousands of some foolish
thing and find a little insignificant order for an
educational record or so j-ou can't blame them
for having poor eyesight. It is just a matter
of business sense. Fortunately, we have the
active support of the directors. There is every
co-operation there and thej' want very much to
help, but i'ou must help, too.

"I have come to you with this message because
there were things to tell you, and we wanted to
let you know how to do it. I cannot close with-
out a word of the most heartfelt appreciation of
your splendid attitude through these days. To
see your faces has been a great pleasure. I must
confess that a day or two before it began I looked
forward to it with just a bit of stage fright, but
you have stood by this thing and your spirit has
been wonderful. The girls are just as happy
as I am and have never talked to an audience

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April 15, 1921

THE TALKING MACHINE WORLD

A GREAT VICTOR EDUCATIONAL CONFERENCE— (Continued from page 90)

so receptive. It has just been one great joy to
me."

Mrs. Clark then called on each of "her girls"
in turn. They were: Miss Golda Airy, of Koer-
ber-Brenner, St. Louis; Miss B. Rosebrugh, of
Scruggs-Vandervoort & Barney, St. Louis; Miss
Caroline Hobson, Stewart Talking Machine Co.,
Indianapolis; Miss Stein, Lyon & Healy, Chi-
cago; Miss Laura M. Donaldson, W. J. Dyer &
Bro., St. Paul; Miss M. Jardine, Mickel Bros.,
Omaha; Miss M. A. Cloud, Putnam-Page Co.,
Peoria; Miss Irma Torgerson, Badger Talking
Machine Co., Milwaukee; Mrs. Nora H. Meeker,
teacher of music appreciation in city schools,
Detroit, and Miss Florence McMahon, Baldwin
Victrola Shop, Cincinnati.

Miss Jardine said: "Up until about three years
ago in Omaha schools we took in $15,000 for edu-
cational records and Victrolas. Since that time
there has been quite a shortage, but things are
clearing up wonderfully now."

Miss Meeker said: "I am finishing my third
year as a teacher of music appreciation in the
great city of Detroit. As a result of the work
which I have done for Grinnell throughout the
State of Michigan I was only able to devote part
of my time to Detroit. Last year, after a cam-
paign quietly carried on without any professional
backing, I was able personally to get the great
orchestra of Detroit with the biggest backer in-
terested in this work. This person asked me
how much money I needed to make the chil-
dren's concerts possible. I told him I needed
$5,000, and he said, 'Here it is'."

Miss Hobson said: "I happened to be in the
office of Mr. Burr, supervisor of Indianapolis
schools, after the La Scala concert. He said, 'Last
night I said to Mrs. Burr that four years ago,
when that girl used to dodge my footsteps, I used
to think it a commercial proposition. Several
years ago I couldn't fill a house. Two years
ago conditions were better and this year I have
attended no concert where people haven't been
standing in the back — tickets being sold long
before the concert. This is simply because the
school children have carried back the story
to their people. The house is just packed
now and many children are there. Not only is
the theatre packed, but I noticed that all those
people seem to listen with some degree of intelli-
gence that I never noticed before. -The dealers
play a large part in educating all these people in
cities and rural districts'."

Miss Cloud said: "I am sorry that I am not,
at present, doing educational work, but it has

great possibilities. I hope that the work can be
made of commercial value. It offers a great
deal to the child and brings the dealer in touch
with the home. It is a fine thing altogether,
and it is a very splendid thing for us a'.l to
accomplish and realize."

Miss Donaldson, who is one of the team, said:
"I have gone ijito this work with a great love.
Once every two weeks I meet with the Associa-
tion of Blind People of St. Paul. That is some-
thing I was afraid to do at first. I had the thrill
of actually seeing them dance through the work
I was able to do. I always felt so sorry for
these people to think they had to be led and
watched and pushed into place, so when they got
up and danced I had the biggest thrill I think
I ever had from my work."

Miss Airy said: "The work has always held
a great fascination for me. A number of years

ago I was an eighth-grade teacher, and we
bought a Victrola. We were very proud of it.
I was put on the music committee to help get
the records. We had a dealer in the town who
had been there for years and ought to have known
about educational work, although it was still in
its infancy then. We couldn't find anything but
a catalog and we pored over it and tried to find
something. When I got into this thing I discov-
ered how much teachers wanted these things,
although my work is not strictly educational."

Miss Stein said': "I have had but two years'
service, devoted entirely to the local service. We
have not been able to do much, owing to various
conditions, political and otherwise, here in Chi-
cago. We have one of the largest and one of
the hardest territories to cultivate."

All the others expressed their enthusiasm for
the work and the results to be attained.

BANQUET IN HONOR OF THE EDUCATIONAL DEPARTMENT

Wednesday evening, in the Gold Room of the
Congress Hotel, a banquet was given in honor
of the educational department of the Victor Talk-
ing Machine Co. and the Victor dealers. The

Wiswell announced that this banquet would be
unique in that there would be no speaking. This
was greeted with applause, which grew in volume
as the Victor artists were introduced. Lambert

Left to right (head table) — C. J. Schmelzer, Lester N
Miss Marparet Streeter, H. S. Goldsmith, Chas. Womeldorff,
Miss Mabel Rich, E. M. Coleman, Miss Edith- M. Rhetts, C.

guests numbered about 500. They were seated
in small groups at round tables. At the speakers'
table were the representatives of the distributors
and members of the faculty.

At the close of the very excellent dinner Mr.

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oble, R. S. Cron, Miss Caroline Hobson, L. M. Willis,
Lambert Murphy, Mrs. Frances E. Clark, L. C. Wiswell,
H. Grinnell, F. H. Putnam, George Stewart, G. P. Ellis,

Murphy, the famous tenor, who was in the city
to sing with the Chicago Symphony Orchestra
at its Friday and Saturday concerts, was heard
in a group of songs. Mr. Murphy's appearance
was especially welcome because of the excellent
work he has done in making Victor educational
records. He sang "Kathleen Mavourneen," "I
Hear a Thrush at Eve," "Christ in Flanders"
and "When the Roses Bloom." Sophie Braslau,
the famous grand opera contralto, who was
brought to Chicago through the courtesy of the
Victor Co., sang "The Robin Woman Song"
from Charles Wakefield Cadman's "Shanewis,"
"The Habanera" from "Carmen" and "The
Greatest Miracle of All."

The Imperial Quartet of Chicago, whose
Victor records have become decidedly popular,
sang McDermid's "Land of Mine," "Way Down
Yonder in the Cornfield," a novel interpretation
of a church organ and Carrie Jacob Bond's
"Perfect Day."

Mr. Murphy sang "Macushla" and "There Is
No Death." Sophie Braslau closed with a won-
derful rendition of the "Eli-Eli," and as an en-
core sang "The Sweetest Story Ever Told." The
music during the banquet, and for the dancing
which followed, was furnished by Benson's Or-
chestra, the Chicago organization which has
made a number of Victor records.

Those present at the business sessions and
banquet were:

R. E. Agnew, Lyon & Healy, Chicago; J. A. Arnold, Kay-
Graham Music Co., Portsmouth, O. ; J. M. Alden, Alden
Music Store, Hibbing, Minn.; Golda Airy, Koerber-Brenner,
St. Louis; Orpha Anderson, West Music Co., Joliet, 111.

Mrs. J. F. Boycr, J. F. Hover Music House, Elkhart, Ind.;
Miss Beecher, Lyon & Healy, Chicago; W. F. Barringer,
Barringer's, Kokomo, Ind.; O. G. IJrown, Brown Music
Co., Viroqua, Wis.; Miss Benson, Music Dept. Public
Schools, Chicago; Abel Burman, A. Burman, Chicago; Lo-
retta Brown, Macauley & Nevers, Chicago; Raymond Bill,
Talking Machine World, New York; Charles M. Bent,

(Continued on page 92)

THE TALKING MACHINE WORLD

April IS, 1921

A GREAT VICTOR EDUCATIONAL CONFERENCE— (Continued from page 91)

Music Shop, Chicago; Lenore Blazier, Cable Company,
Elgin, 111.; Mrs. \^'. E. Branyon, Schaaf Bros., Huntington,
Ind. ; Otis Bigelow, Otis Bigelow, Dowagiac, Mich. ; Louise
Brule, Oberlin's Furniture Co., Kankakee, 111.; Miss Bene-
dict. Benedict Music Co., Galesburg, 111.; J. E. Burke, Jr.,
T. Burke Music House, Winona, Minn.; Isabel Boyde,
West Music Co., Joliet, 111.; Sarah Berlin, The Music
Shop, Chicago; H. R. Bewley, G. S. Hockett, Bellefontaine,
0. ; Anna Bumbaum, Cable Company, Chicago.

Heleti Caster, FuUer-Ryde Music Co., Indianapolis, Ind.;
Hattie Clapp, J. W. Green Co., Toledo; J. Corngold, Rose-
land ilusic Shop, Chicago; Mr. and Mrs. R. S. Cron, Vic-
tor Talking Machine Co., Chicago rep.; Mrs. E. F. Carroll,
Carroll Music Shop, Appleton, Wis. ; E. F. Carroll, Carroll
Music Shop, Appleton, Wis.; F. W. Clement, Chas. B.
Roat Co., Battle Creek, Mich.; R. J. Cook, Cable Company,
Chicago; Mrs. E. A. Cleveland, Cleveland Music House,
Beloit, Wis.; Grace Coash, J. Lowenstein, \'alparaiso.

Ind.; Harry Craig, Harry Craig, Altoona, 111.; Claude R.
Cheney, Friedrich Music House, Grand Rapids, Mich.;
Bourke R. Corcoran, Music Shop, Chicago; William F.
Cotton, Cotton's Music House, Oak Park, 111.; Marion
Craig, Grinnell Bros., Bay City, Mich.; Mrs. F. E. Clark,
Victor T. M. Co., Camden, N. .T. ; Ruby Copping, Cable
Company, Kankakee, 111.; Esther Chastain, Cable Company,
Bloomington, 111.; R. E. Chappell, R. E. Chappell, Niies,
Mich.; P. F. Cutner, Cutner Music House, Lincoln, 111.;
M. A. Cloud, Putnam-Page, Peoria, 111.; Mary Collins,
West Music Co., Joliet, 111.; Mrs. Lois A. Cohen, 3214
Hirsch St., Chicago: Glendv Carradine, Music Shop, Chi-
cago; R. C. Coleman, W. J. Dyer & Bro., St. Paul, Jlinn.

Mabel . Donahue, Lyon _& Healy, Chicago; _ Gertrude H.
Donavan, Farragut School of Joliet, Joliet, 111.; Lucy
Doering, A. R. Meyer, Havana. 111.; Laura M. Donaldson,
W. J. Dyer & Bro., St. Paul, Minn.; Rosamond Drake,
Griggs' Music House, Kewaunee, 111.; L. W. Dow, Crowley.
Milner S;-Xo,, -Detroit;- Edw. B. Dublin, West Side Talk.

Mach. Co., Chicago; T. M. Dvorak, Dvorak's, 3946 West
Twenty-sixth St., Chicago; H. A. Diehl, Stewart T. M. Co.,
Indianapolis; Anna I\Iay Daviska, Cable Company, Aurora,
111.; Josephine Dewej', Adam Schaaf, Chicago; H. K.
Deckert, Cable Company, Chicago; John Dragomier, No.
Shore T. M. Co., Evanston, 111.; Henry S. Doran, Henry
S. Doran Co., Detroit; Harry W. Doran, Henry S. Doran
Co., Detroit; George F. Denig, Chicago T. M. Co., Chicago;
Franklin G. Dunham, Landay Temple of Music, New York;
M. L. Duncan, Chicago T. M. Co., Chicago; C. L. David-
son, Talking Machine Shop, Chicago; Vivian Devry, Grin-
nell Bros., Adrian, Mich.; D. J. Drummond, Diehl's Drum-
mond Co., Janesville, ^^'is. ; Mrs. C. E. Dugan, E. W.
Owen & Co., Mankato, ^Minn.

Miss L. E. Evarts, Lyon & Healy, Chicago; Forest
Edwards, Service Shop, Chicago; iliss Frances Enders,
Grinnell Bros., Detroit; Griffith P. Ellis, Chicago T. M.
Co., Chicago; Ruth Elliot, Adam Schaaf, Chicago; Mrs. H.
Lee Ellis, L. Groenier, Lancaster, Wis.; Harry Fitz-
patrick, Lyon & Hea.y, Chicago; T. P. Flannery, T. P.
Flannery Co., Chicago; E. J. Falk, O. X. Falk & Sons
Store, Stoughton, Wis.; Leora Flotow, Aug. Korn ^lusic
House, Michigan City, Ind.; H. L. Frieke, Chicago T. M.
Co., Chicago; Miss E. Fink, Red Cross Pharmacy, Misha-
waka, Ind.; Ethel Forbes, Cable Piano Co., Chicago; L. G.
French, L. G. French, Ionia, j\lich.; Mrs. Freda Figy, Lyon
& Healy, Chicago; C. Feldt, Macauley & Nevers, Chicago;
-Harry J. Fiddeike, Hall Mfg. Co., Chicago; A. T. Forsen,
A. T. Forsen & Son, Chicago; Charles Friedman, Adam
Schaaf, Chicago; A. C. Fink, I?"aywet Shops, CoUingsville,
Ind.; George L. Frank, George L. Frank Co., Lebanon,
Ind.; Fred E. Fauble, Ed M. Pratt, Delta, O.; Arthur C.
Fenton, Hyde Park ilusic Shop, Chicago; Esther Fitz-
patrick, Grinnell Bros., Detroit.

Agnes Gleason, Hanger Bros., Lincoln, 111.; C. H. Grin-
nell, Grinnell Bros., Detroit; Ruth Gillette, Adam Schaaf,
Chicago; D. M. Groulx, D. M. Groulx, Green Bay, Wis.;
George Click, Click's Music Store, Chicago; J. H. Gold-
berg, Goldberg Phonograph Store, Detroit; Cleota Goodyear,
Rogers & Wilson, Goshen, Ind.; J. Grinnell, Grinnell Bros.,
Detroit; William B. Gannon, Toledo T. ^1. Co., Toledo;
H. A. Goldsmith, Badger T. M. Co., Milwaukee; P. E.
Gregg, Gregg's !^Iusic Store, Menominee, Wis.; Bernadine
Oilman, C. S. Pierce ilusic Co., Brodhead, Wis.; Henry
Goldsmith, Goldsmith's ilusic Store, Columbus, O. ; W. C.
Griffith, Chicago T. M. Co., Chicago; P. Q. Griffiths, Chi-
cago T. M. Co., Chicago; W. P. Geissler, Chicago T". M.
Co., Chicago; Tillie Grimm, C. F. Bullwinkle Co., Jeffer-
son, Wis.

J. L. Hassmer, Hassmer Bros., Chicago; W. Huntington,
Lowenstein's, \'alparaiso, Ind.; Columbus Healy, Lyon &
Healy, Chicago; 5l. A. Heyman, Jr., Heyman Co., Grand
Rapids, Mich.; R. K. Hillyer, Linn & Scruggs Co., Decatur,
111.; Lillian Heanej', T. P. Flannery Co., Chicago; Max
Hanowitz, J. Hanowitz, Mosinee, Wis.; Carolyne Hobson,
Stewart T. il. Co., Indianapolis; Rose Herndon, Putnam-
Page, Peoria; Mrs. C. S. Heimstreet, C. S. Heimstreet,
Lake Mills, Wis. ; Anthony J. Hoppe, Talking Machine
and Phono. Record, Chicago; Lucile Hulbert, Grinnell Bros.,
Pontiac, Mich.; W. P. Haley, J. Haley & Son, Areola, 111.;
Fred H. Holmes, Fred H. Holmes, Green City, Mich. ;
C. W. Hyde, Chicago T. M. Co., Chicago; \'incent Healy,
Lyon & Healy, Chicago; Mrs. Fred H. Holmes, Fred H.
Holmes, Green Citj-, ^lich. ; Thomas H. Hendricks, Pear-
son Piano Co., Indianapolis; E. G. Heath, Badger T. M. Co.,
Milwaukee; Miss A. E. Hensel, R. Wurlitzer Co., Chicago.

Mrs. H. Ide, Simon Bros., Gary, Ind.; A. F. Ihbe,
Kesselnian-O'Driscoll Co., ^Milwaukee; Pauline Ingoldsby,
West Music Co., Joliet, 111.

J. L. Johnson, Pickney Pharmacy, Plymouth, Mich.;
J. B. Johnson, Villa Grove, 111.; Martha Johnson, Aug. Korn
Music Store, ^Michigan City, Ind.; C. E. Johnson, Chicago
T. ^1. Co., Chicago; Ruth Jeremy, Adam Schaaf, Chicago;
yi. Jardine. !Mickel Bros., Omaha, Neb., Frank H. Johnson,
Talking Machine Shop, Chicago.

!Miss A. Kroeze, Grinnell Bros., Grand Rapids, Mich.;
G. L. Kramer, Kramer's Music House, Crown Pt., Ind.;
X'iola Kramer, Grinnell Bros., Saginaw, Mich.; C. A. Kiler,
C. A. Kiler, Champaign, 111. ; Mrs. Jessie Keoner, Parker
Dry Goods Co., Charleston, 111.; T. R. Kenny, Bolton
Lecture Co., Aledo, 111.

Mrs. F. .M. Leslie, F. M. Leslie, Urbana, 111.; Mrs. A. C.
Leithardt, Witzel Music Co., Chicago; F. M. Leslie, F. M.
Leslie, Urbana, 111.; May Long, F. M. Leslie, Urbana, lil. ;

C. T. Lanherr, Lyon & Healy Serv. Shop, Chicago; Miss
Lj-nch, ilusic Dept. Public Schools, Chicago; Miss C. S.
Lammar, L. W. Gibson Co., Medford, Wis.; Ruth Lacey.
Carroll's Music Shop, Appleton, Wis.; Fred Lehman, Leh-
man's ilusic House, East St. Louis, 111. ; Gertrude Larking,
Cable Piano Co., Joliet, 111.; F. L. Lathrop, Jr., G. L.
Lathrop & Sons Piano Co., No. Baltimore, O. ; A. C. Leit-
hardt, Witzel Music Co., Chicago; ilrs. J. R. Losey, J. R.
Losey, Plymouth, Ind. ; G. E. Lester, G. E. Lester, Hoope-
ston. 111.; 'Theo. G. Lehrner, Ed Schuster & Co., Milwaukee;
Rosamond Lloyd, Anton MoUe, Antigo, Wis.

A. B. Musson, Macauley & Nevers, Chicago; Mrs. A. R.
Meyer, Havana, 111.; L. A. Murray, L. A. Murray Co.,
Davenport, la.; O. F. Martin. Grinnell Bros., Detroit; F.
L. Mead, ilerrill. Wis.; Emelia Montinari, Rudolph Wur-
litzer Co., Chicago; Jlrs. Mora H. Meeker, Teacher of
Music Appreciation, Detroit; W. J. Murray, Harned &
\"on Maur, Davenport, la.; Hazel La Von Minnix, Murphy
Furn. Co., Peru, Ind.; Gus Mayer, Unit Construction Co.,
Philadelphia; R. ilarshall, Lyon & Healy, Chicago; J. E.
Meagher, Forbes-Meagher, Madison, Wis.; Harris Meyer,
Meyer Music House, Holland, Mich.; Miss A. W. Miller,
Chicago T. M. Co., Chicago.

W. G. McClure, W. G. McClure, Napoleon, O.; Miss C.
McDonald, Greenstone T. M. Co., Chicago; Irene McKay,
West Music Co., Joliet, 111.; Frances E. McCarty, R. H.
Zinke ilusic Co., jMilwaukee; R. B. McCreight, Bolton
Elec. Co., Aledo, 111.; Ada ilcQuiston, S. I. S: H. H.
Kessler, La Porte, Ind.; Agnes M. McGeary, Chicago T.
M. Co., Chicago; Olive McCormick, Lyon & Healy, Chicago;
T. F. McDermott, Emerson Piano House, Decatur, 111.;
Florence McMahon, Baldwin \'ictrola Shop, Cincinnati, O. ;
Helen JlcHenrv, Ehrlicher Bros., Pekin, 111.; Blanche Mc-
Clure, W. G. McClure, Napoleon, O.; Mrs. T. J. McHugh,
W. Lewis & Co., Champaign, 111.

Miss JI. L. Norris, Lyon & Healy, Chicago; Miss C. L.
Norris, Chas. L. Norris & Co., W. Chicago; Rich. L.
Neum.uebel, Fenton Music Co., Chicago; Lester E. Noble,
R. Wurlitzer Co., Chicago; Thor Norberg. Norberg Music
House, Rock Island, HI.; Ernest L. Norris, Chas. E. Nor-
ris & Co., W. Chicago; E. F. Novak, Cable Piano Co.,
Chicago.

A. r. Oberlin, Obcrlin Furn. Co., Kankakee, 111.; Frank
O'Connor, Pontiac Music Shop, Pontiac, Mich.; L. J.
O'Brien, T. L. Hudson Co., Detroit, Mich.; A. G. Ogren,
.\. (i. Ogren M. Co., Rockford, 111.; Mrs. Irene Ogren,
\\ eblier-Ashworth, Cadillac, Jlich.; Miss N. \'. Owen, West
Music Co.. loliet. 111.

W. II. Page, W. II. Page Co., Terre Haute, Ind.; P.
I'uckoris, Laiiiont Studio, Lament, 111.; Miss Patterson,
0. B. I'.akcr & Son. Dwight, 111.; F. M. Pierce, F. M.
Pierce, Faribault, Minn.; Mabel Peters, Mcver Music House,
Holland, Mich.; C. S. I'lercc, C. S. Pierce Music Co., Brod-
head. Wis.; A. E. Paul, Cook rminiy Schools. Chicago;

D. E. Perrin, Brisbane & Perrin. Waseca. Minn.; Mr. and
Mrs. H. C. Peterson, Garv, Ind.; J. G. Paine, X'ictor Co.,
Camden N. 1.; Eruin -M. Perz. E. M. Perz, Chicago;
K. G. rial).i.lv. Eiiursiin I'. Ibumi-, lU-catur, HI.; Stephen
I'aridv l.elimaii'< Mn-K limine. Si. I.Muis; Leslie C.
Parker, Badger T. -M. Sli.'i.. .M.luaukce; L. S. Putnam,
Putnam- Pag« Co-, l^eoria, 111.; II. W. Porter, Grinnell

Bros., Detroit, Mich.; A. J. Pete, Lion Dry Goods Co.,
Toledo, O.; F. H. Putnam, Putnam- Page Co., Peoria, 111.;
S. F. Patchin, J. B. Bradford Piano Co., Milwaukee; Ger-
trude Paine, L. & H. Service Shop, Chicago.

Miss Rich, Lyon & Healy, Chicago; Miss E. Raps, Lyon
& Healy, Chicago; Geo. V. Roscoe, Rogers & Wilson,
Goshen, Ind.; Mabel M. Rich and Edith M. Rhetts, Victor
Co., Camden, N. J.; Lucille Rannels, Schaaf Bros.' Music
Store, Huntington, Ind. ; Loretta Ruettiger, Cable Piano
Co., Joliet; E. L. Ruffing, J. E. Ruffing & Son, Delphia,
Ind.; I. Raubala, Lyon & Healy, Chicago; G. B. Ryde,
Fuller-Ryde ]Music Co., Indianapolis; Mrs. Reynolds, Si-
mon Bros., Gary, Ind.; Max Reich, Max Reich, Detroit;
J. J. Roden, The Dayton Co., ilinneapolis; Walter P.
Roche, Lyon & Healy, Chicago; Miss B. Rosebrugh, Scruggs-
Vander\'Oort & Barney, St. Louis; E. H. Ryckhoff, Lyon &
Healy, Chicago; Miss A. Reimers, Reichardt Piano Co.,
Milwaukee Ave., Chicago.

G. W. Slaght, H. O. Hartley, Galva, 111.; Mrs. L.
Straight, A. Livingston, Bloom^gton; Wilma Sechler,
J. F. Boyer Music House, Elkhart, Ind. ; Edw. W. Schulz,
and Martha Scott, Lyon & Healy, Chicago; O. C. Schefft
and Miss L. Schefft, Chas. H. Schefft & Son, Milwaukee:
Henry L. Sorenson, Henry L. Sorenson, Neenah, Wis.;
Thos. B. Stone, Thomas B. Stone, Chicago; Elizabeth
Sheen, Sell Bros., Delaware, O. ; Geo. E. Stewart, Stewart
Talk Mach. Co., Indianapolis; Margaret M. Streeter, \'ic-
tor Co., Camden, N. J.; Ruth Swanson, Swanson Music
House, Chicago Heights; J. W. Strain, J. W. Strain Jew-
elry Co., Carrolton, 111.; ;^iyrtle Smith, Rohrig Jew^elry Co.,
Ludington, ilich.; C. F. Sternburg and Mrs. C. F. Stern-
burg, Jury Rowe Co., Jackson, Mich.; E. Sherry, I. Sherry
& Son, Chicago; Elsa Stein, Lyon & Healy, Chicago; Harry
I. Spayd, Emerson Piano Co., Decatur, 111.; A. E. Severe
and Mrs. Severe, Putnam- Page Co., Peoria; H. G. Seldora-
ridge, Lyon S: Healy, Chicago; Minnie Springer, Taylor
Carpet Co., Indianapolis; i\Irs. A. L. Spencer, Cable Piano
Co., Wheaton, 111.; Mae Smith, Gimbel Bros., Milwaukee;
Johanna Speth, R. Wurlitzer Co., Chicago; Alphonse Scan-
nell, Lyon & Healy, Chicago; Mary Streube, Adam Schaaf,
Chicago; Lyie Straight, A. Livingston, Bloomington, 111.;
R. L. Stutzman, P. A. Borgrier Co., Peoria, 111.; H.
Schoessling, R. Wurlitzer Co., Chicago; Mrs. W. W. Snyder,
W. W. Snyder, Mt. Pulaski, 111.; Gertrude E. Sandstrom,
Benedict Music Co., Galesburg, 111.; Paul Seeger, No. Shore
T. J\I. Co., Evanston; Geo. Schneider and Otto Schopen,
Badger T. M. Co., Milwaukee; A. E. Stasulanis, A. E.
Stasulanis, Chicago.

Ruth Turner, Tiffaults Kamo Co., Marshfield, Wis.; Karl
Thorp, H. E. Deck, Bryan, O. ; W. R. Twiss and Mrs.
W. R. Twiss, St. Clair, Mich.; Elsie R. Tritt,
Sonneborn's Store, La Porte, Ind.; lilrs. H. A.
Teslow, Teslow Music House, Cresco, la. ; W. E. Tieste,
Chicago T. M. Co., Chicago; Irma 'Torgerson, Badger T.
M. Shop, Milwaukee; W K. Tremblett, Chicago T. M. Co.,
Chicago; W. H. Tesch, H. W. Krienetz, Inc., Milwaukee;
T. M. Thompson, West Music Co., Joliet, 111.

J. T. Vincent, S. N. Vincent & Son, Lapere, Mich.;
L.' E. Van Antwerp, Red Cross Drug Co., Benton Harbor,
Mich.; Mrs. T. T. Vincent, S. N. Vincent & Son, Lapere,
Mich.; E. P.'\'an Harlingen, Talk. Mach. World, Chicago.

Elizabeth Wiswell, Lyon & Healy, Chicago; L. C. Wis-
well, Lvon & Healy, Chicago; Hazel Wagner, Lyon & Healy
Earle Wall, JlcCandless & Zobel, Antigo, Wis.; Ruth
Wood, T. P. Flannery Co., Chicago; Ira Williams, Pettis
Dry Goods Co., Indianapolis; Maude W^inchell, Grinnell
Bros., Toledo, O. ; B. B. Webster, T. W. Williams, McGee
Williams, T. J. Walsh, W. P. White and Mrs. Griffith Ellis,
Chicago T. M. Co., Chicago; Howard Williams, Williams
Jewelry Co., Delavan, Wis.; Nell Williams, Benj. Temple
of Music, Danville, 111.; Harry E. Whitman, Circle T. M.
Shop, Indianapolis; T. G. Willis, J. J. Willis & Son, May-
wood, 111.; C. H. Womeldorff, Toledo T. M. Co., Toledo,
O.; H. Winograd, Roseland Music Shop, Chicago; Geo.
B. Wiswell, West Music Co., Joliet, 111.; E. C. Warner,

Main-Springs

For any Phonograph Motor
Best Tempered Steel

Each

% inch X 10 feet for all small motors $ .40

% " X 10 " " Columbia, Pathe, Heineman 45

1 " X 10 " " Columbia 50

1 " X 11 " " Columbia mth hooks on end 60

1 ■' X 13 " " Victor 50

1^ " X IS " " Victor, new or old style 75

1 " X 12 " " Heineman and Patlie 60

1 3/16" X IS " " Heineman and Pathe 1.05

1 " X 10 " " Saal Silvertone and Sonora 60

1 " X 13 " " Brunswick, Saal and Sonora 70

1 " X 16 " " Brunswick. Saal and Sonora 85

l]-2 " full size for Edison Disc Machines 1.90

SAPPHIRES— GENUINE

Pathe, very best, loud tone, genuine, each 15c, 100 lots
$1 1.50.

Edison, very best, loud tone, 15c each, or $12.00 in 100 lots.
TONE-ARMS

The very best in throw-back style, very loud and clear.
$5.00 each.

Tone-arm with tlie best reuruducer, rniversal, $3.50 eaih.

PHONOGRAPH NEEDLES
We are jobbers in Brilliantone Steel Needles. Magnedo.

Wall-Kane, Tonofone. Nupoint. and the Gilt EDGE

Needles.

ORDER RIGHT FROM THIS AD

Send for price list of other repair parts and motors.
Terms — Prices are F. O. B. St. Louis. Send enoueh to
cover iMDStage if wanted by parcel post, or we will ship
by express.

The Val's Accessory House

1000-1002 Pine St. St Louis, Mo.

For the Summer
Vacationists

Thousands of your
neighbors, boys and
girls, men and wom-
en, will be going on
their vacations soon.

You will lose their Phono-
graph trade temporarily

Buy now and you can
sell them instead

UKULELES
GUITARS
MANDOLINS

LUTES
ACCORDIONS

VIOLINS
HARMONICAS

We have the most extensive
and finest line of Musical
Merchandise in the trade at
the very lowest prices.

Write for our Special List of
Summer Specials

Buegeleisen & Jacobson

5-7-9 Union Square
New York

April IS, 1921

THE TALKING MACHINE WORLD

Service Shop, Chicago; Erma Wilson, Teacher, Ft. Wayne,
Ind.; Ahce Lucy Wells, Indianapolis Talk. iVIach.
Co., Indianapolis; Frank H. Walter, Morris Sanford Co.,
Cedar Rapids, la.; H. U. Wiegand, Wiegand Bros., Kacme,
Wis.; H. H. Wright, Wright's Music Store, Wausau, Wis.;
H. W. Weiland, tuller-Kyde Music Co., indi anapoiis; L.
M. Willis, Beckwith-O'iXei.l Co., Minneapolis; Mrs. iS. C.
Werner, Jury Rowe Co., Jackson, Mich.; C. C. Warner,
C. C. Warner, Milwaukee; T. E. Weir, Weir Music Shop,
Muncie, Ind.; Patricia Wintz, Adam Schaat, Chicago;
L. J. Will, Hahn & Will, Iron Mt., M.ch. ; M. Winheld.
Geo. H. bent, Chicago.

Kegina Zobel, Grinnell Bros., Detroit.

J. A. Moran, Ramsey iJrug Co., Devil's Lake, .\. D. ;
Mrs. V. y. Greene, Rud. Wurlitzer Co., Chicago; A. W.
Lieas, Unit Cons. Co., i'hilade.phia; Mrs. H. G. Seidom-
ndge, Lyon & Heaiy, Chicago; J. M. tay, J. M. ray &
bon, Fulton, 111.; Mr. and Mrs. Kay iiannun, Bannon Co.,
Ottawa, 111.; Walter B. Fulghum, VV. ii. Fulghum, Rich-
mond, Ind.; Geo. Cheatle, Music Shop, Springfield, 111.;
Mollie Friedrich, Hyde Park Music bhop, Ch.cago; Mrs. J.
W. Meagher, Forbes Meagher Music Co., Maaison; Mrs.
A. Burman, A. Burman, Chicago; H. O. Hartley, H. O.
Hartley, Galva, III.; William Hardt, Hardt Art store, Wi-
nona, Minn.; R. E. Davis, Alusic Trade indicator, Chicago;
R. L. Berry, R. L. Berry Co., Springfield, ill.; K. iiel-
inont, Hassmer Bros., Chi cago ; Mr. and Mrs. Beli, Chicago;
E. A. Cleveland, Cleveland Mus.c i-iouse, Beloit, wis.;
Ed M. Schultz, Lyon & i-Italy, Chicago; Harry Seitz,
J. Ironmonger, Henry, 111.; A. i<. Stone, Thos. Li. Stone,
Chicago; Simon Sachs, Sachs Music Sliop, Harvey, iU.;
VV. C. Larrew, Knox, ind.; J. C. Snyder, Mt. Ru.asKi, 111.;
Mildred Payne, Lyon & Healy Service Shop, Chicago; Ar-
thur Panke, West Side T. M. Co., Chicago; O. IJ. iTLomian,
La Grange T. M. Co., La Grange, ill.; Mercedes M. Har-
dee, L. & H. Shop, Chicago ; Ralph Bischolf , Macauley ii
Severs, Chicago; Martha Shotts, A. T. Forsen & Son,
Chicago; Mrs. Drummond, Uiehie-Drummond Co., James-
ville. Wis.; Florence Snyder, Diehle-Drummoii Co., Janes-
ville, Wis.; Edw. Nevers, Macauley & Nevers, Chicago;
Mrs. A. Witzel, Witzel Piano Co., Chicago; H. W. Hart-
ley, H. W. Hartley, Galva, III.; Mrs. Frank O'Connor,
Pontiac Music Shop, Pontiac, III.; iay Llewellyn, Fay
T. M. Co., Fulton, 111.; Lillian Tobler and Mrs. i^illian
Beck, Adam Schaaf, Chicago; Mrs. L. M. Wilhs, iieckwith-
O'Neill Co., Minneapolis, Minn.; Mrs. W. F. Haley, J.
Haley & Son, Areola, 111.; Mrs. Hans Schoessiing, K. vVur:
litzer Co., Chicago; Mrs. J. P. Ryde, Fuller-Kyde MuSiC
Co., Indianajrolis, ind.; B. Lampe, Mrs. W. P. Geissler,
Mrs. 1. W. Williams, Chicago T. M. Co., Chicago; Bernice
Krolick, E. Krchma Co., Chicago; Mrs. G. L. Kramer,
Kramer Music House, Crown Point, Ind.; Mrs. Lewis J.
Hogle, Noriing Music Shop, Chicago; H. P. iNorling, Nor-
ling Music Shop, Chicago; L. F. Boedecker, Reichert
Piano Co., Chicago; A. t. G. Witzel. Witzel Piano Co.,
Chicago; Miss Ruth Pouley and Blanche Stecker, Cable
Piano Co., Chicago; L. Simon and Mabel L. Kehoe, Simon
Bros., Gary, Ind.; Mrs. Otis Bigelow, Otis Bigelow Co.,
Oowagiac, Mich.; F. C. Clark, Lyon & Healey, Chicago;
G. W. Macauley, Macauley & Nevers, Chicago; Roy Miller,
Theo. J. Miller & Son, Di.Kon, 111.; Roy H. Baker, C. H.
Baker & Son, Dwight, id.; Roy E. Schmidt, Theo. J.
Miller & Sons, Dixon, 111.; Helen Blair, Benjamin Temple
of Music, Danville, 111.; C. C. Christianson and Mrs. C. C.
Christiansen, Christianson Bros. Co., Racine, Wis.; J. J.
Stasulanis, A. E. Stasulanis, Chicago; A. B. Click, Click's
Music Store, Chicago; G. W. Macauley, Macauley &
iNevers, Chicago; Miss A^e.a Schefft, Schefft & Sons, Mil-
waukee, Wis.; J. T. Mitchell, North Shore T. M. Co.,
Evanston, III.; iVIrs. Oscar Schefft, Schefft & Son, Mil-
waukee Wis.; C. W. Lockhart, Mellon Drug Co., Mellon,
Wis.; Dorothy B. Hallett, Asst. Supervisor of Music,
Cicero, 111.; li. Winifred Smith, Asst. Supervisor of Music,
Cicero, 111.; H. A. Ahrens, T. J. Miller & Sons, Dixon, Iil.;
Ben Dvorak, Ben Dvorak's, Forest I^ark; Mildred Laurel,
J. M. Losey, Plymouth, Ind.; Scott Kingwill, Chicago.

CONVENTION NOTES

Mrs. Frances E. Clark celebrated the tenth
anniversary of her assumption of the directorship
of the Victor educational department on Friday,
April 1. Naturally, she would have preferred to
have spent the day at her desk at the Victor
plant at Camden, but still she was quite satisfied
that it found her engaged in one of the many
musical activities of which she is so fond.

On Thursday, after the close of the convention,
she stayed in Chicago, resting a bit, chatting
with some of her friends and conferring with
her faculty associates regarding plans for the
future. In the evening she left for Cincinnati,
where she talked before the Ohio division of the
National Federation of Music Clubs, the educa-
tional department of which she heads.

Saturday she left Cincinnati for St. Joseph, Mo.,
where she will address the National Association
of Music Supervisors, of which she was the
founder and the first president.

Some idea of the extent of the Victor educa-
tional work in the schools can be gained from
the fact that it is now being prosecuted in no
less than nine thousand cities, towns and vil-
lages in the United States.

H. C. Petersen, who is a registered pharmacist

STOP THIEF!

Sound Box Insurance at Small Cost

Lock the Sound Boxes on the Victrolas in
your store with the M & C Invisible Sound
Box Lock {Protected by Patent) so that they
cannot be stolen.

Takes but a minute to put on. Will not
interfere with the tone. Can be used on
both No. 2 and Exhibition Sound Boxes.

Order From Your Jobber Today

E . BAUER

Manufacturer
723 North 26th St., Philadelphia, Pa.

and also a Victor dealer at Gary, bobbed up as B

an inventor during the convention, demonstrating _

a new reproducing device to his friends. _

Gus Mayer, of the Unit Construction Co., of ^

Philadelphia, attended the conference and took ■

great pride in explaining to those in attendance ■

the method of Unico booth construction as dem- g

onstrated by the handsome two booths in the _
Florentine Room, where the convention was held.
The booths were on either side of the entrance

and were used to display the various apparatus, "

equipment, charts, literature, etc., used in con- ■

nection with the Victor propaganda in schools. ■

J. B. Ryde, formerly of the talking machine _
department of Lyon & Healy and now with the

Fuller-Ryde Music Co., of Indianapolis, was not ^

only an interested listener during the sessions, ■

but spent much time socializing among the 400 ■

dealer delegates, knowing at least 399 of them g
personally.

R. K. Hellyer, assistant manager of the talk-

ing machine department of the Linn & Scruggs "I

Co., the big department store of Decatur, was ■

not looking particularly blue. m

Bert Moran, of Devils Lake, N. D., was one
of the interested listeners, attending all the ses-

sions of the conference. When it was discovered *

that he had sold Victrolas and records and started ■

the Victor educational propaganda in every school ■

in his own county and all but one in an adjoin- _
ing county, and was also starting a campaign in
several other counties, he became one of the

heroes of the convention. *

POWER OF MUSIC ILLUSTRATED ■

Talking Machine Exerts Restraining Influence on _
Incorrigible Ohio Boys

Columbus, O., April 4.— The power of music ■

over the human soul is illustrated in a wayward ■

young colored boy, now being cared for by the ■

State Bureau of Juvenile Research. This child, ^
only nine years old and already having a record
of three arrests for truancy from school and

running away from home, sits for hours beside *

the talking machine, quiet and well behaved, a ■

condition which prevails at no other time during ■

his waking course. g

This boy spent three months in the juvenile _
detention home and finally he was sent to the
Bureau of Juvenile Research for scientific study

of his case. The most distressing thing about *

him was that he took no interest in wholesome ■

things. Stories failed to arouse enthusiasm and g

he took no part in games, unless especially en- _
joined to do so.

One day it was noticed that the child liked ■

music and he was given unrestrained access to the g

talking machine. At times he would sit for hours, _
playing one piece after another. Although unable
to read he can pick out his favorites. The prime

one is fhe Barcarolle from "Tales of Hoff- ■

mann." ■

NEW ENGLAND BUSINESS IMPROVING

M S & E, Sonora distributor in Boston, Mass.,
recently wrote to the Sonora sales offices in
New York, in which it stated that business in
its territory is now on the up-grade, a notice-
able improvement having taken place recently.
The new model Etude has met with immediate
favor, and the portable at $50 is being ordered
in large quantities by Sonora dealers through-
nut New England.

This concern further states that it has re-
ceived many applications for Sonora agencies
during the past few months, and, judging from
all indications, this well-known line of phono-
graphs is rapidly enhancing its prestige in this
important territory.

Olto Look has opened a new talking macliine
shop in Appleton, Wis. He will hold a formal
opening of establishment early this month,

THE TALKING MACHINE WORLD

April 15, 1921

STOP!

PLEASE.

THANKS.

My name is Service.

I have been in business successfully for several years, but to
my recollection I do not remember having had the pleasure of
meeting you.

The work I do is to show you how to build up your business.
I am furnishing many talking machine dealers, and I can furnish
you, with the kind of advertisements that produce results. I can
let you in on some real good, live ideas for trimming your windows
(the kind that make people stop) ; supply you with good, tested
merchandising ideas (which always make the one-time caller a
repeater), and write for you a few letters every month that will
keep your old cash register tinkling.

And I do all this for a few cents a day, on a yearly basis, and
only work for one dealer in each city, regardless of the population.

Now, why can't I work for you? Clip the attached coupon and
send it to me.

I thank you.

SERVICE

The Talking Machine World Service,
373 Fourth Ave.,
New York City

Gentlemen:

How much will it cost me to secure the Talking
Machine World Service for my city? Send a few
samples of your work.

I sell the following machines:

The population of my city is

NAME

ADDRESS

ACTIVITIES OF LOCAL DEALERS

Victor Retailers Opening New Stores in Greater
New York — Planning Important Expansions

There has been considerable activity in the
local Victor trade during the past few weeks
in connection with the opening of new stores,
the enlargement of present establishments and
the installation of new accounts. All of the Vic-
tor dealers in the metropolitan district who have
visited the Victor wholesalers have spoken en-
thusiastically of the business outlook in their
respective territories, emphasizing the fact that
there is plenty of business available provided
they adopt aggressive means for going after it.

The New York Band Instrument Co., which
recentl)"- opened a very attractive store at Four-
teenth street, near Union Square, has become
a Victor dealer and is planning an energetic
campaign in behalf of Victrolas and Victor
records.

F. F. Herman, who has been conducting a
very successful Victor establishment at Staple-
ton, S. I., will open about June 1 a new Victor
store at Port Richmond, S. I., which promises
to be one of the most attractive retail establish-
ments in that noted residential section.

The Tusting Piano Co., of Asbury Park, and
Red Bank, N. ]., will open about June 1 a new
establishment at Long Branch, N. J., which will
feature the Victor line exclusively. This com-
pany is one of the best-known retailers in the
East and has been exceptionally successful in
developing a profitable Victor clientele.

M. Rappaport, 9309 Jamaica avenue, Wood-
haven, L. I., has added two new booths to his
store, and it has been rumored that Mr. Rappa-
port's recent graduation from the Victor Red
Seal School has resulted in sufficiently increased
sales to warrant this extra equipment.

Jedlicka Bros., Bay Shore, L. I., fully realize
the value of an attractive establishment, and at
tlie present time plans are under way whereby
these progressive Victor dealers will secure a
new store more centrally located in the business
section of the town. Particular attention will
be given to the equipment of this establishment
in order that it may attract the favorable at-
tention of the store's clientele.

James B. Russo, of 87 Havemeyer street,
Brooklyn, has just completed the erection of a
new building adjoining his present location and
is moving into it at this time. In his new home
Mr. Russo will have ample facilities to take
care of his fast-growing Victor business.

Adam B. Tisch, well-known Victor dealer of
Elmhurst, L. I., spent the Easter holidays in
Bermuda recuperating from the activities of the
past few months and getting into shape for the
Spring and Summer business.

ARTISTIC EXHIBIT WINS FAVOR

U-Sav-Your Mfg. Co. Makes Cleverly Arranged
Display at Automobile Show in Boston

Boston, Mass., April 1.— The U-Sav-Your Mfg.
Co., of Warren, Mass., manufacturer of the
U-Sav-Your cleanser and dressing, was among
the exhibitors at the annual Automobile Show
in this city.

A distinguishing feature of this exhibit was
an -electric fountain with a lighted revolving
globe which bore the inscription "U-Sav-Your,
the Finest Cleanser and Dressing in the World."
In addition to the products a piano board was
shown which was almost lOO years old and
which looked entirely new due to its treatment
with U-Sav-Your dressing.

A bulletin board entitled "The Silent Po-
liceman," which carried a number of testimonial
letters to the efficiency of the U-Sav-Your pol-
ish also attracted much attention. Five at-
tendants were on hand at all times and the
exhibit was the center of much attraction.

The A. B. Clinton Co., of Hartford and New
Haven, Conn., will open in the course of the
next few weeks a new establishment at Water-
bury, Conn., featuring the Victor line.

April 15, 1921

THE TALKING MACHINE WORLD

JOHN H.WILSON.Mana^er

324VVASniNGTON ST., BOSTON, MASS.

DOiTON

ENGLAND

Boston, Mass., April 6. — Warm, bright, sunny
days should play their part in stimulating busi-
ness, which has been not much better than fair
for a number of weeks, though this situation
applies more to the demand for machines than
to the records, which have sold pretty well.
New styles of machines which some of the
companies have been putting out have excited
more or less curiosity, but actual buyers have
not been forthcoming. However, a better situa-
tion is looked for within the next few weeks.
Clever Little Periodical

The talking machine business here is inter-
ested in perusing the second issue of The Wan-
dering Minstrel, which has just been put out.
This little periodical aims to keep the trade in-
formed on matters touching the talking ma-
chine and the piano business. This second issue
is an improvement upon the initial number and
i.s of a far more dignified appearance. On one
page readers are urged to arrange for the use
in their respective territories of tihe motion
pictures taken ar Nantasket last Summer on the
occasion of the sessions of the New England
Music Trade Association and one of the mem-
bers is quoted as saying:

"Brother members should get in touch with
their local moving picture houses and urge
theim to put on the interesting films taken at
Nantasket. They picture the dealers and their
v/ives plainly in that day's event and showing
these films is a big boost to the local dealer
in every town. 'Say! We all saw you in the
moving pictures! My! They were good!' is
what they say at home, and it's the best kind
of advertising and costs nothing."

Displaying Upright Period Models

In the Vocalion headquarters in Boylston
street here there is an exhibition of the new
Vocalion line of upright period models and they
have been attracting a great deal of attention,.
Mr. Wheatley reports. He also says that the
"Red" records are meeting with an excellent
response from the buying public.

Pathe Line With Bates Piano Co.
- Stephen A. Colahan, now with the wholesale
department of the Pathe, signed up within a few
days the Bates Piano Co., of Worcester, a large

Steinert Service Serves

Have you made use of our
Educational and Personal Service Bureau?
Let us help you vi'ith Practical Store Ideas.
Promotion of Educational Work in the Schools a Specialty.
At your command — anywhere in New England.

An unsurpassed Record Stock enables us to give the New England Victor
Dealer — most complete and quickest Record Shipments.

Build up your Record Stock now — throttgh our Back Order Record Service.
Back Order Record Forms — sent on Request.

M. STEINERT & SONS

VICTOR WHOLESALERS

35 Arch Street :: :: :: :: :: :: Boston

bouse, which placed a large initial order of
Fathes. Another who has signed up some good
contracts is A. D. Ogden, the Hallet & Davis
New York State man. Mr. Ogden states that
he sees an improvement in talking machine busi-
ness m his territory.

Vocalion Music by Radio
A Vocalion was used to excellent advantage a
few nights ago in Lowell on the occasion of the
second annual dance of the Lowell Radio Club,
which was held at Associates Hall in that city.
The Vocalion was set up in the club rooms
and by a radio connection the music was for-

CONCENTRA-
TION to-day
is proving most
profitable.

The Victrola and
the wonderful
repertoire of Victor
records will enable
you to please all
your customers. You
need nothing else!

Eastern Talking Machine
Co.

85 Essex Street
Boston, Mass.

warded over to the dance hall. This is the
second time this club has utilized this device,
and when it was first tried out about a year
ago it was unique in that it was the first time
it ever had been tried in the country. Since then,
however, it has been used in other places. Man-
ager Wheatley received a copy of the Lowell
Sun to-day, in which this is said: "So clear and
true were the musical notes that it was difficult
to realize that the music was not actually being
produced by an orchestra in the hall."

Readjustment of Prices Working Well

Manager Fred E. Mann, of the New England
department of the Columbia Co., says that the
readjustment of prices has worked well in this
territory and that sales have been stimulated
to a surprising degree; also that the retired rec-
ord plan has proved a good move for the com-
pany and that it will be only a few weeks before
practically all of the records affected by this
plan will have been disposed of.

Talks on Merchandising

Mr. Mann lately spent two days at Dartmouth
College, where he gave a couple of talks on
merchandising before the senior class in mar-
keting of the Amos Tuck School of Business
Administration, in which he showed the neces-
sity of changing one's system to meet the con-
stant change in methods of doing business.
Shortly before Mr. Mann went up there to
speak George W. Hopkins, general sales man-
ager of the Columbia Co., gave a talk on the
sales and advertising program in vogue with
the Columbia Co.

Hammond's Tribute to the Puritan

"Truly a Musical Instrument" is the heading
on a circular which is being put out by the
Puritan and which has a special appeal locally
because the writer of the testimonial is well
known around Boston, where his family has a
large estate at Gloucester. Reference was made
in an earlier issue of The World to the tribute
that John Hays Hammond, Jr., had paid to the
Puritan, but here is the exact phraseology of
ilic communication sent by this brainy and suc-
cessful young man, who already enjoys a big
reputation in the scientific world:

"I wish to tell you how pleased I am with
(Continuied on page 96)

THE TALKING MACHINE WORLD

April 15, 1921

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 95)

the purchase -which I made of your Puritan
phonograph. I mj-self was proceeding with the
development of a self-contained phonograph
having a larger type of horn than I found in the
present commercial types. In your phonograph
I found my problem solved. The tonal beauty
of the instrument is a source of great pleasure
to. us. The elimination of practically all of
the frictional sounds and the amplifying of the
musical tones are such that it is truly a musical
instrument and not the noisy travesty which I
have found the average phonograph to be."
An Enterprising Rutland Dealer

J. G. Pollard, manager of the United Talk-
ing Machine Co., of Rutland, Vt., was in town
a few days ago. He is an exclusive Columbia
dealer and one of the big ones who use the
sell-b3'^-truck plan of doing business. He re-
ports business as especiallj^ good in his terri-
tory and beginning early in April he plans to
operate three trucks instead of one as formerly.
Mr. Pollard, who was accompanied to Boston
hy his son, is one of the most hustling Columbia
dealers in the New England field.

A Valuable Acquisition

George P. Donnelly, who is in charge of the
internal organization of the Boston Columbia
wholesale headquarters, has from ever)' point
of view proved a great acquisition to the Co-
lumljia forces. He has been associated with the
Columbia interests for a great many years and
before coming back to Boston was in charge
of the Portland branch, which subsequently be-
came consolidated with Bosrton. Mr. Donnelly
is one of the best-versed men in the talking ma-
chine industry hereabouts and he is thoroughly
familiar with, symphonic and operatic music,
which makes him a strong factor in the local
organization. Moreover, he is popular with all
the attaches of the company, which counts for
much in meeting with success.

The Tone-A-Phone Greatly Interests

Frank R. Humphrey, acting in the interests
of Vitalis Himmer, Jr., of New York, gave two
demonstrations of the Tone-A-Phone in this
city a few days ago. One was at the Tremont
Theatre, where a Victrola is used in one of the
scenes of "Call the Doctor." The demonstra-
tion was .given between performances and there
was general approval of the merits of the at-
tachment. The other demonstration was in a
dance hall in the Back Bay and b)- the use of
this Tone-A-Phone the music was greatly in-
tensified. It is planned to open offices here in
Boston.

Attends Teachers' Convention

Miss Grace Barr, of the educational depart-
ment of M. Steinert & Sons, spent several days

nORTON-GALLO-CREAMERCP

NEW HAVEN

CONNECTICUT

VICTOR SERVICE SPECIALISTS

the latter part of March in Augusta, Me., whither
slie went to attend the Teachers' Convention in
that city. Miss Barr made a deep impression
by the informing talks which she gave touch-
ing the educational advantages of the Victrola.
G. L. Richardson a Visitor

A recent Boston visitor was G. L. Richard-
son, the Victor representative in Maine, New
Hampshire and Vermont, who spent several
dav-s here renewing acquaintances and making
new friends.

Seen on the Famous Boardwalk

A. M. Hume, head of the \'ictor Shop of A.
M. Hume Music Co., Victor distributor, spent
a few days, with his wife, at Atlantic City the
middle of March. Both the rest and change
vvcre very beneficial to Mr. Hume.

Opens Many Brunswick Accounts

Harrj' Spencer, head of the wholesale depart-
ment of the Brunswick, sees a busy season ahead
with his proposition, which is rapidly making
friends all along the line. Recentlv he has

opened some very good ne^v accounts in the
New England territory.

Wallace Brown a Visitor

Wallace Brown, wholesale manager of the
Vocalion at the New York office, spent a day
here lately, the guest of Manager \^'heatley, of
the Boston ^"ocalion headquarters.

Some Columbia Brieflets

J. A. Marshall, assistant manager of the
Dealer Service department of the Columbia
Graphophone Co., was in town for several days
the end of March and was entertained while here
by Manager Mann. He came here from Win-
chendon, where he had been in connection with
a deal for the increased production of Si Am So,
the shimmying doll, which has caused such a
sensation and which is made at the Converse
to\' shops in that town.

One of the valued attaches of Manager Mann's
staff at the Columbia Co. is John J. Moore, Jr.,
who, thanks partly to a course in business ad-
ministration at Dartmouth, is proving himself

DITSON SERVICE

Has tack of it years of successful ex-
perience and an understanding of dealer
problems tkat will make tke road
smootker during tke coming montks.

VICTOR EXCLUSIVELY

Oliver Ditson Co.

BOSTON

Clias. H. Ditson ^ Co.

NEW YORK

April 15, 1921

THE TALKING MACHINE WORLD

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 96)

highly efficient. He has specially sound opin-
ions as to the value of system and co-opera-
tion and he is proving himself the right man
for the right place.

Reports Business Coming Along Satisfactorily

Hovey Dodge, of the F^astern Talking Machine
Co., returned from a visit to the Victor plant
at Camden, N. J., a few days ago and he re-
ports business there as coming along well, with
an appreciable increase of orders, a good por-
tion of which is being sent over by the Eastern
Co. Herbert Shoemaker took advantage of a
couple of warm days the middle of March to
survey the Charles River and when Spring is
actually upon us one niay always be sure just
where to find him if he is not at his desk, for a
scull on the river will look mighty inviting on
warm days.

Hearty Welcome for Visiting Jobbers

The executive meeting of the National Asso-
ciation of Talking Machine Jobbers, whigh is
scheduled to be held this week at the Copley-
Plaza, has aroused considerable interest from the
talking machine jobbers of this city and vicinity.
Following the business sessions, which will be
presided over by President Leslie Wiswell, the
visitors will be entertained at a party at the
Colonial Theatre, the hosts being the three Victor
jobbers here, M. Steinert & Sons Co., Eastern
Talking Machine Co., and the Oliver Ditson Co.
The story of the gathering will appear in an-
other part of this issue of The World.

A. W. Chamberlain Opens "Supply" Depot

It will come as a genuine piece of news to
the New England trade to learn that A. W.
Chamberlain, familiarly known to the trade as
"A. W.," has severed his connection with the
Iver Johnson Sporting Goods Co., where he was
manager of the talking machine department for
nearly five years, and will hereafter represent
certain manufacturers of accessories here in
New England. Mr. Chamberlain has taken quar-

Tllllliniiiiiiiiil III miiiiii

Crm

Building More Sales

for the Victor Dealer

We consider it vital that each Victor dealer client of
ours scour every nook and cranny of the territory in
which he operates for new business.

Cressey & Allen service to Victor dealers of New
England makes a special point of providing the
retailer with practical ideas and plans
outside of the store for new Victrola
buyers. Try us.

CRESSEY & ALLEN

PORTLAND, MAINE

""""" iiiiiij n iiiiHiiiiiiniiMii iimi III! mil Hill I III I III 1 1 III rr

ters at 26 Broad street, where he will be factory
representative for Schloss Bros., of New York,
manufacturers of record cabinets and also player
roll and music cabinets; the New York
Album & Card Co., manufacturer of record
albums; the Record Envelope Co., of Rumford,

Me., which makes delivery record envelopes;
William I. Schwab, of Providence, R. I., mak-
er of "Dustoff" record cleaners, and Wade &
Wade, Chicago, manufacturers of needle cutters.
All of these are concerns widely known in the
{Continued on page 98)

KRAFT BATES-^SPENCER

NEWENGLQi^D DISTRIBUTORS

Not Everyman Can Become a Brunswick Dealer

THE increasing demand for The Brunswick is due primarily, of course, to its exclusive ad-
vantages over other phonographs — its all-record Reproducer, and its all-wood tone cham-
ber, for examples — its finer tone and beautiful cabinet work.

But there are other reasons for Brunswick success. One of them is the fact that from
the first The Brunswick has been treated as a high-class musical instrument, which it is, in
every sense of the word. So the new Brunswick dealer is not compelled to enter into any
cut-price or easy payment schemes to force sales which reduce his profits. A dollar in the
bank is worth two on the books.

And Brunswick dealers are selected with the same care that is used in selecting mate-
rials and methods in Brunswick factories. They must measure up to certain requirements
and one of them is that they fully understand and appreciate this basic Brunswick policy.

KRAFT-BATES & SPENCER, Inc., 1265 Boylston Street, BOSTON, MASS.

INC.

Steel Needles

NEW ENGLAND DISTRIBUTORS
Albums Record Brushes

Khaki Covers

THE TALKING MACHINE WORLD

April 15, 1921

THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 97)

WHY

did A. W. select the Schloss Cabinet and New
York Album lines to represent in New England?

BECAUSE

his 22 years' experience in the business tells him
they are absolutely the best.

Write for catalogue and prices. Remeraber^ fac-
tory representative means

FACTORY PRICES

A. W. CHAMBERLAIN

26 Broad St., Boston Tel. Tort HiU 4811

Factory representative for New England

trade and Mr. Chamberlain assures everybody
they will get 100 per cent service.

Mr. Chamberlain has an enviable record in the
talking machine business and his twenty-two
j'ears' experience has brought him into the clos-
est touch with the leading talking machine deal-
ers in this territory. He entered the business in
1S98, going with the Iver Johnson Co., and after
four years with this house traveled for a year
in the interests of the Zonophone. He then as-
sociated himself with the late Elton Taft at the
Eastern Talking Machine Co., Victor wholesaler,
during his fourteen years with that house. Mr.
Chamberlain was assistant manager and later
wholesale manager. About five years ago he
returned to the Iver Johnson Co. Mr. Chamber-
lain has the best wishes of a host of friends.

PROOFS OF BUSINESS BETTERMENT

Boston, Mass., April 2. — An increasing demand
for Perfection reproducers has been experienced
by the New England Talking Machine Co.,
manufsteturers of this line, at their headquarters
in this city. These demands have been received
from widely separated parts of the country and
are evidence that the betterment in general
business conditions is not confined to one lo-
calit}', but is country-wide in scope.

NEW QUARTERS FOR GREY GULL

Enlarged Record-making Plant Now Occupied
on Macallen Street, Boston

Boston, Mass., April 6. — The factory of Grey
Gull Records, Inc., has been moved from its
former location on Wareham street to Macallen
street, this city. This move will provide greatly
increased facilities for the manufacture of Grey
Gull records and was made necessary by the
steadily increasing demand for this product.
The new quarters will also allow the entire
process of manufacture to be conducted under
one roof. The executive offices will remain at
295 Huntington avenue.

INTERESTING ACCESSORY CATALOG

Volume Issued by Lansing Sales Co., of Boston,
Contains Large Line of Specialties

One of the largest and most attractive cata-
logs of talking machine and piano accessories
has just been issued by the Lansing Sales Co.,
of Boston, Mass. As the binding is of a loose-
leaf stj'le it will be possible for the Lansing
Sales Co. to add to this catalog, from time to
time, as new accessories are added to its al-
ready large list.

A photogH'apihic reproduction of the Lansing
Building, at Elliot and Warrenton streets, ap-
pears on the cover. On the first page follow-
ing the introduction is the personnel of the
Lansing organization, showing photographs of
A. J. Cullen, president; Henry Smith, New Eng-
land representative, and R. G. Lipp, secretary
and manager.

Among the accessories listed are: "Nyacco"
record albums, "Lansing" khaki moving covers,
the "Fitzall" adjustable strap, "Lansing" piano
covers and wareroom covers for talking ma-
chines, the "Electora," Universal Display Fix-
tures, piano and player benches, record cabinets.

Your Guarantee
Mr. Dealer

LANSING KHAKI
COVERS

For All
Phonographs

Unqualified Endorsement
of Biggest Manufacturers
and Dealers

Factory Representatives:

L. A. SCHWARZ, 1265 Broadway, New York City.
BRUNSWICK-BALKE-COLLENDER CO., 623-633 So.

Wabash Ave.. Chicago, III.
ALL-IN-ONE PHONOGRAPH CORP,, 21 East Van

Buren St., Chicago, III.
WALTER S. GRAY CO., 942 Market St,, San Francisco,

Cal.

Eliot and Warrenton Sts.
BOSTON, 11, MASS.

Reflexo and Victrolene polishes, All-In-One
products, Jones-Motrolas, Hall fibre needles,
Brilliantone and Reflexo steel needles, Pathe
sapphire needles, Edison points and Liberty semi-
permanent needles, Tonofone needles, Lesley's
repair outfits and Q R S player rolls.

An innovation in filing cabinets for the dealer
is found in a sectional rack put out by the Lan-
sing Co. for both music rolls and talking ma-
chine records. The partitions are so placed that
rolls or records may be filed in the same cabinet.

GETTING MAXIMUM RESULTS

Efficiency is the ability to get the maximum
results at a minimum cost in money, time and
effort.

Nameplates With a Personality"

For Manufacturers and Dealers of Talking Madiine*,
Phonographs, Musical Instruments, etc.

E. V. YEUELL CO., Maiden, Mass.

When You*ll Think of Nameplatet
You'll Think of Yeaell.

The "Perfection" Universal Bail-Bearing Tone Arm

No. 6 With New Pur-i-tone Reproducer (attached)

Set in position for playing "lateral" cut records

Set in position for playing "hill and dale" records
with diaphragm facing front of machine

The "Perfection" Universal Bail-Bearing Tone Arm No. 6
with New Pur-i-tone Reproducer attached plays Victor,
Columbia and all other makes of disc records on all types of
Edison Disc Machines, producing with clarity and volume of
tone excelled by no other attachment. This attachment is
manufactured in Gold, Nickel and Oxidized finish (William &
Mary) with the best of India Mica Discs.

WRITE FOR DESCRIPTIVE CATALOG AND PRICES
Manufactured by

New England Talking Machine Co.

16-18 BEACH STREET

BOSTON, 11, MASS.

CALIFORNIA

San Francisco — Walter S. Gray Co.
COLORADO

Denver — Denver Dry Goods Co.
GEORGIA

Atlanta — Phonographs, Inc.
IOWA

Dcs Moines— 'Harger & Blish

MASSACHUSETTS

Boston — ^Pardee-Ellenberger Co.

DISTRIBUTORS :

MISSOURI

St. Louis— Silverstone Music Co.

NEBRASKA

Omaha — 'Shaltz Bros.

NEW YORK

Albany— American Phonograph Co.
New York— The Phonograph Corp. of
Manhattan

OHIO

Cleveland— The Phonograph Co.
PENNSYLVANIA
Pittsburgh— Buehn Phono. Co.
Philadelphia — Girard Phono. Co.

UTAH

Ogden — Proudfit Sporting Goods Co.
VIRGINIA

Richmond— C. B. Haynes Co., Inc.

Factory Representative — Louis A. Schwarz

1265 BROADWAY, NEW YORK, N. Y.

April IS, 1921

THE TALKING MACHINE WORLD

No Red Tape About Getting

Grey Gull Records

Order what you want, when you want, and no more than you Want.

Sell the records fast, and order more as you need them. Don't carry a
large stock, and turn over your investment quickly and often. Get in early
with the hits. Retail at 85 cents for the entire list without exception.
Handle any phonograph you want.

These are the policies that are bringing big profits to Grey Gull dealers. They are based
on sound merchandising principles. You can get all the records you want for immediate
delivery from the distributors listed below. Send in an order today.

Grey Gull Records are one of the few makes which are recorded and manufactured
comf)lete in one plant. That insures Quality, Service and PERMANENCE. Pick out a few
of the good numbers in the following list and send in a trial order at once.

Distributors

Associated Furniture Manufacturers
1209 Washington Ave.,
St. Louis, Mo.

Joseph Barnett & Co.
218 Fourth Ave., East,
Cedar Rapids, Iowa

Capital Paper Company
South St.,
Indianapolis, Ind.

Chapman Drug Co.
Knoxville, Tenn.

Cole & Dunas Music Co.
54 W. Lake Street,
Chicago, III.

Excelsior Music Co.
Cape Girardeau, Mo.

Fuller Phonograph Co.
101 N. Water Street,
Wichita, Kansas

Grey Gull Records, Inc.
295 Huntington Ave.,
Boston, Mass.

National Phonograph Co.

518 Penn Avenue,
Pittsburg, Pa.

Richardson Drug Co.
Omaha, Neb.

Scott Weighing Machine Co.
Topeka, Kan.

T. & H. Specialty Mfg. Co.
Charleston, W. Va.

United Music Stores
619 Cherry Street,
Philadelphia, Pa.

Dance Hits

DO YOU EVER THINK OF ME?— Medley Fox-trot. i .qjo

Al Starita and His Society Orchestra m in
UNDERNEATH THE DIXIE MOON— Fox-trot. ^lu-in.
Ray Miller and His Black and White Melody Boys

j 85c.

io) L-IOS'l
I lO-in.
rsJ85c.

MY MAMMY — Fox-trot Joe Donovan's Trio

MY LITTLE BIMBO DOWN ON THE BAMBOO ISLE
— One-step Krueger's Melody Syncopators

WANG WANG BLU ES— Fox-trot. "| L-1055

Al Starita and His Society Orchestra ^ lo-in.
SAXOPATION — One-step. .. Krueger's Melody Syncopators J 85c.

BRIGHT EYES— Fox-trot ... Bennie Krueger's Orchestral j-j'P''^
TODDLES — One-step Jos. Samuels Music Mastersj 85c.

ROSE— Fox-trot (With Vocal Chorus hy Ernest Hare),

Banjopators L-I04I

LOOK WHAT YOU'VE DONE WITH YOUR DOG- >i?"'"-
GONE DANGEROUS EYES— Fox-trot (With Vocal "^c.
Chorus by Ernest Hare) BanjopatorsJ

LOOK FOR THE SILVER LI N I NG— Fox-trot. i ,

Ray Miller and His Black and White Melody Boys I Tn iV"

NIGHTINGALE— Fox-trot, ( xi'-

Ray Miller and His Black and White Melody Boys)

SPREAD YO' STUFF— Fox-trot, "l , .045

Bennie Krueger's Orchestra L |Q.j„

HOME AGAIN BLU ES— Fox-trot.

J 85c.

Bennie Krueger's Orchestra

MAKE BELIEVE— Fox- trot, -I 1 in4Q

Ray Miller and His Black and White Melody Boysl lo-in

DARLING— Fox-trot, late

Ray Miller and His Black and White Melody Boys)

PALESTEENA— Fox-trot (With Vocal Chorus by ^

Ernest Hare) Banjopators L- 1040

MY HOME TOWN IS A ONE HORSE TOWN— Fox-
trot (With Vocal Chorus by Ernest Hare).

BanjopatorsJ

I NEVER KNEW— Fox-trot (With Vocal Chorus by -i l-1053

Ernest Hare) Banjopators [ in. ,„

SWEET MAMMA (Papa's Getting Mad), (05c '

Krueger's Melody Syncopators.*

MARGIE— Fox-trot Selvin's Novelty Orchestra) J-- '."36

BIDDY— Fox-trot All Star Trio fasc!"'

I'VE GOT THE BLUES FOR MY OLD KENTUCKY ") L.I034

HOME — Fox-trot Banjopators ^ lO-ln.

CARESSES— Fox-trot Banjopators J 85c.

Song Hits

I USED TO LOVE YOU, BUT IT'S ALL OVER NOW, -, L-2049

Sung by Charles Harrison m in

NOW I LAY ME DOWN TO SLEEP, (85c

Sung by Charles Harrison)

MY MAMMY Su

HAPPY HOTTENTOT S

^ r- » "I L-2046

ng by Ernest Hare! (Q.jj,

Sung by Patricolaj 85c.

DRIFTING APART Sung by Charles Harrison") L-2050

ANGELS (We Call Them Mothers Down Here), fi?l'"'
Sung by Charles Harrison )

SOLDIERS OF ERIN Sung by Hush Donovan") L-2p5l

WRAP THE GREEN FLAG AROUND ME. BOYS. ri?;'"-
Sung by Hugh Donovan)

BROADWAY ROSE Su

BLUE DIAMONDS

ng by Charles Harrison) L-2043
. . .Sung by Henry Burr j 35^'"'

FEATHER YOUR NEST Sung by Charles Harrison") L-2044

WHEN HE GAVE ME YOU (Mother of Mine), fi?"'"'
Sung by Henry Burr)

OLD PAL (WHY DON'T YOU ANSWER ME), ") L-2033

Sung by Charles Hart y lO-in.
PRETTY KITTY KELLY Sung by Charles Hart) 85c.

HIAWATHA'S MELODY OF LOVE, "| L-2034

Sung by Charles Hart and Louise Terrell ^ lO-in.
TRIPOLI Sung by Charles Hart and Louise Terrell] 85c.

Standard Songs

OLD BLACK JOE Sung by Ernest Hare) I--2045

> lO-ln.

ANNIE LAURIE Sung by Louise Terrelljgjd

WHEN YOU AND I WERE YOUNG, MAGGIE, -) L-2021

Sung by Charles Hart J. |q.|„

A PERFECT DAY Sung by Henry Burr j 85c.

MY WILD IRISH ROSE Sung by Charles Harf) L-2039

HOME TO OUR MOUNTAINS (From II Trovtttoro). HO-ln.

Sung by Hart and Terrell) B5e.

INCORPORATED

295 HUNTINGTON AVENUE, BOSTON, MASS.

100

THE TALKING MACHINE WORLD

April 15, 1921

You'll find thirteen a lucky number If you
stock up big with Al Jolson's latest song hit
Dlng-a-Rlng a Ring," In which he lays claim
to thirteen brides. A real Jolson song—
which means big sales. A-3375.

Columbia Graphophone Co.

NEW YORK

EDISON MOOD TEST AT HARVARD

Psychology Classes of Both Harvard and Rad-
cliffe Listen to Series of Re-Creations

Boston^ Mass., April 6. — An interesting" experi-
ment to determine just what effect talking ma-
chine records may have upon changing moods
was conducted a few days ago at Harvard Uni-
versity under the direction of the F. H. Thomas
Co., Edison distributor in this cit}', acting for
the Edison Laboratories. The advanced classes
in psychology of both Harvard and Radcliffe
Colleges (women), under the leadership of Pro-
fessor Langfeld, met in the laboratory in Emer-
son Hall to listen to a series of Re-creations as
played on an Edison instrument. Those present
were expected to make a note of the changes
of mood that might be caused hy the records.
This experiment . was similar to those con-
ducted in various colleges to determine what
sort of music may be used in the treatment of
neurotic patients and what reactions may be
expected from them. Each person in the room
was provided with "Mood Change Charts," on
which the}- were asked to indicate their moods
before the experiment began, serious or ga}-.
worried or carefree, depressed or exhilarated,
nervous or composed, fatigued or unfatigued,
sad or joj-ful. Thej' were also asked to note the
kind of music the}' wanted to hear, jo3-ous,
weird, dreamy, soothing, exciting, etc. Such
questions as time of day, condition of weather,
place of experiment were to be answered.

Following was the program plaj'ed: "The
Black Man," by Sousa, played by a brass band;
Bruch's "Kornidrei," played on the 'cello by
Lauri Kennedy, with piano accompaniment;
Smalle's "Sweet Love," played hy Lenzbergs'
Riverside Orchestra; Lieurance's "By the
Waters of Minnetonka" and "Lullab}-," sung by
Frieda Hempel, and Bigelow's "Our Director
March," played b}^ Conway's Band.

Following each Re-creation the class was asked
to note any change of mood experienced by

each one as the piece was being played. The
point also was made that different programs
or individual pieces may affect different people
in different ways and this was especially marked
in the case of "Our Director," which would have
a distinct ei¥ect at Harvard as it was written by
a Harvard man. Another thing brought out
was that different music must be pla}'ed to edu-
cated and uneducated people to obtain the same
effect. It is aimed to try these experiments on
various groups all over the country and the re-
sults are to be sent to the Edison Laboratories
for tabulation, and an attempt will be made to
develop some standard laws of psychology out
of this experimentation.

CO=OPERATING IN TAX FIGHT

Talking Machine Interests, Particularly
Wholesalers, Active in the Support of
Music Industries Chamber of Commerce

the

IMPORTANT POST FOR MOREY

The general sales department of the Columbia
Graphophone Co. announced last week that H.
I,. Morey had been appointed assistant manager
of the company's branch in New Haven, Conn.
Mr. Morey was recently a member of the firm of
the White-Morey Music Shop at New Rochelle,
N. Y., but he sold his interests in this company
to Mr. White and rejoined the Columbia organi-
zation. He is one of the veterans of the Co-
Irmbia staff, having been associated with the
company for many years.

NEW FILE AND ALBUM ARRANGEMENT

The Peerless Album Co., which recently moved
into its new home at 636 Broadwa}-, New York
City, announces a new file and album arrange-
ment particularly manufactured for Victrolas.
This product has been designed with great care
to fit into the portion of the cabinet reserved for
records and the file and albums are readilj' in-
serted without marring it, becoming practically
a permanent addition to the instrument.

Following the preliminary announcement of
the completion of this product the orders re-
ceived demonstrate that the trade is receiving
this new offering very favorablj'.

According to the officials of the Music In-
dustries Chamber of Commerce, the members
of the talking machine trade, and particular!}'
the jobbers and distributors, are co-operating
most heartily in the fight against the continu-
ance or possible increase of excise taxes on
musical instruments in the forthcoming amended
War Revenue bill. One of the chief arguments
offered by the Chamber against the continu-
ance of excise taxes and the substitution of a
general commodity sales tax in their stead is
that musical instruments are sold, in most cases,
on instalments and that frequently the first pay-
ment received from the customer is less than
the tax collected by the Government, leaving the
merchant to hold the bag, as it were. In gath-
ering data to support that argument to the full-
est extent the talking machine wholesalers have
proven most energetic and have obtained
through their dealers facts and figures of a
character that cannot be overlooked by those
charged with the framing of the new law.

In the present fight against possible discrimi-
nation against the music trade interests in the
forthcoming new Federal tax bill the various
divisions of the music industry, talking ma-
chine, piano, band instrument and other inter-
ests are working together as one solid unit
and it is believed that the presenting of a solid
front, together with the endorsement of the
commodity sales tax plan to replace excise
taxes, will go far to insure success for the
industry in protecting all its members.

DOEHLER CAPITAL INCREASED

The Doehler Die Casting Co., of Brooklyn,
X. Y., has increased its capital stock from
$1,000,000 to $1,500,000.

SERVICE WINS

EVERHART & BROWN

Large Southern Distributors for

Records

1705 EAST BROAD STREET

RICHMOND, VA.

April 15, 1921

THE TALKING MACHINE WORLD

101

ifniLADELPHIA'

and

IPCALITX

•

Philadelphia, Pa., April 6. — The talking ma-
chine business in Philadelphia during March was
rather disappointing; but it generally is, coming
as it does a sort of between seasons and afTected
by the L,enten period. It was generally no worse
than last year, so consequently there is little of
which to complain. The dealers generally are in
good humor and are looking philosophically at
the situation and believe it is going to break for
the better in a very short time.
Wurlitzer-Philadelphia Talking Machine Co. Deal
The most interesting piece of news that has
developed at this writing is the announcement
that the Rudolph Wurlitzer Co., which for some
years has been established at 1017 Chestnut street,
where it handled Wurlitzer pianos and players,
as well as harps, etc., has purchased the talking
machine business of the Philadelphia Talking
Machine Co., at present at 809-811 Chestnut
street, to which location it moved about a year
ago from Fourth street. The announcement came
as a complete surprise to the trade. It was ef-
fected on Monday evening of this week. The
firm will conduct the two stores for the present.
The middle of June the Wurlitzer lease expires
at 1017, but the firm is likely to renew it.

At 809-11 Chestnut street S. W. Toth, man-
ager of both establishments, said the Wurlitzers
will handle pianos, harps, musical merchandise
of every description but sheet music, and talk-
ing machines. At the 809-11 store Mr. Fried-
berger handled an extensive line of machines, in-
cluding Columbia, Brunswick, Sonora and a
number of other makes, as well as pianos. All
this stock that went with the purchase will be
disposed of as soon as possible, when there will
be nothing but Wurlitzer products sold there
and the place will be conducted as a Victor estab-

lishment in its talking machine end. Howard
Wurlitzer was here and assisted in the purchas-
ing. This is one of the finest store rooms devoted
to the musical business in Philadelphia, and with
the fine line at the command of the Wurlitzer
Co. ifwill no doubt have one of the most attrac-
tive musical stores in this city.

Many New Vocalion Dealers

The Philadelphia Show Case Co. had a fairly
satisfactory business in March. During the
month a number of new accounts have been
added to its already long list of dealers in the
Vocalion machines and records and the Melodee
rolls. Included in the list are the Keystone
Talking Machine Co., Seventh and Morris streets,
Philadelphia; Steele & Harrison, Johnstown, Pa.;
Hunter Music Co., Dayton, O.; R. H. Brunner,
Lancaster, Pa., and C. & J. Campbell, of 3330
Germantown avenue. C. H. Tracey, of the whole-
sale department of the Vocalion Co., was a recent
visitor. T. P. Radcliffe, of the Aeolian Co.,
accompanied by Manager Burkart, was also here
and went from store to store where the Vocalion
is handled, and gave the sales force a complete
insight into the mechanism of the machine and
its workings. He is the head of the Aeolian
Co.'s record department. Other visitors were
Wallace Brown and Oscar Ray, from the office
of the Melodee Music Roll Co.

Will Handle Talking Machines

There has been some moving about recently
and several stores have added considerably to
their business space. Hafner & Sutphin, at pres-
ent located at 149 North Ninth street and exten-
sive importers of musical merchandise, have
leased and are renovating the large store at
925 Arch street, which they will occupy on April
IS, or thereabouts. They expect, also, to handle

talking machines, for which they have built a
number of attractive booths.

Rihl Brothers, of 424 East Girard avenue, have
just been established as exclusive Victor dealers
by the Penn Phonograph Co. and H. A. Wey-
mann & Son.

A Visitor From Texas

W. G. Walz, one of the most progressive of
Texas talking machine men, located at El Paso,
was in Philadelphia several days recently, calling
on the jobbers here. He is an extensive Victor
dog distributor and also handles the Victor oper-
atic figures.

Victor Dogs Grow in Popularity

T. W. Barnhill, the head of the Penn Phono-
graph Co., reports that the Victor dog business
of the firm has been very good, and they have
placed several additional girls on the force of
decorators. The Koerber-Brenner Co., of St.
Louis, Mo., has been doing a splendid business
with the Penn operatic figures and during the
past week it has sent in three orders for com-
plete sets. Both Mr. Barnhill and Mr. Miller
attended the distributors' meetings held in Bos-
ton on April 7 and 8'.

During the month Mr. Barnhill was absent
from business for about ten days, during which
time he was in a hospital following an operation,
the removal of his tonsils.

Penn Co. Opens Many New Accounts

During last month the Penn Phonograph Co.
supplied the stock for a new Victor firm at
Chester, Pa., to be located at Fourth and Edge-
mont street by the E. V. Martin Co., who has
a chain of stores in this city. The firm has
also opened new accounts as follows: Zerfoss
& Berg, of Red Lion, Pa.; Maxwell's Furniture
{Continued on page 102)

Now Is Your Opportunity

to put your house m order and your buying on a business
basis.

VICTROLAS and VICTOR RECORDS are coming

more freely from the factory, making it possible for the
Jobber, who is willing, to carry stock and give his Dealer
real service.

Embrace the Opportunity to tie up right. We are ready to
aid you in making this your biggest Victor Year.

The Louis Buehn Company

OF PHILADELPHIA

102

THE TALKING MACHINE WORLD

April 15, 1921

(Half Size)

Questionnaire

VICTROLA DEPARTMENT

R. L. rOOBD FUKNITUBE CO., Wilmington, Delaware

Do you own a Talking Machine (yes or no)

IVhat Make

Is it in good playing condition {yes or no)

Is your Talking Machine in active use (yes or no)

Have you ever thought of exchanging it for a newer or

larger model (yes or no)

Do yon receive the Victor Record Supplement each month

(^yes or no) "

Have you ever thought of buying a Victor Victrola

(yes or no)

Name •.

Address

Cit\'

The questionnaire shows you who has a Victrola; who has not a Victrola; who has
the desire for a Victrola; who has a machine of another make and wishes to exchange
it in part payment for a Victrola; whose name is not on your mailing list for the
monthly supplement, but wants it there.

OPPORTUNITY

^ The Victor deeiler enjoys an opportunity at thb time such as no other
talking machine dealer has. He has back of him a factory and organization
whose finished product is recognized everywhere as the best. During the
last three ye<irs many new machines zuid several makes of records have been
placed on the market. Some have survived, others have fallen by the way-
side. The opportunity which is now afforded you is to bring the owners of
edl these other machines under the Victor banner axiA to meJce good Victor
customers of them.

How to do this in the most effective way would be a problem if the
Penn- Victor dog had not solved the question for you. Before telling you
about it, it was tried out in a number of instemces and the results have been
surprbing.

What you want is to get as many talking machine users acquainted with
you as possible. Very good. The thing to do is to get them in your store,
and you to get acquainted with them. How? That's easy! Here is the
pleui, —

FIRST — Order 500 or more Perm- Victor dogs with your name cast in
the pedestal at no extra cost.

SECOND — Have printed questionnaires as per illustration.

THIRD — Advertise in your home paper, or by any other plan which
seems best, announcing that you will give away absolutely free to every person
calling at your store on certain dates a plaster pauris reproduction of the dog
in the Victor trade-meirk.

You may be sure the public will respond. When a person enters your
store heind him or her a questionnaire, saying: "Please fill out the card and
present it at (specify the place) and receive your dog." Have plenty of smsdl
shairpened lead pencils handy so there will be little delay in filling out the
questiorniciire.

The questionnfiire gives you just the information you desire and provides
mauiy prospects for Victrolas.

One dealer gave 5,000 dogs away and did as much business in the first
three days of the month as during all the corresponding months in the previous
ye«ir. Another dealer of whom we know did $3,000 in three days. He gave
3,500 dogs away and did nearly $1 worth of business for each dog.

The dog is a binder between the prospect and you, maddng it easy for your
canvEisser when he calls at the home to secure a hearing. The Perm- Victor
dog is a little mission£u-y, and has been doing good work in the home all the
while spreading Victor propaganda. Shall he work for you? It's for you
to say. Place the order at once and prove our assertions.

Albany. N. Y Gately-Haire Co., Inc.

Atlanta, Ga Elyea Talking Machine Co.

Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.. Inc.

Birmingham, Ala Talking Marhlne Co.

Boston. Mass Oliver Ditson Co.

Eastern Talidng Machine Co.

The M. Stelnert & Sons Co.
Brooklyn, N. Y.. American Talking Marlilne Co.

G. T. Williams Co.

Buffalo, N. Y Buffalo Talking Machine Co.

Burlington. Vt Amerir-an Phonograph Co.

Butte, Mont Orton Bros.

Chicago. Ill Chicago Talking Machine Co.

Cincinnati, 0 Ohio Talking Machine Co.

Cleveland, Ohio Clereland Talking Machine Co.

The EcUpse Music Co.

Denver, Colo The Knight- Campbell Music Co.

Elmira. N. Y EIraira Arms Co.

El Paso, Tex W. G. Walz Co.

Honolulu, T. H Bergstrom Music Co., Ltd.

Indianapolis, Ind. . .Stewart Talking Machine Co.
Jacksonville, Fla. .. .Florida Talking Machine Co.

Memphis, Tenn llouck Piano Co.

Kansas City, Mo J W. Jenkins Music Co.

Milwaukee, Wis Badger Talking Maciiine Co.

Minneapolis, Minn . . . Be<'kwlth-0'NellI Co.
Mobile. Ala Wm. H. Reynalds.

New Haven, Conn... The Horton-Gallo-Creamer Co.-

Newark, N. J Colllngs & Co.

New Orleans, La Philip Werleln, Ltd.

New York City Emanuel Blout.

C. Bruno & Son.

Charles H. Ditson Co.

Knickerbociter Talking Machine Co.

New York Talking Machine Co.

Ormes, Inc.

Silas E. Pearsall Co.

Louis A. Schwarz, Inc.

Omaha, Neb Mlciel Bros.

Philadelphia, Pa H. A. Weymann & Son.

Pittsburgh, Pa W. F. Frederick Piano Co.

Portland. Me Cressey & Allen, Inc.

Richmond, Va. .. The Corley Co.

Rochester. N. Y E. J. Chapman.

St. Louis. Mo Koerber-Brenner Co.

St. Paul, Minn...W. J. Dyer & Bro.

Toledo. Ohio The Toledo Talking Machine Co.

Washington, D. C... Cohen & Hughes.

E. F. Droop & Sons Co.

Bobt. C. Sogers Co.

Dealers not served by any of these distributors will be
sold direct by us or we will charge through your pre*
ferred distributor if so requested.

PENN PHONOGRAPH COMPANY, Inc.

Victor Distributors — Wholesale Only
913 ARCH ST. PHILADELPHIA, PA.

TRADE NEWS FROM PHILADELPHIA

(Continued from page 101)

Store, of Renova, Pa., and Barclay Aspell, who
has a music store at Ardmore.

Now Vice-president Beach

H. A. Beach, head of the traveling department
of the Victor Co., has resigned this week and
has assumed the vice-presidency of the Unit
Construction Co., Fifty-second street and Gray's
Ferry road.

Price Bros. Open Victor Department

Price Brothers, music dealers, of Minersville,
Pa., have opened up a Victor department. Her-
man Cole, 6018 Market street, has considerably
enlarged his store, adding ten new booths, mak-
ing sixteen in all. He has been enjoying a very
good business.

Adds the Brimswick Line

The last week in March Gimbel Brothers' talk-
ing machine department took on the Brunswick
machine and is advertising it heavily.

Louis Buehn Co. News

Louis Buehn, of the Louis Buehn Co., spent
last week on a motor trip, visiting dealers in the
central part of the State as far west as Altoona.
The Buehn Co. reports that it found business
rather quiet during the Lenten period, but its
stock of Victor records is now starting to come
through in good shape, and it reports that it has
been able to accumulate a small quantity of
Victrolas of certain styles.

The Buehn Co. reports the development of an
account which was formerly operated in connec-
tion with the Princeton University store, at
Princeton, N. J., but which has now been moved
to Nassau street, and is to be known as the
Princeton Music Shop, individually and distinc-
tively. There are many artistic touches about
the new place, which is conducted by B. F. Bunn,
which were given to it by a corps of professors
in the Princeton College art department. Hart-
man & Lanshe is another firm that the Buehn
Co. has been supplying with stock to be placed
in their new building at Tenth and Hamilton
street, Allentown, where the Victor line will be
handled under the careful and capable supervi-
sion of General Manager Fred Lanshe.

Mr. Buehn is arranging for a trip which will
extend as far as the Pacific Coast this Summer
and will start in time to attend the national job-
bers' convention.

Blake & Burkart have somewhat changed the
makes of machines that they have been handling.
They have given up some lines and have taken
the handling of the Aeolian-Vocalion. They will
continue the Sonora, Mr, Scott, of the Amberola
department of the Edison Co., was a recent vis-
itor, also Mr. Langford, of the Vocalion Co.
Blake & Burkart report that they had the big-
gest March business in their history, and if the
next three months will be as good as the three
months just passed they will be well satisfied. L.
A, Colison has joined the outside force of the
firm. He was recently connected with the Black-
more firm, on North Broad street.

C. N. Eastman in Charge

Clifford N. Eastman, formerly of the John
Elliot-Clark Co., of Salt Lake City, Utah, has
been made the manager of the newly established
Victor store which was recently opened at 866
Main street. Darby, by Charles G. Martin, who
has a chain of stores in this city. Mr. Eastman
v>'as one time connected with N, Snellen-
burg's talking machine department previous to
going West, Philadelphia being his home.

WE Will Buy for Cash
Job Lots of Machines,
Records, Motors, Tone
Arms, Parts, and Every-
thing in the Talking Ma-
chine Line.

Keen Talking Machine Supply Co.

49 N. 10th ST., PHILADELPHIA, PA.

THE TALKING MACHINE WORLD 103

BUSINESS IS GOOD

For the Dealer Who Goes After It With

Records

Deliveries Are Good for the Dealer Who Orders From

SONOR A COMPANY

OF PHILADELPHIA
1214 Arch Street - - - Philadelphia

April 15, 1921

TRADE NEWS FROM PHILADELPHIA

(Continued from page 102)

J. E. Widener, whose home is in Boston, was
a Philadelphia visitor at the end of the month,
going over a Spring campaign with Manager
FerrGit, who is the local Widener representa-
tive.

Close Many Important Cheney Deals

G. Dunbar Shewel! reports that his Cheney
business is considerably better than it was and
has just closed several important deals. A recent
visitor was Richard McCoy, of the Cheney Talk-
ing Machine Co.

Fox Pleased With the Outlook

Harry Fox, the head of the Philadelphia-Em-
erson Co., is well pleased with the business he
has been able to do in this territory and feels
that he has reason to be proud of the way the
dealers have supported and stood by him under
rather trying circumstances recently, showing
that they had absolute faith in him, as well as in
the Emerson. Mr. Fox says: "The dealers
handling our line are giving us wholehearted
support and are rooting just as strong for Em-
erson now as they ever have done, because of
the splendid wearing qualities of the records that
the Emersons have put out recently. They more
than come up to the best records on the market
by actual test."

Irving Labe, the Emerson traveling represent-
ative in eastern Pennsylvania, has put in some
very good work, although a comparatively new
man in the phonograph industry, and in a very
short time, Mr. Fox says, he feels confident that
he will be ranking among the best, because of
his sales tactics and diplomacy with the dealers.
Joseph Wexler, the firm's Philadelphia repre-
sentative, who has been with the local Emerson
company since its organization, is still putting
in faithful, conscientious service and "his smile
is still winning them," says Mr. Fox.

Rihl Bros. Open Victor Department

Riihl Bros., of 424 East Girard avenue, this
city, on April 1 opened a completely equipped
Victor department. This enterprising firm is
well and favorably known and will devote par-
ticular attention to intensive selling. The open-
ing was well attended and many compliments
were received by the management on the at-
tractive appearance of the department.

Granby Display at Adelphia Hotel
The Granby phonograph, made by the Granby
Phonograph Corp., of Norfolk, Va., is growing
more popular in this State. For several weeks
past the entire Granby line has been on display
at the Adelphia Hotel, of this city. H. H. Schu-

maker, E. C. Howard and Harry Coplan, of the
Granby Phonograph Corp., are in town and are
co-operating with A. J. Heath & Co., the local
distributors in the promotion of Granby sales
in this territory.

N. Stetson & Co. Handle the Clayola

N. Stetson & Co. have undertaken the han-
dling here of the Clayola, an electric machine,
which they are advertising and which is a most
attractive-looking talking machine which they
sell at $125.

Will Conduct Both Stores

Mr. Wolpert, of the Variety Stores, 1935
South street, has purchased the store of Sig-
mund Hacsh, of 2017 South street. He will
conduct both stores and will feature music ex-
clusively at the 2017 South street store.
Co-operating With Pathe Dealers

Walter E. Eckhardt has been working like
a beaver in an elTort to thoroughly develop all
the Pathe dealers so that they will get the full
benefit of this wonderful "talker." He has been

getting out a series of letters and trade articles
which he has sent to all the Pathe dealers, and
which they have no doubt found invaluable in
their study of trade promotion. The local Pathe
firm has opened several very attractive accounts
recently. Mr. Eckhardt says: "These electric
machines of ours, the Actuelle, are creating quite
a furor in the trade, while the new Actuelle
records are coming through perfectly wonder-
ful. We are seeing a very marked and defi-
nite trend upward in business and we feel
that the dry spell is about over. I believe busi-
ness is to be had if the merchants will put forth
the proper effort to secure it, but the slogan is
"work."

Columbia Dealers Discuss Sales Plans

The Columbia Co. has been doing some effec-
tive work the past few weeks. On March 19 it
held a meeting here of all its salesmen, which
was largely attended and at which March and
April sales plans were discussed. Robert Por-
ter, sales manager of New York, came over to
address the m.en. During March Manager Cum-
min visited practically all of the Columbia deal-
ers in the nearby towns and in a very short
time he expects to be able to say that he has
gone to everj' one of tlie Columbia dealers in
his territory.

J. W. Taylor, city salesman of the Columbia
Co., resigned his position on April 1 and has
assumed the management of the Walton Hotel
in this city.

Opens Exclusive Columbia Shop

The Snyder Music Co., of Wilkes-Barre,
opened an exclusive Columbia shop on March
25. The Van Veen Co., of this city, is respon-
sible for the beautiful store which the company
is presenting for public convenience.

Mr. Schwartz, the enterprising dealer of Rox-
borough, recently bought a new Packard tour-
ing car.

Everybody's Talking Machine Co. News

Everybody's Talking Machine Co., 38 North
Eighth street, is packing its new mainsprings
ill individual cartons, which fact is being re-
ceived with great favor by the dealers. It is
at present engaged in making extensive altera-
tions in the way of shelving facilities, etc,, to

(Conliiiucd on page 104)
giiiiiiiiiimiiiiiiinimiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiniiMiiiiimiimitiniiiiiiiimiinniniiuiinninimiMiiiiiiitrm

I Keystone Die-Casting Co. |

I Norristown, Pa. |

I ALFRED C. RANTSCH E. J. W. RAGSDALE |

I Prci. and Gen. Salei M(r. Treas. and Gen. Mgr. 1

aiiiihiiiiiiiiiiiiniiiiiiiiiiiiimiiifluuiunjininniiiiniflnniiimjniuiipmiinniniimiinn^^

WFVUAUU 1108 CHESTNUT SI

nLinHnn Philadelphia^

q;.-r.6.

PLAYE-R.

"W&YA\ANN

KEYSTONE STare!
String-

Victor Supreme

The Victor dealer who devotes his
entire energy to the advancement of
Victor merchandise in his Talking
Machine Department will fin\d that in
turn'his entire business will be greatly
benefited.

At Your Service

H. A. WEYMANN & SON, Inc.

1108 Chestnut Street Philadelphia, Pa.

104

THE TALKING MACHINE WORLD

April 15, 1921

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 103)

liandle its largely increased stock and the new-
novelties it is adding. It has gotten out a new
repair tool for the Columbia sound box, which
will make it quite easy to repair the box. This
device is about to be put on sale.

The long-promised catalog of the company will
be ready to be mailed about the same time. This
house has a large stock of "Honest Quaker"
mainsprings for machines and is receiving or-
ders from all sections. It is preparing for a
big business in the Fall. William Phillips,, of
the Wm. Phillips Phono Parts Co., New York,
was a visitor this week and another ^^sitor was
Paul Baerwald, general sales manager of the General
Phonograph Corp. P. Grabuski has just gotten
home from a verj^ extensive trip through the
South and has brought with him a number of
orders. T.he coming week he will start on a trip
through Pennsylvania, Ohio and Indiana.

The United Music Stores Co., 619 Cherry
street, reports an excellent business. Recently
it placed on the street a large truck for delivery
purposes, on the side of which is painted in gold

letters, "Connorized and Pianostj-le Music Rolls.
'It Paj's to Advertise'." The firm notes a con-
siderable increase in its out-of-town business
and especialljf in foreign records. The com-
pan3' reports a big increase in the sales of the
Brilliantone needles and it has been getting
\'ery good results with the Grey Gull records,
Vihich line is handled exclusively, here. This
company had a large booth at the Real Estate
Building Exposition, which was held at the
First Regiment Armory March 28 to April 2 in-
clusive.

Good Call for Cirola Phonographs

A. J. Heath & Co. report that their business
has been very good both in Okeh records and
Cirola machines. The Mamie Smith and other
Okeh records have been going especially well.
Showing How Records Are Made

The Emerson Philadelphia Co. is making a
very handsome window display, in which the
process of making an Emerson record Is fea-
tured. It is a most educational exhibit that
never fails to attract large crowds.

imimm

Name Plates for Talking 1
Machines, Pianos, etc. 1

High Class Workmanship 1
Write us for further information 1

National Decalcomania Co. 1

220-230 N.eOth St., PhUadelphia, Pa. 1

CABINET SALES SATISFACTORY

H. C. Naill, of Geo. A. Long Cabinet Co., Dis-
cusses Business Situation — Console Cabinets
Become Popular Throughout the Country

H. C. Naill, of the Geo. A. Long Cabinet Co.,
Hanover, Pa., manufacturer of Long cabinets,
was a visitor to New York recently, prior to
his departure for a short Western trip. While
here Mr. Naill made arrangements whereby the
Geo. A. Long Cabinet Co. will display a com-
plete line of Long cabinets at the New York
Furniture Exchange, 469 Seventh avenue, which
will open on April 18.

In a chat with The World Mr. Naill stated
that the demand for the new console cabinets
recently introduced by this company was stead-
ily increasing, and that dealers in all parts of
the country were evincing the keenest interest
in these distinctive cabinets. The Long factory
is now in a position to produce these cabinets
in quantities, and judging from the enthusiastic
reception accorded these new types they are
meeting with a ready sale everywhere.

Referring to the general business situation Mr.
Naill stated that there was a noticeable improve-
ment in the leading trade centers, and that those
manufacturers and merchants who were suffi-
ciently progressive to go after business along
practical lines were producing satisfactory sales
totals. Here and there dealers complained that
business was below normal, but many of them
admitted that they had not yet adapted them-
selves to present conditions, but were waiting
for business instead of utilizing all the means
at their command to bring customers into their
establishments.

USES ATTRACTIVE MOTOR TRUCK

Philadelphia Show Case Co. Combines Adver-
tising With Delivery Service

The Philadelphia Show Case Co. of Penns}'!-
vania, Philadelphia, Pa., distributor of Vocalions
and A'ocalion Red records throughout Pennsylvania,

Used for Vocalion Service in Quaker City

reports an increasing demand for Vocalion Red
records and has installed special delivery fa-
cilities to keep the dealers well supplied with
these records. The company uses in Phila-
delphia a large automobile truck bearing on the
sides, "\'ocalion Red Record's Are Best," with
a replica of the record. The truck is most attrac-
tive in appearance and represents an excellent
advertiseu'ent.

Some men object to calling business a game.
We like that description of it. When our office
ceases to seem a playground we shall think we
belong elsewhere.

SERVICE

A. J. HEATH & CO.

Distributors for

Records

The Record of Quality

Our superior service guarantees the
quickest delivery possible of latest hits.

We are well equipped to take care of
and satisfy new dealers. Write for our
proposition, it offers big profits to the
ambitious dealer.

A. J. HEATH & CO.

PHILADELPHIA, PA. BALTIMORE, MD.

27 South Seventh Street 110 Calvert Street

April IS, 1921

THE TALKING MACHINE WORLD

105

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 104)

JAMES A. CRABTREE TO EUROPE

President of International Mica Co. to Make Ob-
servations of Conditions Abroad for Benefit
of the Industry — Sails on April 22

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiriiiiiiiiiiiiiiiiiiiiiiiiiii

Philadelphia, Pa., April 4. — James A. Crab-
tree, president of the International Mica Co., of
this city, and family, will sail on the "Haverford,"
April 22, to spend the Summer traveling in
Europe. About this time last year, when the
reconstruction period just started, Mr. Crabtree
covered the Continent in the interests of the
tallcing machine and electrical industries,
for which industries the products of the Inter-
national Mica Co. are mostly manufactured. At
that time he placed his services at the disposal
of the talking machine trade for any product
investigations and quotation comparisons that
might be of interest to the "Imico" clientele and

James A. Crabtree
the talking machine manufacturers in general,
and received numerous requests for information
relative to the market conditions and foreign
products, which he was able to obtain by per-
sonal investigation. This was such a tremen-
dous success and the information transmitted
to the trade was found to be so valuable that
the International Mica Co. has again placed
Mr. Crabtree at the disposal of the talking ma-
chine industry to assist them in any way pos-
sible and to obtain any information desired
which is procurable in any of the following
countries: England, France, Belgium, Germany,
Switzerland and Spain — -which countries will be
covered by him.

Mr. Crabtree and family will probably return
about September 1, at which time he will make
a general report on conditions. Specific re-
quests for information, however, will be given
immediate attention through the company's of-
fice in this city.

An easy manner indicates reserve power. To
the casual onlooker the man who smiles always
seems the winner. The psychological effect of
this is obvious.

THE BIG ADVANTAGE

of the

"Pathe Dealer"

over the other fellow insures the lion's
share of the business and coupled with
Interstate co-operation and sales plans
rapidly develops a leadership that com-
mands the respect of your clientele and
competitors.. May we serve you for
"Better Profits", "Better Product", "Better
Business"?

Write today

Interjtate Phonograph

1026 CHESTNUT ST., PHILADELPHIA.PA.

1018-1024 WABASH AVE., CHICAGO, ILL.

lllllllllllllllllllllllMIIIIIIIINIIIIIIIIMMIIIilllllllllllll/

THE RAINBOW RECORD MAKES DEBUT

Rodeheaver Record Co. of Philadelphia Placing
First Releases on the Market

Philadelphia, Pa., April 4. — The first releases
of the Rainbow record- of the Rodeheaver Rec-
ord Co., this city, have met with much favor.
As stated, this new record is not an effort
to enter into competition with records al-
ready in existence. For the present, at least, the
recordings will be confined entirely to sacred
songs, largely the gospel songs which are used
in the present-day evangelistic meetings, Sunday
schools, young people's societies, religious con-
venti^ons and Sunday evening services. Arrange-
ments have been made to have evangelistic
singers of the country make records of their

particular songs which they are using in their
meetings. In addition to the gospel songs great
oratorio numbers and sermons of leading
preachers will be recorded. Thus little churches
in out-of-the-way sections which do not have a
preacher can take a half-dozen of the Rainbow
records and conduct an entire service with the
best music and best preaching possible to secure.
For foreign mission work translations of the
sacred songs will be made into other languages.
It is planned to have any excess profits from the
record business help support a training school
for evangelists at Winona Lake, Ind.

The Rainbow laboratory has been established
at Winona Lake, Ind., and the distribution of
the records will also be made from the ofiices of
the Rodeheaver Co., at 814 Walnut street, this
city, and in Chicago.

"Take Your Music With You"

PROMPT
DELIVERIES

Size: 12K x 11}^ x 6

"CIROLA," the only PORTABLE Phonograph without sound
chamber ; has twin spring motor ; highly nickeled metal parts ; is
finished like a Piano; built like a Battleship; folds like a suitcase;
weighs 16 lbs.; plays all records better because the good fresh air is
its sound amplifier; and we will give $10,000.00 for any Cabinet
Phonograph at $100.00 that will produce a larger volume of tone.
Write for our proposition quickly. Enterprising dealers everywhere
are rapidly stocking these Spring and Summer Whirlwii'ids. Covers
may be had if desired.

CIROLA DISTRIBUTING CO., Inc.

Distributors of the
CIROLA PHONOGRAPH

203-04 Colonial Trust Bldg.
Phone Spruce 6340
PHILADELPHIA, PA.
U. S. A.

THE TALKING MACHINE WORLD

Sheraton

Colonial

Louis XV

Chippendale

Hepplewhite

Making a Console

oat of

A Table Model

The Console type of talking machine
cannot be bought today except at a
very high price — a price beyond the
means of many people who want that
type machine.

We have solved the problem by design-
ing the five period models shown.
These designs faithfully represent the
periods. The cabinet work and finish
are up to the usual LONG QUALITY
standard.

These five "CONSOLES" are intended
to be used in connection with the
popular Victrola VI, producing a com-
bination outfit that looks like a com-
plete unit costing $250.00, but which
you can sell at a very moderate price —
a price within the reach of all.

Orders received for these Console
Cabinets indicate that they have
caught the popular fancy, and they are
bound to be big sellers. Place your
orders NOW.

Write for copy of catalogue.

These Cabinets will be shown in Space 804
at the New York Furniture Exposition, 469
Seventh Avenue, New York, from April 18th
to May 2nd.

The Geo. A. Long
Cabinet Company

aiiHiiHiiii;

HANOVER, PA

April 15, 192!

THE TALKING MACHINE WORLD

107

GREATER CONFIDENCE EXISTS IN SAN FRANCISCO TRADE

Agricultural Outlook Predicates Better Business — Music Trade Members Elect Officers — Hanson
Branches Out — New Edison Dealers — Kantner Covers Trade by Airplane — News of Month

San Francisco, Cal., April 5. — While there has
been no material improvement in general busi-
ness conditions in the last month, still there
is evident in the trade a feeling of greater con-
fidence. The agricultural outlook for the year,
notwithstanding the uncertainty of export mar-
kets, is more encouraging than it has been on
account of the recent big movement of pre-
pared food products. With the large surplus
stock reduced there will be a normal demand
for fruits and other agricultural produce. Gen-
eral business conditions in California are prac-
ticallj' determined by the conditions in the coun-
try districts. Talking machine and record sales
have been laggmg in the country dlistricts of
late, though business in the large cities has held
U'p fairly well. It is thought that there has been
too much advertising of reduced prices to benefit
the dealers A constant dwelling on price reduc-
tions has resulted, apparently, in unsettling the
minds of prospective purchasers. What is
needed is stable prices — uniform prices. The
recent cut in Columbia records naturally stim- '
ulated business in Columbia merchandise. The
company advertised liberally in the newspapers
and several San Francisco concerns featured
Columbia merchandise prominently for a while.

N. J. Wilcox, manager of the local office of
the Columbia Co., is receiving the congratu-
lations of the trade upon his mariiage this
month to the beautiful Miss Eleanor Lee, the
daughter of a well-known pioneer family of
California.

The Stradivara Phonograph Co., of Portland,
Ore., has leased a fine store location on Powell
street, between Post and Sutter streets, and will
maintain here a retail branch for San Francisco.
The store has been handsomely remodeled.

The Music Trades Association of Northern
California was officially ushered into existence
on March 15 at a dinner at the Commercial
Club, San Francisco. About 200 representatives
of the piano, talking machine, sheet music and
small goods trades attended the meeting and
the majority joined the new organization. The
dues are from $30 a month for the largest con-
cerns down to one dollar a month for associate
members. The following were elected officers
of the Association: George R. Hughes, of the
Wiley B. Allen Co., president; Byron Mauzy,
first vice-president; Shirley Walker, of Sher-
man, Clay & Co., second vice-president, and the
directors, in addition to the above: George Q.
Chase, president of Kohler & Chase; R. A. Wise,
of Clark Wise & Co.; F. A. Levy, of the Cali-

fornia Phonograph Co.; Irving C. Franklin, of
the Brunswick-Balke-Collender Co.; H. C. John-
son, of Leo Feist, Inc., and B. Goldmark, of
the Oakland Phonograph Co. The directors
have been empowered to select a treasurer and
a secretary.

P. S. Kantner, of the Columbia Co., covered
the northern California territory by airplane
this mionth, which is certainly an up-to-date
method of conducting a sales campaign. He
dropped circulars advertising Columbia mer-
chandise from the clouds and some of these
were in the form of orders for Columbia rec-
ords. The lucky ones will thus be able to add
to their record libraries without cost.

H. C. Hanson, who has long conducted a
small goods department in the sitore of the
Hauschild't Music Co., has decided to expand
into the general music business on his own
account. He has leased suitable quarters at 137
Powell street, and will probably have the store
remodeled and ready for occupancy by May 1.
Mr. Hanson is to carry pianos, talking ma-
chines, sheet music and his regular line of small
goods and musical merchandise of all classes.
There will be several sound-proof talking ma-
chine record demonstration rooms.

Byron Mauzy and Clark Wise & Co. have
both jioined the ranks of exclusive Victor deal-
ers. When present stocks are sold out they will
carry only Victor merchandise.

Rosa Raisa, the renowned dramatic soprano,
and her husband, Giacomo Rimini, both exclu-
sive Vocalion artists, will be in San Francisco
the latter part of April with the Chicago Grand
Opera Co. The new red records of the Voca-
lion are making a fine impression on the Coast
trade and the new upright period styles of the
Vocalion phonographs are certainly a delight
to the eye. H. M. Hull, Pacific Coast manager
of the Aeolian Co., is much pleased with the
progress made in this territory, especially in the
South. The City of Paris talking machine de-
partment features the Vocalion products with
signal success in this city.

Herman Heller, leader of the symphony or-
chestra of the California Theatre, paid a fine
compliment to Caruso this month, when he had
his orchestra accompany the famous Caruso
record, No. 88063, for a week to crowded houses.
Over 60,000 people heard the record and went
into ecstasies over the performance. The rec-
ord was played on one of the beautiful William
and Mary period Viotrolas, the machine being
loaned for the occasion by Sherman, Clay & Co.

Victor Dealers

You see an "ad" in a magazine or news-
paper and it "sells" you.

But by the time you reach a store where
the product is on sale you've forgotten
all about the advertisement.
You see a show card in a dealer's window
and it "sells" you.

You go right inside the store, while your
interest is hot, and make a purchase.
The moral?

Don't let another month go by without
subscribing for the USOSKIN VICTOR
MONTHLY WINDOW DISPLAY
SERVICE, manufactured by

USOSKIN LITHO, Inc.

230 WEST 17th ST., NEW YORK CITY

(Send for aample set and further details)

W. G. Gaston, factory representative of the
Victor Co. in Oregon and Washington, is visit-
ing the Sherman, Clay & Co. home office in
San Francisco this week. He reports a business
improvement in the Northwest. It is not large
in volume, but it is bound to expand to larger
proportions.

O. L. May, the California and Nevada factory
representative of the Victor Co., is about to
leave on an extended sales-promoting tour over
his entire territory.

Miss Donzella Cross, of the Victor educa-
tional department, has arrived in San Francisco.
She is conducting music appreciation work in
the schools and colleges from Los Angeles up
the Coast at the present time.

Among the new Edison dealers availing them-
selves of the services of J. Addison Clark, of
the local office of Thos. A. Edison, Inc., in
preparing special plans to suit the individual
requirements of the business, are the Spaulding
Dry Goods Co., Susanville; the W. M. Hefton
Drug Co., Hanford; the J. D. Mariner Music
House, Reno, Nevada, and the Smith Music Co.,
Vallejo. The plans and specifications for a com-
plete Edison phonograph department are fur-
nished free to dealers if they so desire.

INCREASE DELIVERY FACILITIES

Westbrook, Me., April 6. — The firm of Geary &
Johnson, Victor retailers in this city, report very
favorably as to general business conditions, and
these progressive dealers recently purchased a
new auto truck to take care of their suburban
trade. This truck is attractively decorated and
is being used to advantage to develop new
business.

SOMETHING ENTIRELY NEW IN TONE ARMS

THE FLETCHER "STRAIGHT"

STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT

NEW DESIGN NEW CONSTRUCTION

Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore.
Made in two IcDgtht, S'A' and 9 '2" SEND FOR PRICES AND TERMS

FLETCHER-WICKES COMPANY

6 EAST LAKE ST. CHICAGO

108

THE TALKING MACHINE WORLD

April 15, 1921

INDIANAPOLIS A LIVE CENTER OF TRADE HAPPENINGS

Baldwin Co. Takes on Brunswick — Stores Make Artistic Window Displays — W. E. Kipp Arranges
for Fifteen Dealers' Group Meetings — Original Efforts by Victor Dealers Bring Results

. Indianapolis, Ind., April 6. — IManager Scott, of
the Columbia Co.'s branch in this cit5% saj^s
the Grafonola has been moving considerabb^
faster since the reduction in prices. The retired
record sale also, he says, has brought encour-
aging results throughout the territory. The
talking machine business generally, he thinks,
shows a firmer trend with dealers bujnng more
freel}'. Jack Bryant, from the executive office
of the Columbia Co. at New York, visited Mr.
Scott and conducted a salesmen's meeting early
in March.

Frank E. Felt, Brunswick dealer at New-
castle, Ind., while visiting at the salesrooms
of the Brunswick-Balke-Collender Co., reported
a big business in records and machines. He
said the Maxwell automobile plant, the Hoosier
Kitchen Cabinet Co. and the Jesse French Piano
Co. had opened on full time with the expecta-
tion that all the employes would be put back
to work early this month.

Other Brunswick visitors were L. C. Pitts,
of Harris & Pitts, Bedford, who reported he had
enjoyed the biggest business in Brunswick ma-
chines and records the first week of March of
any week in the historj^ of his store. Kirby
& Howe, of Greensburg, here to buy more stock,
said they had experienced a* better March trade
than in the corresponding month last year. J.
L. Hamilton, of- Greencastle, also reported in-
creasing business in Brunswick machines and
records.

The Baldwin Piano Co., of this city, has been
added to the list of Brunswick dealers. In ad-
dition to these machines and records the Bald-
win Co. is handling Columbia machines and
records and the Medallion records. The Bruns-
wick 'contract became eflfective this date and
gives Indianapolis two Brunswck dealers, the
other being the Brunswick Shop, of which C. A.
Grossart is manager.

Window displays that attracted much atten-
tion and praise the last week of March were ar-
ranged bj' the Indianapolis Talking Machine Co.,
Victor dealer, and the Edison Shop, as a tie-up
with a showing at the Circle Theatre of Charles
Ray's latest motion picture, "The Old Swim-
min' Hole,"

The Indianapolis Talking Machine Co. ar-
ranged a miniature stage with a naturalistic re-
production of a swimming hole with a lad sit-
ting under a tree and fishing. By means of
an electrical device the fish pole was made to
jerk occasionally as if from the nibble of a
fish.

The Edison Shop's displaj' included a large
portrait of the Hoosier Poet, James Whitcomb
Riley, from whose poem the title of the motion
picture was obtained, and on one side an ideal-
istic painting of a swimming hole, while on the
other side was a photograph of an Edison ma-
cliine and beneath it a list of Harry Humphrey's

Edison Re-creations of J. W. Riley's writings.

A large demand in the past thirtj^ days for
the higher-priced Edison models is reported by
H. G. Anderson, general sales manager of the
Kipp Phonograph Co., Edison distributor. He
saj's the March business done by the company
shows a. very excellent increase over January
and February.

"This, we believe," he said, "is due to the
character of the selections released and to the
factory supplying us with catalog numbers that
have not been available for some time. The
Mood Change Chart Party idea is going over
very big with our dealers and these parties are
bringing them some wonderful results. The par-
ties have been given before professors from Pur-
due, Illinois and DePauw universities and thej^
have expressed themselves as being much im-
pressed with the results. They have asked that
the tests be given before their classes in the uni-
versities."

W. E. Kipp, president of the company, is fea-
turing the slogan of the Chicago Tribune, "1921
Will Reward Fighters," in his methods of going
after business. Beginning Tuesdaj-, April 12,
he is going to hold fifteen dealers' group meet-
ings, at the rate of three a week, in which he
Vv'ill, in person, carry his business message to the
dealers.

"Instead of holding one large convention here
in Indianapolis this }'ear," says he, in his cir-
cular to dealers regarding the meetings, "I in-
tend to practically pack up this office of mine
and carr}^ it to you. It is some job that I am
undertaking, but my coat is off and my hat is
in the ring and I am 'ready to go to it.' All I
ask is that you co-operate with me and attend
these sales conferences."

Mr. Kipp has issued an elaborate 12 x 18-inch
four-page circular, printed in red and black. A
photograph of himself in his office is shown
on the first page with the display' lines, "Feeling
fine — thank you — in fact, I'm feeling great and
hope you are also. W. E. Kipp, your Edison
jobber."

He then sets forth in detail his estimate of the
business conditions and of prospects. He heads
the second page with "How Is Business?" and
follows with an interesting explanation.

Mr. Kipp's plan is to hold the group meetings
in Bloomington and Mattoon, 111., Terre Haute,
Lafayette, Logansport, Vincennes, Eransville,
North Vernon, Richmond, Shelbyville, Fort
W'ayne, Marion, Muncie and Bloomington, Ind.,
and at Louisville, Ky. He will hold rrjeetings
from 10 a. m. until 6 p. m. and will arrange
for the luncheons and dinners. He asks every
dealer to bring his salespeople to the meetings.

Indianapolis Victor dealers were prett)^ gen-
erally represented at the Victor educational con-
ference held at the Congress Hotel, Chicago,
March 28, 29 and 30. The conference was ar-

Stewart

TalkiiiQ Machine G>mpaii^

JOBBERS

ranged bj' ten Victor distributors in the Chi-
cago territory. Among the lecturers on the
program was Miss Caroline Hobson, head of the
educational department of the Stewart Talking
Machine Co., who spoke on "What Educational
Work Means to the Live Dealer."

.\s a result of a scheme successfully tried
by the Bargain Store, Victor dealers of Tipton,
Ind., the Stewart Talking Machine Co. is ad-
vancing the plan of stores advertising their Vic-
trola departments through other departments of
the store. Tlie suggestion to dealers is that the
clerks in other than the Victrola department
be instructed to mention to each customer, on
a certain day, some particularly attractive rec-
ord which can be heard in the Victrola depart-
ment.

The use of package inserts also is suggested.
The plan carried out by the Bargain Store was
that of providing its notion department with a
package envelope on which an illustration of a
school machine was reproduced and in which
was a note that one of the county schools had
just made a purchase of a complete Victrola
equipment.

The Craycraft Dry Goods Co., Victor dealer,
of NoblesA-ille, reported excellent returns in
March from the distribution of an inexpensively
printed poster presenting a long list of records
in stock. The poster, printed on a 14x22 sheet
in one color, was distributed in packages over
the counter, through the mail and by hand. One
displa}' line — "If you can not come in, order
by mail. We pay the postage" — made a marked
impression, the dealers said.

A rearrangement of booths and the installa-
tion of a new vertical record rack and counter
have given the phonograph department of the
Taylor Carpet Co., Victor dealer in this city.

"SERVICE" IS OUR SPECIALTY

The Artophone Corporation

Distributors of The Record of Quality

Records

1 103 Olive Street

ST. LOUIS, MO.

April 15, 1921

THE TALKING MACHINE WORLD

109

largely improved facilities for handling its
rapidly growing trade. The record rack has
a capacity of 8,000 records and it is placed
back of a 30-foot, U-shaped counter. The twelve
booths of the department are arranged on two
sides of the counter.

Miss Minnie Springer, manager, is preparing
to use on the records a combination of the ready
reference labels on the card system put out by
the Chicago Talking Machine Co. As an added
feature of the booth equipment she has obtained
fifteen autographed phoitographs of Victor art-
ists.

"In my opinion the merchant who handles
talking machines as a side line will soon be an
extinct factor, leaving the field open to live,
wide-awake dealers," said E. H. Jarrard, man-
ager of the phonograph departmient of the Cap-
ital Paper Co., Kimball distributor. "We are
anticipating a steady, healthy demand for Kim-
balls from month to month, and we have no
complaint to make of poor business. With fac-
tories reopening here and there over the State
it will be only a short time before the phono-
graph industry will feel a decided impetus
toward much better days."

Edgar Eskew, manager of the Pathe Shop,
reports exceptional results from the intensive
house-to-house selling campaign on the $25
record offer that has been effective on the
Pathe machines since the first of the year. He
is being assisted by H. L. Tinker, of Cleveland,
retail representative of the Pathe Freres fac-
tory.

Among the visitors to the Pathe Shop during
March were: H. N. McMenimen, managing di-
rector of the Pathe Freres Co.; J. M. Wallace,
Jr., of the Wallace Music Co., Pathe dealer at
Marion, Ind., and G. D. Shigley, of the Shigley
Piano Co., Pathe dealer at Bluffton. All of
these dealers reported improved business condi-
tions.

RESIGNS BERLINER MANAGEMENT

Herbert S. Berliner Resigns as Vice-President
and General Manager of Berliner Gramophone,
Ltd., Together With Other Officials of That
Company — Will Stay in the Trade Field

Some men attain the habit of success and all
things come their way. Other men, expecting
ill luck, rarely fail to meet it.

Montreal, Can., April 4. — An announcement of
interest to the talking machine trade concerns
the resignation of H. S. Berliner from the vice-
presidency and general management of the Ber-
liner Gramophone Co., Ltd., Montreal, and the
directorate and vice-presidency of His Mas-
ter's Voice, Ltd.

Simultaneous with Mr. Berliner's resignation
were also announced the resignations of Thos.
Nash, general manager of His Master's Voire,
Ltd., Elmer Avery, recording expert, and Mr.
St. Eve, factory superintendent of the Berliner
Gramophone Co., Ltd., as well as Mr. Berliner's
secretary,. Miss I. Kelly. The news of the resig-
nations of these outstanding figures in the talk-
ing machine business of Canada came like a
bombshell.

Mr. Beriiner's resignation, however, does not
mean the severance of his activities in the record
business of Canada. With the gentlemen above
named associated with him, he will devote him-
self to the business of the Compo Co., at La-
chine, P. Q., and the ramifications of that firm.
This latter concern was established by Mr. Ber-
liner in 1918 and is Canada's first independent
record factory, where a number of the Unitea
States companies have their Canadian records
made for them. The factory at Lachine, under
the supervision of J. McWilliam, is modernly
equipped with plating, pressing, testing, label
printing, packing and shipping departments. A
record' material plant is now being added.

H. S. Berliner assumed active charge of the
Berliner Gramophone Co., Ltd., in 1910, and
those who have followed the fortunes of this
concern have seen it grow uindler his guidance
from a very small business to the great dominant
talking machine business of Canada which it is
to-day. Just a year ago he gave the contracts

for the present great factory of the Berliner
Gramophone Co., which has just been com-
pleted, and is ready for occupancy. He will be
succeeded in the vice-presidency of his late firm
by E. M. Berliner.

Following his resignation Mr. Berliner was
presented with a handsome testimonial of appre-
ciation by the office and factory staff, with which
he was so intimately associated for the past
decade. This was in the shape of a magnificent
suitcase, equipped with sterling silver fittings,
monogrammed, and including a plate suitably
engraved.

Mr. Nash joined the forces of His Master's
Voice, Ltd., in 1911 in the capacity of road
salesman. His executive capacity and organiz-
ing ability soon brought him to the front rank,
and it was not long before he was placed in
charge of sales and was eventually elected to
tlie Board of Directors and made General Man-
ager of His Master's Voice, Ltd., and a Director
of Berliner Gramophone Co., Ltd. Incidentally,
he, at the same time, became the highest-salaried
talking machine man. in Canada.

VOCALION IN NEW YORK DISTRICT

Retail Agents Department in Metropolitan Dis-
trict Reorganized and a Strong Campaign Has
Been Started in This Territory

.Announcement is made by Thos. H. Fletcher,
sales manager for the metropolitan district of
the Aeolian Co., that the retail agents' depart-
ment of the metropolitan district has just been
reorganized and a sales force has been assigned
to the work of building up substantial, high-class
representation for the Vocalion in and about
New York City. This" force will be under the
immediate direction of M. Kempton, head of
the Vocalion retail department, and is already in
vigorous operation.

J. W. Klingkammer opened a music store in
Houghton, Mich., the closing week of last
month.

DECIDE
FROM THESE FACTS

The attractiveness of the Jewett line, from a
merchandising standpoint, is beyond ques-
tion. Consider carefully the following facts
— then form your own conclusion:

1. The Jewett, besides being a superbly
beautiful instrument in design and finish, is
a phonograph so remarjcably lifelike in tonal
quality as to mark a real innovation in the
phonograph world.

2. It is the product of a company possess-
ing the necessary financial strength to insure
it a permanent place in the phonograph
industry.

3. The Jewett line is priced notably below
current prices of the highest grade phono-
graphs on the market, thereby assuring a
wide demand.

4. A broad-gauged dealer policy has been
adopted — a policy featured by liberal dis-
counts and generous co-operation in local
advertising.

Descriptive literature as well
as details of agency proposition
7vill be furnished on request.

The Jewett Phonograph Company

General Sales Offices: 1730 Penobscot Building,
Detroit, Micliigan

Jewett

PHONOGRAPHS

110

THE TALKING MACHINE WORLD

April 15, 1921

Rosa Ponselle, the great soprano, is now on a nation-
wide concert tour. Wtioever hears her sing will
want to hear her again. Have you ordered a supply
of her latest record, "Casta Diva" from "Norma"?
Columbia 49720.

Columbia Graphophone Co.

NEW YORK

MILWAUKEE TRADE OPTIMISTIC OVER BUSINESS OUTLOOK

Dealers Going After Business With Renewed Vigor — Goldsmith's Analysis of the Situation —
Brunswick Activities — ^Bradford Co. Receives Initial Vocalion Stock — Other News

Milwaukee, Wis., April S. — One principal devel-
opment of recent weeks which has enabled talk-
ing machine dealers generally to sustain busi-
ness volume is the increasing supply of records.
Stocks of instruments have been sufficient to
take care of the demand ever since the holidays,
but they have been worked down to a point
where new requisitions are being given to job-
bers and manufacturers with increasing fre-
quency. The local trade is in a cheerful mood
and, while it expects no spectacular increase in
business during the remainder of Spring and the
Summer, nevertheless it is felt that the sales
curve on both instruments and records will be
kept above the horizontal, depending upon the
intensity of methods of cultivating business.

After an Easter holiday season which was far
above expectations in sales of instruments as
well as records and other supplies, Milwaukee
dealers have taken new heart and are going out
after ordinary business with renewed vigor. In
April so far trade has been very satisfactory, al-
though it remains spotted and has not settled
down to a steady tone which would be more
desirable. Business in other lines has not been
making progress more rapidly, which was the
case during the 1920 holiday season. On this
basis the talking macliine trade has been accom-
plishing better things, relatively speaking, than
most other lines.

Those dealing in standard price goods nat-
urally have been under much pressure, due to
the keen competition which has been offered
them by reason of price reductions by manu-
facturers in an open way, or by dealers who
have been making concessions to prospective
buyers in one way or another. However, it must
be said to the credit of the former class of
dealer that he has held his position firmly and if
his business has not been so active as it could
be made by concessions there is the knowledge
that the firm course will be the best and most
profitable in the long run. The prestige and
dignity of the product he represents has been
maintained, which has been a principal consid-
eration.

The wholesale trade centered in Milwaukee
for the Wisconsin and upper Michigan territory

is optimistic concerning the outcome of the
present period of readjustment. No dissatisfac-
tion is expressed that the "boom'' which some
business men predicted has not arrived, for the
keen analysts of conditions in the talking
machine business long ago deemed it unreason-
able to expect that it would be a matter of only
three or six months before the public would re-
turn to market. On the other hand, it has been
proven by the quality and quantity of business
since January 1 that things are on the mend.

"It took the greatest war in all history to
produce business years like 1919 and 1920, and
it might take another to reproduce that condi-
tion, but no one wants another great war, and
substantial business men as a rule are not keen
for artificial business such as the immediate
post-war period developed," said Harry A. Gold-
smith, secretary of the Badger Talking Machine
Co., Victor jobber. "We are rapidly coming
back to the time when business will be natural
and substantial in its progress, to the satisfac-
tion not only of men in business, but the people
at large. History will record that in all of the
turmoil of the past and present the attitude of
the Victor Co. has stood out as being dignified,
fair and reasonable, and it has made more
friends through this attitude during the last six
months than perhaps at any time in the past.
Our dealer organization especially feels the in-
fluence of the high prestige and satisfaction im-
parted by the connection with the Victor line."

The Brunswick record has recently earned an
unusual vogue in Milwaukee and Wisconsin,
which has been a great help to the Brunswick
instrument, and the two now form a strong
team. Thomas I. Kidd, manager of the local
Brunswick branch, is enthusiastic over the
growth of the phonograph department and
especially over the -excellent increase in record
sales in recent months. The popular numbers
are now being sought in large quantities in
homes where formerly there was much dis-
crimination in favor of one or two makes, until
the excellence of the Brunswick finally was un-
derstood by actual use. The introduction has
been followed by the building up of fast friend-
ships.

Ask them ''up the state" what they
think of ''Badger" Service

G. F. RUEZ

Pres. and Treas.

H. A. GOLDSMITH
Secretary

S. W. GOLDSMITH

Vice-Pres. and General Mgr.

Badger Talking Machine Company

Victor Distributor for Wisconsin and Michigan

135 Second St. Milwaukee, Wis.

The new Edison instrument and Edison rec-
ords show healthy sales increases in comparison
with corresponding months of last year, due to
the energetic prosecution of business by the
Phonograph Co. of Milwaukee, Edison jobber.

The estate of Charles J. Orth is. continuing
the large wholesale Puritan business built up
in the last four years along the same lines as
before, the organization being kept intact. No
change of policy is contemplated. William H.
Heise, for many years "right-hand man" to Mr.
Orth, is continuing to devote most of his atten-
tion to Puritan distribution.

The announcement of a new Sonora record is
hailed with delight by dealers in the Sonora,
which has gained a prestige in the Wisconsin
and upper Michigan territory that has made the
Yahr & Lange Drug Co., this city, one of the
"big leaguers" in- the American talking machine
trade. Now that the instrument is to be supple-
mented by a full line of records it is believed
that Sonora dealers are due for an even greater
patronage than before.

H. M. Hahn, manager of the Paramount de-
partment of the E. R. Godfrey Co., is back from
an extended swing aroung the circuit of the ter-
ritory, which embraces Wisconsin, Illinois,
Michigan, Indiana and Iowa. He reports a much
better feeling all along the line.

Albert G. Kunde, who recently retired as a
Columbia jobber and dealer, is now comfort-
ably settled in his new offices and stockrooms
at 297 Third street and ready to begin deliv-
eries of the Homokord record. Mr. Kunde is
importer and distributor of the Homokord rec-
ord in the United States and the wide range
of languages and numbers in the catalog has
aroused interest in every section of the United
States, judging from the large number of orders
booked in advance of the arrival of quantity
stocks.

The Standard Accessory Corp. reports a
steadily increasing advance in sales of the
Record Flasher, which is being pushed not only
as an accessory for the talking machine, but for
the player-piano as well.

The recent consolidation of the A. G. Kunde
Co., 516 Grand avenue, with the Winter Piano
Co., 375 Grove street, forms one of the most
powerfur music merchandising organizations in
the city. Both stores will be continued, the
downtown store having the exclusive Columbia
franchise on Grand avenue. The original Win-
ter store is one of the leading music shops on
the South .Side. Besides the Columbia the
Winter Co. represents the Sonora, the Baldwin
piano line, music rolls, sheet music, etc.

The J. B. Bradford Piano Co., 411 Broad-
way, with a South Side branch at 596 Mitchell
street, has received the initial stocks of
the Aeolian-Vocalion, which it will repre-
sent exclusively in this city after April
15. It recentljf took over the entire
Aeolian line of products for this district. The
Bradford Co. has long been a leading East Side
Victor dealer and also handles the Sonora. The
Aeolian Co. tendered a dinner to the entire
Bradford organization on March 29 at the Wis-

April 15, 1921

THE TALKING MACHINE WORLD

111

consin Club as a "get-together" on the new line.
T. W. Hindley, of the Vocalion department,
gave an instructive talk. Gordon Laughead,
Chicago manager, and George ("Jack") Bliss,
of the Melodee roll department, were hosts. S.
F. Patchin, manager of the Victrola and Voca-
lion departments at Bradford's, attended the
recent Victor convention at Chicago.

The Hoefifler Piano Mfg. Co., representing the
Starr and Gennett records, is going out of the
retail business to devote its entire attention to
the wholesale business.

L. W. Smith & Co., Randolph, Wis., are
among the newly appointed Victor dealers.

WELL EQUIPPED FOR NEW POST

John A. Hofheinz Will Give Victor Clientele of
Philip Werlein, Ltd., Practical Service— Thor-
oughly Familiar With Industry

New Orleans, La., April 5.— The recent an-
nouncement in The World that John A. Hofheinz

MOTIONS HEARD IN EMERSON CASE

Judge Mack in U. S. District Court Refuses
Preliminary Injunction, but Grants Motion
to Include the Receivers in the Suit

The action brought by the Emerson Piano Co.,
an Illinois corporation but with a factory in
Boston, against the Emerson Phonograph Co.,
New York, to restrain the latter company from
using the name Emerson in connection with
talking machines, came into court on Friday,
March 25, when a motion was made before
Judge Mack in the LTnited States District Court
by the plaintiff for a preliminary injunction
against the Emerson Phonograph Co., together
with another motion to include the receivers of
the latter company in the action. Judge Mack
refused to issue a preliminary injunction, but
granted the motion that the receivers be in-
cluded in the action. The case now goes on
the regular calendar for trial.

For three and a half years Mr. Hofheinz was
manager of the Victor department of the Bry-
Block Co., Memphis, Tenn., one of the leading
mercantile institutions in that city. For several
years prior to that association he occupied a
similar position with the Maison Blanche Co., of
New Orleans, one of the leading retail establish-
ments in the city. He is, therefore, thoroughly
acquainted with conditions in this territory and
is ideally equipped to render efficient and prac-
tical service to Victor retailers.

As indicative of the high esteem in which he
was held by his associates in the Bry-Block Vic-
tor department, it is interesting to know that Mr.
Hofheinz was presented with a very handsome
engraved leather wallet by the members of the
Victrola department in that store, who keenly re-
gretted his departure for New Orleans.

Mr. Hofheinz is enthusiastic regarding the pos-
sibilities in his new field, and is already making
plans to give enhanced service and co-operation
to Victor dealers in this territory. He is con-
versant with many of their problems and his
previous experience will undoubtedly enable him
to offer the dealers practical assistance in develop-
ing their Victor business.

PURCHASES VICTOR AGENCY

Dover. N. H., April 7.— The business of W. C.
Swan, Victor dealer in this town, has recently
been taken over by Harry J. Kelley, who has
had considerable experience in Victor retailing.
Mr. Kelley has a host of friends in the trade,
who wish him the best of succgss in his new
venture.

INSTALLING NEW DECORATIONS

Brunswick, Me., April 6. — A. E. Thompson,
Victor dealer in this city, is making elaborate
changes in his present store, installing new
windows and completely rearranging the record
department, in an effort to give his customers
more efficient service.

John A. Hofheinz

had been appointed manager of the Victor whole-
sale division of Philip Werlein, Ltd., Victor
wholesalers, has brought many congratulatory
letters and telegrams to Mr. Hofheinz. This is
not surprising in view of the fact that "Jack"
Hofheinz has been identified with the Victor trade
for many years and has a host of friends through-
out the South.

CAPITAL IS $2,500,000

Among the incorporations filed with the Sec-
retary of the State at Wilmington, Del., late
last month, was that of the Sonora Record
Corp., with a capital stock of $2,500,000. The
purpose of the company is to manufacture rec-
ords. The incorporators are T. L. Croteau, A.
M. Hooven and S. E. Dill, of Wihnington.

KIMBALL HALL BLDG..
Executive Offices, Chicago

KIMBALL

PHONOGRAPHS

Kimball Value and Kimball Prices

The excellence of the Kimball Phonograph is recognized wher-
ever known. The established prices now in force represent a
value second to none in the industry.

The established prices of Kimball Phonographs are guaranteed
to September ht, 1921, provided excise taxes are not increased

The name value on Kimball Phonographs signifies reliability in
manufacturing and merchandising. It stands for safe financing.
It is a name in the music industry known for its integrity
throughout the United States and many foreign countries.

"The Kimball Tone is so Natural"
expresses an Ideal in tone reproduction;
the visible beauty of the Kimball, the
thorough workmanship throughout, added
to the exclusive features, have made this
a peer among phonographs.

Write for prices and terms. Variety
of models. Values that win. Prices,
$100 to $425.

W. W. KIMBALL CO.

KsfiibliKhed 1857
Kimball Bldg., 306 S. Wabash Ave.

CHICAGO
.Manufarturers of IMunos, Player-PianoK,
ripe OrganH, Phonographs and MuNif Rolls,
nistributors Okeh Records.

Style 0
Mahog.iny O.ik

Style L

of Several Beautiful Console Models

112

THE TALKING MACHINE WORLD

April 15, 1921

DECIDED TREND TOWARD IMPROVEMENT IN BALTIMORE

While Business Is Uneven Many Dealers Are Doing Better Than Last Year — Eight Famous Vic-
tor Artists Score — Leading Members of the Trade Discuss Conditions — News of the Month

Baltimore, Md., April 6. — While the talking ma-
chine business in this territory could be better
the local dealers are distinctly optimistic and
the general opinion is that the business will stead-
ily improve. In fact, there are man\r retailers
now who are doing better business than they did
last year.

One of the big recent events of interest to the
talking machine dealers wa.3 the appearance in
this cit)' last night of the Eight Famous Victor
Artists, who appeared at the Lyric Theatre. The
affair was arranged through the Victor Dealers'
Association of Baltimore, which carried out the
details in excellent style. The dealers expect
the appearance of the artists to greatly increase
the demand for the records made by these ar-
tists. They are ready to take care of a big rush.

Another feature of the business is the atten-
tion which has been attracted by the two new
Victor models which have been put out. The
dealers are finding that they are taking well with
the piiblic and they believe they will be able to
do a good business in them.

Right now the retail business for the most part
is somewhat slack, particularly in machines, and
many of the heads of the establishments are
more inclined to place the blame upon the re-
cent Easter holidays than anj'thing else. But
during that period there was a good demand for
Easter records, which were featured by many
of the houses both in their window displays and
newspaper advertising.

E. J. Walz, manager of Cohen & Hughes,
Victor wholesalers, is enthusiastic over the out-
look. Mr. Walz says that while the business
in the past few months has not been as good as
it might have been he is far from being a pessi-
mist and that the indications are that things
will continue to improve. In fact, the improve-
njent is now under way, Mr. Walz says, and
he believes the business volume will increase.

Many signs of returning good business are to
be found at the headquarters of the Columbia
Graphophone Co., in this city, which serves a
large territory in this part of the country, ac-
cording to William S. Parks, the manager.

Recently F. K. Penning^ton, assistant generaj
sales manager for the Columbia Co., came down
from New York and, accompanied by Mr. Parks,
visited most of the Columbia dealers in this
city and in Washington, D. C. The tour was
made for the purpose of keeping their fingers on
the pulse of the retail trade and some valuable
information was obtained, Mr. Parks said, in the
way of suggestions which will be helpful to the
company in carrying out its policy of close co-
operation with the retail dealers.

Mr. Parks has spent considerable time recently
going over his territory and declares that he
has found conditions in general much improved
over what the3' were two or three months ago.
He says that even in eastern North Carolina,
where the merchants were most discouraged and
were probably hardest hit by conditions, he
found that those who are going out with the
Columbia products and taking them into the peo-
ple's homes, were selling a fair percentage of the
prospects called upon and finding that there is
much more money to be had than they had ex-
pected.

"One indication of a return to normal," said
Mr. Parks, "is the number of inquiries received
from really reputable concerns that wish to take
on the Columbia line or dispose of their present
businesses and get into the music business."'

Mr. Parks also said that there has been a great
improvement in collections.

W. C. Roberts, manager for E. F. Droop &
Sons Co., Victor wholesaler, is greatly pleased
with business and his only complaint is that he
is unable lo get sufficient machines and records
tc fill his orders. "Our business is simply

WATCH YOUR SPRING TRADE

SELL QUALITY

Records

HARPONOLA CO.

Dii

iatributora

OHIO

L arceny ! Robbery !
That's what we'd yell
if some one stole
$500.00 from our
pocket, and yet, that
amount, Mr. Victor
Dealer, is small com-
pared with the total
you are losing each
year in additional
sales by not having
your sales force go
through the Victor
Salesmanship School.

BRUNO

titanic," he said. "It is way ahead of last year.
If we can get all the goods wc want we will do
a remarkably big business, I believe. It will
mean harder work, of course, but that is what
we are here for."

In the retail business the dealers of this city
are not in the least discouraged. They are sure
that there will be a steady increase in the de-
m.and for machines and records. While the ma-
chine sales have not been very large during the
last few weeks the record business has been of
unusual volume.

H. M. Little, manager of the Victrola de-
partment of the Chickering Warerooms, is one
of the local men who view the future with
equanimity. He says that he notices things
every day which plainly indicate that the con-
ditions m this section are rapidly becoming more
settled and that the people are returning lo
normal.

Another dealer who also reflects the opinion
of the retailers in general and who believes that
the business will continue to improve is J. -\.
Kunkel, head of the Kunkel Piano Co., Vic-
tor retail dealer.

William S. Parks, manager of the Colurnbia
Co. here, recently returned from a trip to
Raleigh, N. C, where he met L. O. Parsons, who
was manager of the retail branch of the Jesse
French Piano Co., at Montgomery, Ala. He
saj's that Mr. Parsons has now been made dis-
trict manager of all the retail stores of the
company located in Montgomery, Mobile,
Raleigh and Springfield, 111., each of which has
other branches under it. Plans were made at
the meeting for a great increase in business at
Raleigh.

D. Des Foldes has left the Grafonola Shop,
Norfolk, Va.. to become manager of the Grafo-
nola departments of the two Southern Furni-
tv.re Co. stores and the Main Street Furniture
Co., at Richmond, Va. Since taking up his new
duties Mr. Des Foldes has shown a remarkable
increase over the corresponding periods of last
year. Mr. Des Foldes was formerly connected
with the Baltimore wholesale establishment of
tlie Columbia Co.

Except for the fact that the start of actual
operations may be delayed, the present business
depression will make no material change in the
plans of the Columbia Graphophone Factories
Corp., of Maryland, in the construction of its
large plant in Baltimore, where it will manu-
facture complete machines.

This was learned front persons in a position
to know that the plant will be finished as
planned. All contracts so far let will be car-
ried out. The company, however, ms.y take ad-
vantage of lower-priced material in letting new
contracts, which may mean the asking of new
bids.

April 15, 1921

THE TALKING MACHINE WORLD

113

Interchangeability

^y^HE spring drums in the Stephenson Pre-
^ cision-Made Motor are identical and inter-
changeable. A drum, assembled with its
spring, is a complete unit. Stephenson
construction eliminates the violent jumping
of springs, which is the usual cause for
spring breakage; but should a spring break
from any cause whatsoever, it is not
removed from the drum but rather a new
drum unit is substituted. No adjustments
are disturbed, nor need the motor be
removed from the table board.

Spring Drum interchangeability is an exclu-
sive feature with the Stephenson Precision-
Made Motor.

STEPHENSON

DIVISION

DE CAMP C SI.OAN INC

One Hundred and Seventy Pennington Street
JS(etoarIi^,J\eia Jersey

MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX

114

THE TALKING MACHINE WORLD

April 15, 1921

— A* Tddoe-Desiqn —

Our strongest argument for new customers is our rapidly
increasing list of those we ha ve served repeatedly.

Phone, Wire, or Write for Estimate

\a>M:en

OMPANY

INC.

12 YEARS OF STUDY AND EXPERIENCE IN
BUILDING AND PLANNING MUSIC STORES

Hearing 5®)ms -^coi^^cks- Q)unters

EXECUTIVE OFFICE
4749 WEST 34th STREET
NEW YORK CITY

SALES OFFICE
1711 CHESTNUT STREET
PHILADELPHIA

HIGH DUTIES AFFECT INDIAN MARKET

Records of Americar^ Manufacture Must Pay
Double Royalty Charges — The Better Grades
of Talking Machines Have the Call

Through a memorandum from the U. S. Con-
sul-general's office at Calcutta on the market
in India for talking machines and records it is
learned that the greatest demand is at present
confined to the better class of goods, the market
being among the Europeans and wealthy natives.
However, it is thought that there is a field for
development in the bazaar trade, a field so far
practically untouched. Only a very cheap ma-
chine and record could be sold in quantity.

Until recently imports of American records
were made directly from the United States, pay-
ing royalties in America only. It is now neces-
sary to pay a second royalty charge in Eng-
land, even though the shipments are made direct
from America to India. This has practicallj'
eliminated the shipments of American records, as
only in a very limited field (special records not
subject to competition) can prices carry the
double payment of the royalty and compete with
the other products in the market. The desir-
ability of some arrangement eliminating the
necessity of the double payment is obvious.

An American factory in Englantl may be a

means of overcoming the difficulty. The estab-
lishment of a factory in India is also thought to
be a solution of the problem and it is further
thought that such a factory would make it pos-
sible to enter the bazaar trade. Operating in
India, the}- would be able to study the situation
and turn out a product made b}- native artists.

AN INSPIRING MESSAGE

CoUings & Co. Publish Timely Comment on
Present Conditions in Their House Organ

Arm-chair merchandising methods are history.
Go out and sell is the new order of the day. Ad-
vertising and salesmanship have again become
real factors in creating business. They cannot
and will not be ignored by the 1921 business
fighters.

"Analyze the recent change in marketing con-
ditions and 3'ou will soon realize that this is the
opportunity you have long anticipated to show
the Victor Co. what you could do if onlj' they
would produce sufficient merchandise. Remem-
ber—'1921 Will Reward Fighters'."

In a prominent position of the April issue of
The Record, the house organ of Collings & Co.,
the well-known Victor distributors, of Newark,
N. J., the following editorial appears under the
caption of "Your Opportunity," which reads:

"The Chicago Tribune has adopted a slogan this
year which just radiates determination — '1921
Will Revi'ard Fighters.' This short but inspiring
message is part of their business creed, and
shared likewise by business organizations whose
perseverance will carrj' them safely past the in-
numerable obstacles to commercial success.

"Scientific merchandising has resumed its con-
trol in the business field and cannot be defied.
It will reward dealers who are merchants in the
true sense of the word and obliterate the weak-
lings.

APRIL LIST WELL RECEIVED

Portland, Me., April 5. — The monthly recital at
the music rooms of Cressey & Allen. Victor
wholesalers, at which the latest releases in the
Victor record list are played, was held a few
days ago, and the entire April list was pre-
sented, much to the delight of an enthusiastic
aud'ence of 150 persons.

The records included some by Arturo Tos-
canini and the La Scala Orchestra, together
with several by the Philadelphia Symphony Or-
chestra. There were the usual numbers of pop-
ular vocal hits and entertaining dance num-
bers, and the patrons of Cressey & Allen were
unanimous in their opinion that the April list
is one of the best presented in recent months.

April 15, 1921

THE TALKING MACHINE WORLD

115

TO HOLD EDISON DEALERS' CONVENTION IN ST. LOUIS

Silverstone Music Co. Plans Gathering at Statler Hotel April 25— Brunswick Line With Stix,
Baer & Fuller — Lyre-ola Co. in Financial Trouble — Koerber-Brenner Sales Classes

St. Louis, Mo., April 5. — Although business con-
ditions in St. Louis and vicinity are probably
little different from those existing in other sec-
tions of the country it cannot be said that the
talking machine trade is suffering greatly, for in
most lines the demand is keeping up sufficiently
to keep dealers and their salesmen busy. Greater
efforts are being put into the advertising and sell-
ing of talking machines and records, but the
efforts are productive of results.

Artophone to Wholesale Exclusively

The Artophone Corp. has leased to the Shat-
tinger Music Co., now at 910 Olive street, the
first and second floors of its building at 1103
Olive street, of which the Shattinger Co. will
take possession June 1. The Artophone Corp.
will discontinue the retail branch of its business
and confine itself to wholesaling and jobbing, oc-
cupying the upper floors of the building. It will
distribute the Artophone and Kimball machines
and Okeh records and will have a model shop
and fixtures and other material foi" dealers' serv-
ice. The Shattinger Co. will carry a complete
line of Artophone and Kimball machines and
Okeh records at retail, in addition to its sheet
music and musical merchandise departments. The
arrangements with the Kimball Co. were com-
pleted last week by H. S. Schiele, vice-president,
and C. R. Salmon, sales manager of the Arto-
phone Corp., who visited the Kimball factory
and executive offices at Chicago.

Edison Dealers' Convention

An Edison dealers' convention is being ar-
ranged by the Silverstone Music Co., to be held
Monday, April 25, at the Statler Hotel. About
200 dealers and assistants are expected from
Missouri, Illinois, Tennessee, Kentucky and Ar-
kansas. There will be an all-day program, a
luncheon and a banquet and entertainment at
night. The purpose is to get together and help
the dealers to increase their Edison business.
Representatives from the laboratories will be
present and Vernon Dalhart, Edison artist, will
give tone-tests.

Mark Silverstone, president of the Silverstone
Music Co., was fifty years old March 26 and
celebrated the event by giving a party at the store
to the members of the Edison organization and
their families. About 100 attended. There was
entertainment by singers and violinists and pro-
fessional dancers and dancing by the guests. The
employes presented Mr. Silverstone with fifty
long-stemmed American beauties.

Wrecked Into the Trade

E. F. Wolf, who has joined the sales organiza-
tion of the Stix, Baer & Fuller talking machine
department, may be said to have been wrecked
into the business. He was a traveling man in
another line when he was injured in an automo-
bile wreck one day and in a railroad wreck the
next day. He has almost recovered now and has
taken a talking machine job where there is no
danger of wrecks.

Anybody in St. Louis who expects a reduction
in the prices of Edison phonographs is due for
a disappointment. Mark Silverstone, president
of the Silverstone Music Co., is telling everybody
in an advertisement what they may expect.

J. E. Maunder, manager of the recently estab-
lished St. Louis branch of the C. D. Smith Drug
Co., St. Joseph, Mo., district distributor for
the Sonora talking machines, has received a full
line of machines and is showing them at his
place in the Arcade Building. His offices are
fitted up with lounging chairs, where dealers
can listen to demonstrations at their ease. Miss
Louise Miller is his office assistant. The Phil-
lips Piano Co., 3400 South Grand avenue, has
recently opened a Sonora account.

Tri-State Dealers Elect

The Tri-State Victor Dealers' Association held
its annual meeting recently at the American An-
nex and elected the following officers: Theodore
Maetten, Kieselhorst Piano Co., president; W. P.
Daumiller, Lebanon, 111., vice-president; F. J.

Ennis, Stix, Baer & Fuller, secretary; Fred Leh-
man, East St. Louis, treasurer; Charles Lippraan,
Field-Lippman Piano Co.; E. C. Rauth, Koerber-
Brenner Music Co., and Val Reis, Smith-Reis
Piano Co., directors. Miss Mabel Rich, of the
Victor educational department, spoke upon edu-
cational work. Entertainment was provided by
Henry Burr and Frank Banta.

Vernon Dalhart, Edison artist, is touring the
jobbing territory of the Silverstone Music Co.,
giving tone-tests, with Adeline Hood, violinist.

R. W. Jackson, manager of the Brunswick-
Balke-Collender Co., has returned from a two-
week trip through the South.

Brunswick for Stix, Baer & Fuller Co.

Manager Fred Ennis, of the Stix, Baer & Fuller
talking machine department, announces that, after
a thorough investigation of the merits and de-
sirable qualities of the Brunswick phonograph
and records, he has decided to add these to the
offerings of his department. A complete line of
machines and records has been received. The
department heretofore has sold the Victor and
Sonora. These are to be retained. The Bruns-
wick is now handled by the three big department
stores. Scruggs, Vandervoort & Barney and the
Famous & Barr Co. have been handling it for
some time. It is also handled by the Field-Lipp-
man Piano Co., the Baldwin Piano Co., the
Kirkland Piano Co., Kleekamp Bros, and the
Mengel Music Co. The Trorlicht-Duncker Car-
pet Co. handles it exclusively.

Talking machine men will join with piano men
in making up a special car party to go to the
national convention at Chicago.

The Brunswick organization is making prepa-
rations to co-operate in the Mother's Day fea-
tures being arrangedi by the national TSrunswick
organization.

M. I. Mayer has purchased the Tri-Sales Co.
and is conducting the business in his own name,
selling the portables of the Thomas Manufactur-
ing Co., Dayton, O.

New Member of Koerber-Brenner Staff

R. K. Brandenberger, formerly of Chicago, now
of St. Louis, has joined the traveling force of
Koerber-Brenner Co. and will have the territory
formerly traveled by H. Spencer Grover. Mr.
Grover will develop the business in Missouri,
spending much of his time in St. Louis. Mr.

Brandenberger has had five years' traveling ex-
perience throughout the Middle West.

Bankruptcy Petition Against Lyfe-ola Co.

An involuntary petition in bankruptcy has been
filed in the Federal Court against the Lyre-ola
Manufacturing Co., 1504 Pine street, by the
United Phonograph Corp., of Wisconsin; the
Jewel Phono Parts Co., of Illinois, and the
Fletcher Wickes Co., of Wisconsin. The petition
alleges that the company committed an act of
bankruptcy March 15 in transferring to the
Schoenlau-Steiner Trunk Co. veneers valued at
$3,000 and making cash payments of $600 to
Harry Weissman and $612.50 to Gustave Buse-
laki. Alfred S. Bruno was appointed receiver.
The president of the Lyre-ola Co. is Arthur F.
La Pierre. He was arrested by the United
States marshal on a warrant directing him to
produce La Pierre before the Referee in Bank-
ruptcy in the bankruptcy proceedings. . The war-
rant was issued at the request of Bruno, who in-
formed Judge Faris that La Pierre had applied
for- passports the day after the alleged act of
bankruptcy was performed and had engaged pas-
sage for Italy. La Pierre was questioned about
sales of stock in the company, about the recent
purchase of 200 phonograph motors which were
not accounted for when the receiver took charge
of the company's assets, and about the removal
of a large quantity of finished and unfinished
music boxes from the storeroom of the company.
He was also asked for a detailed account of
several items found in the books of the com-
pany in which company money was credited to
various expenses.

Holding Salesmanship Classes

The Koerber-Brenner Co. has begun its
salesmanship classes for the Spring and Summer,
the first class meeting for five full days, March
14-18. The class, in addition to the unusual at-
tention to salesmanship problems and Red Seal
business, had several extra events.

Miss Mabel Rich, of the Victor educational de-
partment, addressed the class on Monday after-
noon, bringing out new phases of work in the
schools which was most helpful. T. S. Maetten,
of the Kieselhorst Piano Co., talked to the class
on Tuesday morning on problems from the stand-
point of the manager. On Friday afternoon the
class was the guest of the Koerber-Brenner Co.
at the last program of the St. Louis Symphony
Orchestra. The solo artist of the afternoon
-was Mabel Garrison, whom none of the class had
heard in person.

Those enrolled were: Mrs. Goldie Jones, of the

I A FOOD foin

niRROK-UKe RMW
rj_n.» —

Talking Machine Jobbers

Extensive advertising — Dealer
Display Stands — Dealer adver-
tising material such as trans-
parent window signs — Hangers
— attractive folders and many
other Dealer Helps, MAKE
MIRROLIKE THE LEADING
SELLING POLISH IN THE
FIELD.

We oflFer jobbers a VERY
ATTRACTIVE sales proposi-
tion. Distributing territory will
be allotted to progressive
houses who cover the field
thoroughly.

Write for free sample. One
trial will convince you.

For shine— our only rival is the sun

MIRROLIKE MFG. CO.

LONG ISLAND CITY
8th St., Near Jackson Ave

116

THE TALKING MACHINE WORLD

April 15, 1921

%x MCCARTHY AND TIERNEY^ NEW ONE ,/

WHYDOltfTYOU

THE BIG MELODY HIT FROM "AFGAR"

J^\J N G BY

ALICE DELYSIA

PUBLISHED BY

LEO FEIST Inc.

FEIST BLDG. NEW YORK

TRADE GLEANINGS FROM ST. LOUIS ST. LOUIS DEALERS DISCUSS ITHE QUESTION OF TERMS

(Continued from page 115)

Karr Drug Co., Christopher, IlL; R. C. Barrett,
of Johnston's Pharmacy, Doniphan, Mo.; Miss
Etta Haynes, Kieselhorst's Victrola Shop, Alton,
111.; Miss Lillian Knapp, Knapp's Jewelry Store,
Belleville, 111.; Miss Orpha Hopkins, Haussler
Brothers, Centralia, 111.; Roland Russell, C. F.
Hackman's, Staunton, 111.; Miss Nell Shipp,
H. F. Co., West Frankfort, III.

Holding Music-Memory Contests

Music-memory contests, conducted annually in
man)' parts of the country, are new to St. Louis.
The movement was started by the music com-
mittee of the public schools, which announced
forty standard selections which the pupils of the
sixth, seventh and eighth grades are to study until
April, when the contest will take place. Unfortu-
nately, many selections were chosen which have
not been pressed by the Victor factory for some
time, but Koerber-Brenner sent out a call over
the territory for these Victor records and it was
generously responded to.

The Victor dealers of the city have been be-
sieged with calls for Victor literature and have
co-operated in many ways to make the contest
a success. Stix, Baer & Fuller have conducted
concerts of these records in their auditorium on
Tuesday and Friday eyenings, from four to five,
and on Saturdays. Miss Griesedeick, of Kiesel-
horst's, has been giving demonstrations on Sat-
urday mornings and the Vandervoort Victrola
Hall has been open to the children on Saturday
mornings. Miss Rosebrugh, of this department,
prepared a booklet of references, showing where
to find explanatory material of the records being
used. This was a very valuable aid.

ASSOCIATED No. 70

UNIVERSAL TONE ARM

Quality Construction
Unusually Good Tone No Blasting

For use in Phonographs retailing up to $1 00.

Price for sample — $2.00.
Quantity price on application.

Associated Phonograph Supply Co.

Practically Entire Meeting of Music Merchants' Association Given Over to the Consideration of
Proper Terms on Which Talking Machines Should Be Offered to the Public

Dept. 71

Cincinnati, Ohio

St. Louis, Mo., April 9. — Nearly all the talk
was talking machine talk at the last meeting of
the Music Merchants' Association of St. Louis.
Piano talk tried a time or two to make itself
heard, but received little encouragement and
quickl}- subsided. One reason was that most of
the music merchants who ate and talked at the
American Annex were talking machine mer-
chants exclusively or partially. Another reason
maj- have been the natural ubiquitj- of the talk-
ing machines and their increasing propensity
for crowding the pianos out of the limelight.
Terms were discussed, first by two invited
speakers and then b}- everybodj- else. The in-
tention was to have the terms relate to pianos
as well as talking machines, but talking machine
terms monopolized the meeting.

Two credit men, C. F. Jackson, of the Famous
& Barr Co., and Sigmund Wolfert, of the
Stix, Baer & Fuller Co., were the formal speak-
ers. Mr. Jackson advocated adjustment of
terms to meet changed business conditions and
the changed views of purchasers, suggesting
that sales are more important than terms and
deprecating such rigidity of terms as prevents
sales. On this point he said:

'T have had numerous occasions where people
have come in when they were in position to
make a smaller payment, but later on a larger
paj'ment. If we have an agreement not to ac-
cept that smaller paj-ment we will lose that sale.
One of us will make that sale. Very often it
is a big inducement to cut the initial payment.
Business has been coming to us. Now we have
to get out and get it. The initial payment is
the stepping-stone to a sale, and then you get
your payments. Get your machine out. Get
your monthly payments."

!Mr. Jackson said he would have to figure
three or four times to find a loss in the business
year. There was little loss. He did not be-
lieve he had turned down five talking machine
accounts during the last year. He passed them
right along. But he always wanted informa-
tion, something of personal reference "that pos-
sibly I won't use." He favored these personal
references more as good for "tracing," if neces-
sary. He said his store's collections were very
good. He believed they had lost one talking
machine last year. Mr. Jackson put the gen-
eral business charge-off at about one-half of 1
per cent and collections on previous charge-
oft's would bring that down.

Mr. Wolfert's views were similar, except that
he advocated a fairly substantial initial pay-
ment to make the account safe.

Mr. Jackson suggested these terms: On a
$75 machine, $8 down and $5 a month; $100,
$10 and $6.50; $150, $15 and $10; $200, $25 and
$12.50; $250, $35 and $15; $300, $40 and $17.50;
$350, $50 and $20; $400, $50 and $25,

Mr. ^^'olfert suggested these terms: On a
$35 machine, $5 down and $4 a month ; $75, $10
and $6; $100, $12 and $7; $125, $15 and $8; $150,
$20 and $9; $175, $25 and $10; $200, $30 and $12;
$225, $35 and $14; $250, $40 and $14; $300, $50
and $16; $350, $60 and $18; $400, $75 and $20.

Manager Fred Ennis, of the Grand-Leader
talking machine department, favored $5 down
and $5 a month on machines up to $100. C. E.
Storer, of the Baldwin Co., favored 10 per cent
down. Mark Silverstone, president of the Sil-
verstone Music Co., who as vice-president of
the Association presided in the absence of Presi-
dent P. A. Lehman, said that he figured around
10 per cent down and 5 per cent a month. If
the sale included records the percentage was
raised. On $300 machines, he said, he required
$30 cash and $15 per month. If the sale in-
cluded $20 worth of records he required $50
down.

Theodore Maetten, manager of the Kiesel-
horst department, said that on a $200 machine
and $10 worth of records the requirement was
$30 down and $14 a month. The Kieselhorst
practice, he said, was to applj- enough of the
initial payment to clean up the records and
the remainder on the machine, making out the
contract to cover the unpaid balance on the
machine alone and not on machine and records.
He was opposed to lowering terms. Manager
J. F. Ditzell, of the Famous & Barr Co., an-
nounced that he was in favor of promoting
business by reducing the initial paj^ent.

Mr. Storer wanted to know what was the
average run of contract in the Tri-State. Mr.
Maetten said that it would follow according
to the record account. In the case of a good
customer, probably twelve to eighteen months.
Kieselhorst practice was to limit recordi to
half of first payment. Mr. Storer favored limit-
ing it to ten dollars.

Mr. Storer remarked that on instruments of
$450 and up he believed the first payment really
should be at least $50, but he had seen in-
stances in which he would just as soon have the
man's pajTnent of $25 down as $50. This, how-
ever, depended upon the character of the .man
and his worth. He expressed it as his opinion
that the initial payment did not always give
quality to the sale. He favored getting as large
cash payment as possible, both for the cus-
tomer's sake and the sake of the business.

The matter of framing a new scale of terms
was referred to a committee of jobbers, com-
posed of Mark Silverstone, Silverstone Music
Co., Edison; W. P. Chrisler, Aeolian Co., Voca-
lion; E. C. Rauth, Koerber-Brenner Co., Victor,
and R. W. Jackson, Brunswick, with instructions
to report at the next meeting.

The Association adopted a resolution in favor
of daylight saving.

April 15, 1921

THE TALKING MACHINE WORLD

117

TEAM WORK BY DEALERS IN CLEVELAND BRINGS RESULTS

The Musical and Trade Worlds Brought Closer Together During Appearance of Chicago Opera
Co. — Concerted Advertising Campaign — New Retailers in Evidence — Talking Machine Dealers Meet

Cleveland, O., April 4. — Members of the music
world and the talking machine world of Cleveland
were brought closer together than ever before
during the appearance here of the Chicago Grand
Opera Co., when special meetings for both mem-
bers of the company and the talking machine
trade were arranged. Conspicuous among these
was the dinner arranged by the Cleveland Talk-
ing Machine Co. for winners and near-winners in
the sales contest held during February, and at
which Edward Johnson, member of the opera
company, was the guest of honor. The event

Miss Grace Liddicoat
marked the presentation to those present of the
winners in the contest — Miss Grace Liddicoat,
of the Buescher Co., who led in Cleveland, and
J. B. Wooster, of the M. V. De Foreest store,
Sharon, Pa., proxy for Miss Julia Russell, win-
ner of the out-of-town contest. Mr. Johnson
praised the young people for their part in promot-
ing public interest in music and for the excellent
showing they made in increasinig record sales
through this unique competition.

Leaders in the event, besides the winners, who
were present included Miss Eva Butcher, the
May Co.; Miss Edna Barrett, the Euclid Music
Co.; Harold Beat, the J. W. Green Co., Toledo;
Miss Sadie Wilkins, the A. F. Beekman Co.,
Ottawa; Miss Neva Lea, of the M. V. De Foreest
store; Miss Helen Sanderson, the W. E. Shay
Co., Elyria; W. F. Sayle, Arthur Buescher, and
Miss Grazella Puliver, the Cleveland Co. The
meeting was held at the Cleveland Athletic Club.

Figures in the contest are interesting. Miss
Liddicoat's gain during February over the test in
January was 110 per cent, and Miss Russell's
was 63 per cent. The ten leading contestants
made an average gain of 52 per cent, which is
considered a remarkable showing in the face of
uncertain business conditions.

In conducting their campaigns the work of Miss
Liddicoat and Miss Russell was especially inter-
esting, as they brought into play the telephone,
sent out cards and developed interest among the
schools.

While here Mr. Johnson visited the store of
the Buescher Co. and autographed photographs
of himself, which were distributed to the visitors
during the afternoon of his stay there.

Concerted Advertising Campaign

What is expected to be the first of a series of
concerted advertisements by Victor dealers was
used during the opera corhpany's appearance here
by members of the trade in both downtown and
outlying districts. The move was led by the
Cleveland Talking Machine Co. and the publicity
featured the exclusive Victor artists in the operas.
Immediate increase of record sales, of pieces sung
in the operas, was the result. Incidentally, the

move started some time back by the Cleveland
Co. in joint advertising of records by dealers
simultaneously with the announcement by the
Victor Co. of its monthly record introduction is
bearing fruit in individual advertising in daily
newspapers here, the H. Fraiberg Co. and Joe
Phillips being among the uptown dealers to adopt
this policy. Initial joint advertising in connec-
tion with the operas and Victor records was
arranged by Miss Grazella Puliver, publicity di-
rector of the Cleveland Talking Machine Co.
Winners of Music-Memory Contest
Winners in the music-memory contest con-
ducted by the Musical Arts Association have re^
ceived talking machines and a set of good records
from the Buescher Co. The winners are Carl
J. Buchman, Glenville High, and Miss Frances
Loehr, Lourdes Academy. They led thirty teams
of fifteen contestants each. These personal

prizes are in addition to insignia issued to win-
ners by the association. The contest was aided
by the Cleveland Symphony Orchestra, which
played the contesting pieces. During the dis-
tribution of prizes six of next year's contesting
numbers were played, and in this move was
recognized the permanence of this musical event
in this city and locality.

New Talking Machine Stores
New talking machine establishments in and
near Cleveland continue to be among the con-
spicuous events of the season. Among the latest
to open is that of H. Kellogg Day, of Elyria, an
exclusive Victor establishment in its own build-
ing, where novel interior construction in a series
ot archways makes the place unique. Eight
demonstration rooms and two machine rooms are
included in the ensemble. Plans are under way
for equipping the basement into another store
similar to that on the main floor. At the formal
opening were present C. K. Bennett, general
manager of the Eclipse Musical Co., and F. C.
Erdman, district representative of the Victor Co.
(Continued on j^agc 118)

A NEW SERVICE TO
PHONOGRAPH MANU-
FACTURERS AND
WHOLESALE RECORD
DEALERS.

RECORDS UNDER YOUR
OWN LABEL.

T I ERE is the stimulant for your phonograph business that you
have long waited for, and if it is possible that you have not
as yet realized the importance of furnishing your dealers with
a phonograph record under your own label, you had better put on
your thinking cap and get in touch with us, and will the time
ever be more expedient than — TO-DAY — NOW?

We have a most happy combination in our ability to furnish direct
from our own recording laboratory, galvanic process and pressing
plant, a phonograph record containing 25 years of experience in
which we have brought up to the "HIGHEST POSSIBLE
STANDARD" of MUSICAL QUALITY, WORKMANSHIP and
WEARING QUALITIES, and a truer TONE REPRODUCTION
than is to be found in the records now available to meet the re-
quirements of the phonograph manufacturer.

A phonograph record under your own label will have a tremen-
dous stabilizing eflFect upon your phonograph business, as it fur-
nishes the dealer with the continued direct contact which offers
new leads to increase machine sales, as well as a profitable depart-
ment within itself. We will be delighted to submit our plans in
detail, and to offer some very practical suggestions that will prove
to be mutually beneficial.

If you are within the vicinity, a phone call will bring our repre-
sentative, or a line or two from the out-of-town dealer, some very
interesting data.

Electric Recording Laboratories, Inc.

LABORATORY
210 Fifth Avenue, New York City
Mad. Square 6662

PRESSING PLANT
225 Murray St.,
Newark, N. J.

OUR PLANT IS WELL
EQUIPPED TO TAKE ON
ORDERS FOR PRESSING
RECORDS.

OUR PLANT IS WELL
EQUIPPED TO TAKE ON
ORDERS FOR GALVANO
WORK.

118

THE TALKING MACHINE WORLD

April 15, 1921

Hipolito Lazaro's rendering of the beautiful, tradi-
tional Jewish hymn, "Eli, Eli!" is one of his greatest
triumphs of art. Every Jewish home in your com-
munity, beside all Christian music lovers, will want
this record. Columbia 49914.

Columbia Graphopbone Co.

NEW YORK

TEAM WORK BY CLEVELAND DEALERS

{Continued from page 117)

Special windows and interior decorations were
made by George W. Savage, Eclipse service de-
partment manager, for the occasion.

H. A. Sisley, Kinsman, O., is planning the
enlargement of his establishment, where Bruns-
wick machines and records will be featured. Kins-
man has but 600 population, yet, through the
personal efforts of Mr. Sisley, it required a store
with 8,000 square feet space.

At Kent, O., big business is being done by
F. W. Trory, whose original business interests,
that of conducting a pharmacy, appear to be
second, now, to that of operating a high-class
talking machine store. Mr. Trory has acquired
the property adjoining his original establishment
and has made his place so attractive with dem-
onstrations with the Brunswick machine and rec-
ords that travelers use the place as a waiting
room instead of the regular interurban station.

W. M. Hale is enlarging his Cuyahoga Falls
store by the purchase of the Howard M. Sears
establishment, adjoining, and is planning the in-
stallation of one of the best Victor stores for a
town of this size in this part of the State.

New accounts continue to be booked by P. H.
McCulloch, phonograph sales manager in the
Cleveland district of the Brunswick-Balke-Col-
lender Co. Among those to enter the field are
the Penner Furniture Co., Strathers; J. W. Hel-
frich Co., Carrollton; B. C. Emmons, Minerva;
D. S. Cartnell, Wapakoneta; B. A. Muskof,
Navarre.

Association Elects New Officers

Installation of officers, plenty to eat, plenty
of dancing and a general good time were enjoyed
by close to one hundred members of the Talk-
ing Machine Dealers' Association of Northern
Ohio at the Hotel Winton, March 28. The new
officers are: President, Grant Smith, Euclid
Music Co.; vice-presidents, B. Ptak, Ptak's Mu-
sic House; R. Svehla, Svehla's Music House;
secretary, Ed. B. Lyons, Eclipse Musical Co.;
treasurer, W. E. Shay, Elyria. Dan E. Baum-
baugh, the May Co., talking machine department,
retired as vice-president.

The only speech-making was by President
Smith, who called upon the members for closer
co-operation among themselves in matters they
can adjust themselves, such as exchange of mer-

chandise among dealers and the like, instead of
worrying jobbers with petty details.

Columbia Co.'s New Quarters

Cleveland also comes in for its share of new
stores, in connection with the formal opening
of the model store of the Columbia Graphophone
Co.'s Cleveland headquarters. Here what ap-
pears to be the last word in store construction
has been created. The store has two show win-
dows, large reception room, modern record rack
equipment and several instrument and record
rooms. The store has been lavishly decorated in
white and gold, with fine floor coverings and
draperies. Upholstered furniture completes the
equipment. Every detail has been included, even
to a large electric sign in the front of the shop.
The store covers a space thirty by fifty feet in
the wholesale Columbia establishment. Columbia
dealers in and near Cleveland and from distant
points have come to see the store, and not a few
already are negotiating for such establishments.
The Columbia Co., explains H. C. Schultz, sales
manager, is prepared to equip dealers completely
or in part, using this sample store as an example
of what dealers can have.

"Siam Soo" Is Introduced

The formal opening of this model shop marked
also the first appearance here of Siam Soo, a me-
chanical figure that does Oriental dancing, danc-
ing upon the record of the machine, which also
supplies the motive power. Dealers are placing
orders for these at Columbia headquarters here.
The Alhambra Music Shoppe created a minia-
ture stage in its windows, with electric footlights,
the whole arranged by Stanley Lee, Columbia
service department manager. The Hippodrome
Gift Shoppe also had a demonstration of Soo.

Following the policy of the Columbia institu-
tion to bring the artist who makes records close
to the people, a reception to Bert Williams,
during his stay in town here, was arranged by
H. C. Schultz, Columbia sales manager, at the
Mayer-Marks Co., where Mr. Williams auto-
graphed records. This is only the second time
that Mr. Williams has done anything of the sort,
which probably accounted for the large attend-
ance.

To Attend the Edison Convention

What is expected to be the largest delega-
tion from any district attending the convention
of Thomas A. Edison, Inc., will be that from
the Cleveland territory, in the opinion of L. M.

MAGNET DECALCOMANIE NAMEPLATE

FOB TALKING MACHINE
^ CABINETS Ek

HUIITElUJ.w1luU1StC0~

MOHTHCAL OTTAWA

Pamphlets with fac-simile illus-
trations and prices mailed
on request.

SMITH-SCHIFFLIN CO.

149 Church Street New York City

Bloom, general manager of the Phonograph Co.
of this city. Mr. Bloom already is arranging
for this district's part in the Chicago convention,
which is the likely one to be attended by this
district. There are close to seventy-five dealers
in this vicinity, and a 100 per cent attendance
is promised by them.

Among the novel windows' to make their ap-
pearance here is that of the Muehlhauser Brothers
Piano Co., representing the Cheney and Sonora
phonographs. In its new home this firm will
make a feature of showing only one machine at
one time in a window, this to be embellished
with a suitable background representative of the
story in records on display with the machine.
The fact that but one machine is seen is a
stronger attraction, according to O. C. Muehl-
hauser, secretary-manager, than if several instru-
ments were seen.

Getting the Support of the Children

Turning the talking machine store into a Sat-
urday playground for children is the plan inaug-
urated by Miss Jessie Simpson, of the Colonial
Alusic Shoppe, owned by A. Finesilver. Miss
Simpson has her clients call with their children
in the morning, leave them in the store for the
day and call for them in the evening. Games
and entertainment especially interesting to chil-
dren are provided and, of course, there is plenty
of music with children's records on the Victrolas.
The children prove to be veritable walking ad-
vertisements for the store, for added record busi-
ness among their parents and their parents'
friends has followed. The Colonial consequently
is the Mecca for little ones in the extreme east
end of town, as they talk about it to all their
small friends during the week.

ATTEND IMPORTANT CONFERENCE

Lewiston, AIe., April 5. — Mr. Townsend, repre-
sentative of the educational department of the
Victor Talking Machine Co., together with Miss
Grace Barr, educational director of M. Stein-
ert & Sons Co., Boston, Mass., Victor whole-
saler, attended the conference of high-school
principals, which was held recently in this city
under the auspices of the State department.
Mr. Townsend's address, "The Correlation of
Music and English Literature," was very favor-
abh' received, and the activities of the Victor
educational department were highly praised by
the high-school principals in attendance.

NEEDLES

WE IIANUFACTURE

Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe

in Hock ready for delivery
HERMOD & CO., 874 Broadwij, N. T.

THE TALKING MACHINE WORLD

119

We announce that a most enthusiastic
reception has been accorded by the retail
phonograph trade of this country to the
famous Homokord records, for which we
are importers and distributors in the United
States.

The Homophon Co. is one of
the largest record manufacturing
concerns in Europe and produces
records in thirty-one different
languages and dialects.

The Homokord catalog embraces
a wide variety of selections ren-
dered by most accomplished
artists. Their quality of manu-
facture and musical superiority
is a matter of world-wide recog-
nition.

Homokord records appeal as no others do to Americans of foreign
extraction, because they are true to the nations whose musical life
they feature. Especially is this true of the German selections, which
are winners with the mighty host of Americans whose forbears were
Teutonic. As a business proposition they bring real profits.

A large stock of the German records will be ready for
distribution from Milwaukee headquarters about April 15.

Address all requests for catalogs, bulletins
and complete information to:

A. G. KUNDE

U. S. Importer and Distributor
of Homokord Records

344 EAST WATER STREET
MILWAUKEE, WIS.

120

THE TALKING MACHINE WORLD

April 15, 1921

TRADE IN BUFFALO HAS BEEN DULL, BUT IS IMPROVING

Demand for Records Grows — Talking Machine Men Dance — C. N. Andrews Visits Ohio — Colum-
bia Specialty Popular — Columbia Sales Force Meet — Hermandorfer Tells of Brimswick Progress

Buffalo, N. Y., April 9. — In keeping with most
of the other lines of business the talking ma-
chine trade here has been experiencing rather
a dull period of late. Dealers report, for the
most part, that business during the last month
or so has been decidedly quiet, but it is now
steadily getting back on its feet after the slump
of last Fall and Winter.

Record sales have been good. A large num-
ber of popular pieces, such as "Huimming" and
"My Mammy's Arms," created a big demand
for the records and helped to keep the busi-
ness in that line up very well.

Members of the Buffalo Talking Machine
Deallers' Association will hold a dance April
13 at Weyand's, Main and Goodell streets. A
large crowd is expected. A great deal of at-
tention has been devoted to the arrangements
for this dance and it is expected that it will
prove a big success. The entertainment com-
mittee is making the arrangements. F. E. Rus-
sell, of J. N. Adam & Co., is chairrnan of this
committee.

One of the talking machine men here who
reports a good business in records is Lionel M.
Cole, of the Iroquois Sales Corp. He says that
Ckeh records are going very well, the foreign
records, particularly, have made an instanta-
neous hit in Buffalo.

Another man who reports a good record bus-
iness is N. A. Tabor, in charge of the Pathe
territory. He says his record business is ex-
ceptionally good for this time of the year.

C. N. Andrews attended the opening of the
new wholesale establishment of the Perry B.
Whitsit Co., at Columbus, O., March 30. He
reports that he had a very fine time and that
the compan}' has a splendid place of business.
Mr. Andrews was the only Buffalo man there.
He is an old friend of Sir. Whitsit.

The "Siam Soo" attachment for talking ma-

chines, which the Columbia Co. is featuring, is
making a great hit with the Buffalo public.
Dealers who are handling the brown-skinned
"shimmier" report a very good business in it.
Among those featuring it is the Koenig Piano
Co., which has one in operation in its win-
dow. It has attracted large crowds. Another
novelty which the Columbia Co. is featuring,
and which is making a great hit here, accord-
ing to E. W. Peace, of the Buffalo Columbia
branch, is an alarm clock attachment for a talk-
ing machine, which wakes a sleeper in the morn-
ing to the tune of his favorite air, instead of
the raucous notes of the ordinary alarm clock.

The Columbia branch here finds^that business
is going right ahead. When salesmen gathered
here recently for the annual monthly sales meet-
ing reports given showed that business is gain-
ing right along, and that the first two weeks in
March were the best of any. Speakers at the
sales meeting included J. A. Marshall, of the
Dealer Service department, who was paying
a visit to the Buffalo branch, and W. H. Law-
ton, manager of the Buffalo branch. There was
also a general discussion, led by G. R. Kuhner,
of the Buffalo city district; E. F. Germain, of
the Western New York district; E. L. Wallace,
of Rochester and R. J. Milholland, of Syracuse.

Edward Avis, who makes bird-call records
for the Columbia Co., was a caller at the Buf-
falo branch. Another recent caller was Bert
Williams, who was in Buffalo with the Broad-
way Brevities.

W. H. Daniels, of Denton, Cottier & Daniels,
has just returned from a trip to California.

"Despite the so-called business depressioti,
our trade has been brisk," said H. J. Herman-
dorfer, of the local Brunswick branch. "March
proved a big month for phonographs and rec-
ords. Our business during March, 1921, was
far greater than that of March of last year. We

have made large shipments of instruments and
records to dealers." The Brunswick branch is
preparing to feature a special model on Moth-
er's Day, as part of a national campaign. Style
112 will be featured. It is planned to give this
plent3' of publicity through advertising.

C. N. Andrews was among those who attended
the Jobbers' executive meeting at Boston, April
7 and 8, at which a large number of Victor
jobbers were present.

INCREASES SALES REPRESENTATIVES

Ceiixa, O., April 5. — The Harponola Co. of this
city, maker of the Harponola talking machine,
reports that business has shown decided im-
provement within the past thirty days. It is
assuming proportions closely approaching those
of boom times. This company has recently an-
nounced a new and improved line to its trade,
which was favored by generous orders. The
standard cabinets have received a number of
new embellishments and several attractive con-
sole period models have been added. The
mechanical equipment, which has proved so
satisfactory, remains unchanged. The Harpo-
nola Co. has been consistently and conserva-
tively adding to its manufacturing and dis-
tributing facilities and creating more dealers
aiid distributors in various parts of the country.

VISIT NEW COLUMBIA OFFICES

Westervelt Terhune, manager of the Atlanta
branch of the Columbia Graphophone Co., and
Fred E. Mann, manager of the company's Bos-
ton branch, were recent visitors to the Colum-
bia Co.'s executive offices, holding an informal
conference with Geo. W. Hopkins, general
sales manager of the company. These two
branch managers were the first out-of-town ex-
ecutives to visit the new Columbia home at Co-
lumbus Circle and they were enthusiastic
regarding the ideal environment which charac-
terizes every detail in the new Columbia
quarters.

MERCHANDISING VALUE

Style K4— Top

$150

Retail Price

LAUZON QUALITY

$160

The foresighted merchant ■with a hand on the pulse of public demand will immediately perceive
the opportuneness of the above popular priced consoles.

Lauzon quality assures honest value and the price is a 1921 proposition calculated to build sales
throughout the year.-

MICHIGAN PHONOGRAPH CO.

Phonograph Division, Lauzon Furniture Co.
Office, National City Bank Bldg. Factory, Monroe avenue and 6th street
GRAND RAPIDS. MICH.

April 15, 1921

THE TALKING MACHINE WORLD

121

SELL 14 MACHINES IN ONE DAY

OPTIMISM IN AKRON DISTRICT

Enterprising Columbia Dealer Closes Excellent
Business — Salesmen Produce Unusual Results

The general sales department of the Columbia
Giaphophone Co. received recently an interest-
ing communication from F. L. Scott, manager
of the company's Indianapolis branch, relative
to the remarkable sales achievement of C. F.
Campbell and N. V. McCorkhill, members of
the outside sales staflf of the Louisville Music
Co., Columbia dealers of Louisville, Ky.

When the Columbia Co. recently announced a
reduction in the prices of Grafonolas, these en-
terprising, salesmen decided that the time was
opportune to start an aggressive campaign

The Two Men Who Made the Big Sales Record

among Louisville music lovers. They selected
Sunday morning as the right time for suich a
campaign, in view of the fact that all of the
members of the family would be home on that
day.

They worked energetically, and as a result
of their efforts they sold fourteen Grafonolas in
one day. This is undoubtedly a remarkable
sales achievement, particularly in these days,
and the fourteen machines that were sold com-
prised the following types of Grafonolas:
Three K 2, five G 2, five E 2 and one B 2. The
accompanying photograph presents Messrs.
Camipbell and McCorkhill together with eleven
of the Grafonolas that were sold as a result of
their campaign. At the time that the photo-
graph was taken the three K 2 models were out
of stock.

S. E. Sweetland, formerly with the. Sonnen-
berg Music Co., Bridgeport, Conn., has become
manager of the Vocalion department of George
E. Nothnagile & Sons, Bridgeport, Conn. This
department is one of the best equipped in the
city and includes eight demonstrating booths.

Resumption of Activity in Tire Plants Promised
for May 1 — Talking Machine Dealers Pre-
paring to Handle More Business — Reorgani-
zation of Local Association Planned — Several
New Stores Now Being Opened

Akron, O., April 4. — Optimism prevails every-
where this week with the announcement that
5,000 rubber workers will have returned to the
various shops by May 1. The Firestone Rubber
Co. announced Monday 2,000 men will have been
rc-employed during the period between March 1
and the last of April. Officials of the Goodyear
Tire & Rubber Co. announce 1,200 men would be
re-employed this week and that tire production
would be increased to 16,000 tires a day. Re-
ports show production of tires will reach nearly
60,000 daily in May. This is the most encourag-
ing news received by music dealers here in more
■than a year and on the strength of this revival
of business many dealers are placing orders for
more pianos, talking machines and musical mer-
chandise. In some stores only enough stock to
"get by" was the policy.

To meet increased business the A. B. Smith
Piano Co. has moved its talking machine de-
partment frdTm the third to the main- floor. All
new soundproof booths have been constructed
to the right of the main entrance to the store
and a corps of salesmen are constantly on the
floor to accommodate the trade. Since moving
downstairs this department has shown 50 per
cent increase in sales, an official of the company
said. Approximately 20 per cent more business
v/as done by this company in March than the
previous month. The house averaged better than
two sales a day ■ throughout the entire month.
Business in every department shows improve-
ment.

The Music Shoppe, an exclusive Brunswick
store, has been opened in South Main street and
announces a complete line of Brunswick talking-
machines, records and small musical merchan-
dise. The store has an attractive front and is
irt an excellent location.

The Kratz Piano Co., established in Akron
for more than thirty years, has opened a branch
store in South Main street. The main store of
this company is located at 29 South Howard
street and plans have already been ^rawn for
the erection of a modern business block on a
.site purchased by the company in South Main
street. Construction is to begin within a year,
officials of the company said.

Music dealers of Akron will participate in a
special trade excursion on the Northern Ohio
Railroad, to be given some time this month by
the Akron Chamber of Commerce. More than
sixty active Akron business concerns will have
representatives on the trip. The idea is to draw

Successful people
are always on the
"go". Too speedy
oftentimes, Mr. Vic-
tor Dealer, to learn
where you are located.
Billboards! Bill-
boards !• so that "he
who runs may read"
—and "tumble".

BRUNO

the trade of tlie smaller towns to Akron. Special
bargain days will be established and on this oc-
casion special trains will be run from eight
small towns near Akron. Merchants will make
concessions in all departments of their stores.

Reorganization of the Akron Music Trades
Association is planned by Akron music dealers.
Since the resignation of A. S. Van Fossen, who
for several months was its president, the or-
ganization has been inactive. Revival of the
trade organization is considered essential by
leading music dealers, who claim it not only
creates interest in the trade but brings the music
dealers of Akron together, so they can learn
tlie newest ideas in musical merchandise sell-
ing and benefit from it socially.

NEW CONCERN IN NEW ROCHELLE

The Progressive Music Co. is planning to
open up within the near future in New Rochelle,
N. Y. According to the initial announcement
made in the local newspapers this "company will
handle the Sonora and Grafonola lines of talking
iTiachines and a complete line of pianos and
players. There will also be record, music and
music roll departments, as well as a miscel-
laneous line of stationery and sporting goods.
H. Janovsky is the proprietor of the new en-
terprise, and has adopted as his slogan "West
New RochcUe's Own Music Store."

The Proof of the Pudding

On October 13, 1920, we received the following letter:

THE CELINA SPECIALTY CO.,

Celina, Ohio.
Gentlemen : —

Congratulations ! The sample lot of cabinets reached us to-
day, and we are indeed pleased with them.

They are the ones we have been looking for. We are enclos-.
ing check for $277.50, to balance account. Will send you an order
to-morrow for more cabinets, and trust you will make us prompt
shipment, as we shall discontinue all of the other makes- we have
been using.

Yours very truly,
N. N.

Since we received this letter, we shipped over four carloads of
cabinets to this party (name of which will be furnished upon request),
and while everybody was complaining about "business being rotten'
our friends sold over 500 Talking Machines, for which we furnished
the cabinets.

If these facts prove to you that we "deliver the goods", why not get
in touch with us immediately ?

THE CELINA SPECIALTY CO.

Celina, Ohio

122

THE TALKING MACHINE WORLD

April 15, 1921

THE TALKING MACHINE WORLD

123

THEATRICAL STAR BUYS SONORA

Miss Evelyn Gosnell Buys Colonial Model —
Well Known in Musical Comedy Field

During the past year quite a number of promi-
nent actresses and moving picture stars have vis-
ited the Sonora Fifth Avenue Salon in New York
and purchased Sonora phonographs for their
homes. The list of well-known members of the
theatrical world who own Sonora phonographs

Miss Evelyn Gosnell

is increasing steadily, and this instrument is
meeting with popular favor among the stars of
the Thespian world.

One of the recent purchasers of a Sonora
phonograph was Miss Evelyn Cornell, who
played one of the leading parts in "Ladies'
Night," a popular farce comedy which scored
a tremendous success last season. Miss Gos-
nell is well known in the theatrical world, and
under the management of A. H. Woods has at-
tained marked success. She is a lover of music
and purchased a Colonial model at the Sonora
Fifth Avenue Salon.

SOME SPEEDY PUBLICITY

How an Edison Ad Was Written and Pub-
lished in Record-breaking Time

While en route from Chicago to New Orleans,
to attend a business convention, William Max-
well, vice-president of Thomas A. Edison, Inc.,
and Joseph B. Gregg, advertising manager, were
suddenly called upon to prepare an advertise-
ment which was to be run in the New Orleans
Item just as soon as possible. The story of
the advertisement, as told by The Item, is as
follows:

"William Maxwell, vice-president, and Joseph
B. Gregg, advertising manager, of the Edison
Laboratories, are now making a tour of investi-
gation throughout the country. Monday morn-
ing, en route here from Chicago, they conceived
an idea which they wished to put to an imme-
diate test. New Orleans, they decided, was one
of the best test cities in the country.

"Mr. Maxwell dashed off the copy on the
train. Mr. Gregg made the layout. The train
arrived here at 11:45 in the morning. Two
representatives of the Diamond Music Co. were
at the station to meet them. Maxwell an-
nounced his desire of having the cut made and
run in the afternoon paper of that same day.
He was informed that The Item had the facili-
ties to handle the required engraving work
quickly.

' "At The Item office experts were called in
and within four hours after the arrival of the
Edison executives the advertisement was on the
street. This probably constitutes a world record
for quick and efficient presentation of an adver-
tising idea."

Bristol & Barber, Pathe distributors in New
York, report an increasing demand for the pho-
nographs and records made by the Pathe Co.

A BUSY MILWAUKEE PLANT

Milwaukee Talking Machine Co. Leases Seven-
story Building Adjoining Present Plant to
Meet Growing Demand for Products

store at 39 Hanover street, in the heart of the
business district of that city. The new store
has two fine show windows and is modernly
equipped throughout. A feature is a special
Vocalion department, in which it is planned to
install three booths.

Milwaukee, Wis., April 8. — The big factory of
the Milwaukee Talking Machine Co., on East
Water street, is one of the Western plants
which show signs of steady activity. The plant
is working eight hours a day at about 80 per
cent of normal output. Furthermore, the com-
pany has recently leased a seven-story building
adjoining the present plant. This is 30 by 120
feet in size and will afford, therefore, about
25,000 extra feet of floor space. The two build-
ings will be drawn together and every depart-
ment in the plant considerably enlarged to meet
needed requirements.

SUPPLIED THE NATIONAL ANTHEM

Record of Spanish National Air Furnished by
Victor Dealer to Telephone Company

LARGER QUARTERS IN MANCHESTER

Lionel Fontaine, Inc., Vocalion dealer in
Manchester, N. H., has just occupied a new

Incidental to the opening of the new telephone
line from Havana to New York, the Silas E.
Pearsall Co., New York, Victor wholesaler,
icceived a request from one of the telephone
company's executives to furnish the company
with, the name of a Victor retailer who could
supply it with Victor record number 69417, fea-
turing the Spanish national air. The executive
mentioned that it was planned to play this record
over the telephone to celebrate the opening of
this new telephone connection between Havana
and New York.

Fletcher
AUtones
Needle

Patent Pending

The only Semi-Permanent Needle made, each of
which win play either LOUD, SOFT or MEDIUM,
by simply turning it in the needle holder as shown
in the above cut. This is why it is called "ALL-
TONES" or AH-tones-in-one.

To give long life to the record and to get the best
possible results while playing, recommend
FLETCHER ALLTONES NEEDLES to your
customers. — They will appreciate it.

Stocking this one needle meets every demand at
a saving in space and capital.

Retail price per card of four needles .... 25c
Boxes of 100 cards, to dealers $15

Valuable selling helps free

Jobbers — Write for Territory and Proposition

FLETCHER ALLTONES
NEEDLE CO., INC.

205 Travis Street San Antonio, Texas

New York Distributor:
ANDREW H. DODIN, Inc., 28 Sixth Ave., New York, N. Y.

Chicago and Northern States Distributor:
W. R. PATTEN, 8th Floor, 20 E. Jackson Blvd., Chicago, Ills.

124

THE TALKING MACHINE WORLD

April IS, 1921

Edison Message No. 94

An increase m the Excise
Tax on phonographs would
make it necessary to advance
Edison Phonograph prices.

THOMAS A. EDISON, Inc

ORANGE, N. J.

April IS, 1921

THE TALKING MACHINE WORLD

125

My Mammy" is a medley fox-trot by tlic Ycrkcs Jaza-
rimba Orchestra. "Do You Ever Think of Me?" is
another by The (always) Happy Six. They'll whistle
these dances, hum them, dance them everywhere for
months to come. A-3372.

Columbia Graphoplione Co.

NEW YORK

DEALERS BEAUTIFY THEIR STORES FEATURES CABINETS IN WINDOW

Arthur L. Van Veen Tells of Many Installations
Recently Made in New York and Elsewhere

Renewed activity on the part of talking ma-
chine dealers in the beautifying of their ware-
rooms is reported by Arthur L,. Van Veen,
president of Van Veen & Co., Inc., New York
City.

Contracts have been made recently for the
installation of Van Veen equipment in the talk-
ing machine warerooms of the Hoffman Drug
Co. and Liptreu & Co., both of Cleveland. In-
stallation work is also being made in the Water-
bury warerooms of the A. B. Clinton Co. This
equipment is complete in every respect and con-
sists of eight demonstration rooms, a record de-
partment and a reception room. The finish
will be old ivory and a very pleasing efifect
will be obtained. Van Veen & Co. recently in-
stalled equipment in the Hartford warerooms
of the A. B. Clinton Co. and the order for the
Waterbury branch may be considered visible
approibation of the Hartford installation.

The new model shop in the warerooms of
Chas. H. Ditson & Co., Victor wholesalers.
New York City, was opened during the early
part of the month. This equipment was also
installed by Van Veen & Co. and consisted of a
combination of booths, offices, model showroom
and a period model display salon. The installa-
tion was finished in mahogany and ivory, with
the carved treatment in the frieze done in Verte
antique.

The remodeling of the Bloomingdale talking
machine department has been completed, pro-
viding twenty-two booths and space for 50,000
records. The entrance to this department is
now effected through a handsome arch colon-
nade and the general effect is imposing.

L. Tobias, of the Van Veen sales staff, com-
pleted several trips during the past month which
were entirely successful from a business stand-
point.

Van Veen & Co. have now in the course of
preparation a new catalog which will rank
among the handsomest pieces of literature in
the industry. This new catalog will be ready for
delivery during the latter part of the month.

VICTOR PARTY TAKES BOAT TRIP

A number of Victor wholesalers from Eastern
territory left New York on Wednesday night,
April 6, to attend the meeting of the Victor
wholesalers at Boston, Mass. The party selected
the boat trip as the most enjoya/ble means of
reaching the "City of Culture" and among those
Victor wholesalers who made the trip were the
following: Lloyd L. Spencer, S. E. Pearsall
Co., New York; L. W. Collings, CoUings & Co.,
Newark, N. J.; C. L. Price, Ormes, Inc., New
York; Emanuel Blout, New York; John
Fischer, Rogers & Fischer, Washington, D. C,
and T. T. Evans, C. C. Mellor Co., Pittsburjjrh,
Fa. J. J. Davin, of the Reincke-Ellis Co., Ni;\\
York, also accompanied the Victor wholesalers
on this trip.

Victor Dealer Features Long Cabinet in
Window — Console Type Attracts Attention

operative campaign that will assist the dealers
materially in presenting these console cabinets
to advantage in their constituency.

The Geo. A. Long Cabinet Co., Hanover, Pa.,
manufacturer of Long cabinets, received re-
cently ?n attractive photograph from Geo. W.
I'avy & Son, Coatesville, Pa., showing how this
progressive Victor dealer is featuring the new

MARCH SALES SHOW BIG INCREASE

General Sales Manager Hopkins, of Columbia
Co., Gives Interesting Data — Dealers Place
Substantial Machine Orders

Long Cabinet Featiu-ed by Davy & Son

Long console cabinets. This photograph is re-
produced herewith and it is interesting to note
that this window produced quite a number of
direct sales.

Long console cabinets adapt themselves par-
ticularly to artistic window displays, and H. C.
Naill, of the Geo. A. hong Cabinet Co., states
that Victor dealers throughout the East are fea-
turing these cabinets to advantage in their win-
dows. Mr. Naill will shortly institute a co-

in a chat this week with The World Geo. W.
Hopkins, general sales manager of the Columbia
Graphophone Co., stated that the sales totals'
for the month of March indicated that the com-
pany had sold three times as many Grafonolas
during that month as were sold in February.
The reduction in the price of Grafonolas un-
doubtedly acted as a trade stimulant, and Mr.
Hopkins was naturally gratified at the figures
for March, as they mdicated that the dealers
are in the market for merchandise.

Commenting upon the significance of this in-
crease over February business, Mr. Hopkins
stated that the reports received from Columbia
branch managers and Columbia salesmen em-
phasized that the dealers are not placing any
larger orders than are necessary, and are not
keeping any stock on hand. In other words,
Columbia dealers apparently placed orders for
Grafonolas during March in order to take care
of the present business and not to provide for
future stock.

F. T. Unger, of the Brilliantone Steel Needle
Co., left last week on a long trip East.

Knick Super Automatic Brake and Stop
Means Life Insurance To Your Motors

® ® ®

Tumtablo Stop — Patent Pending
GOVERNOR STOP

Operates the starting and stopping by piisli
button.

Operates on motor's governor, being mechan-
ically the correct principle of braking.
Will prolong life of motor as it eliminates jerk-
ing of governors.

(Jives that high-class braking feature found only
on the higlicsl-priccd motors.

// not satisfied with yottr prrst'tt

UNIVERSAL DEVICES CO.

1921

giving

Oovomor Stop— P«L Feb. 17.
TURNTABLE STOP

Positively eliminates brake troubles,
silent and smooth stopping of motor.
Patent cam brake shoe allows adjustment for
wear.

Positively accurate to the line. Will function
on any record.

Can be accurately set in the dark.
Noiseless in operation.
All bearings in both stops bronze bushed.
( equipment — Write us

Cincinnati, Ohio

Manufacturer, of TONE ARMS-REPEAT PLA YE RS— AUTOMATIC STOPS

126

THE TALKING MACHINE WORLD

April 15, 1921

SOUTHERN CALIFORNIA DEALERS SEE IMPROVED TREND

Leading Members of Trade Tell of Conditions — Richardson to Open in Hotel Ambassador — E. N.
Burns' Visit — Delegates to National Convention — Tetrazzini Autographs — Columbia Publicity

Los Angeles, Cal., April 6. — Talking machine
sales for the month of March, according to re-
ports from the various managers of departments,
were very satisfactory. There were many who
declared that the month's business was very
good, while others, characteristically conserva-
tiA-e, remarked that they had "held their own";
none was pessimistic or admitted a decrease.
Delegates for N. T. M. A.

At the general meeting of the Music Trades
Association of Southern California Messrs. J.
W. Boothe, general manager of the music de-
partment of Barker Bros., and B. Piatt, presi-
dent of the Piatt Music Co., were unanimously
elected to be delegates and representatives for
Los Angeles to the new National Retail Phono-
graph and Talking Machine Men's Association
which it is proposed shall be formed, under the
auspices of the National Association of Music
Merchants in Chicago at the convention to be

held there in May by the National Association
of Music Merchants.

Music Store at Ambassador

W. H. Richardson, president of Richardson's,
Inc., has announced that Richardson's, Inc., has
secured a lease at the magnificent new Ambas-
sador Hotel, where a music store will be opened.
A \''ictrola agency has been obtained and other
musical merchandise will be carried. The inte-
rior decorations are in the hands of a firm famous
for unique and artistic designs and it is expected
that the new store will even "out-Richardson"
Richardson's on West Seventh street.

Columbia Vice-president Here

E. N. Burns, the popular vice-president of the
Columbia Graphophone Co., spent several days
at the Ambassador Hotel in Los Angeles. Mr.
Burns arrived here from San Francisco, where
he had been directing a special recording out-
fit which had been brought out to the Pacific

Coast specially to record dance selections by the
famous Art Hickman Orchestra. Mr. Burns,
v;ho seems to have always had the faculty of
spreading friendship and pleasure wherever he
goes, appeared to be combining a great deal of
pleasure with business during his brief sojourn
in Los Angeles and in the Hollywood section,
where movjie stars of great and small magnitude
scintillate on the streets and in exclusive cafes.
Charlie Chaplin and Douglas Fairbanks made a
record under Mr. Burns' supervision; it is for
their own use only and the original matrix was
destroyed. It is expected that another record
will be made later by these two for public sale.
Local Composition Makes Hit

Among the ever-increasing number of song
hits emanating from Los Angeles, written and
composed by "Angels," "Do You Ever Think
of Me?", music by Earl Burtnett and words by
Harry D. Kerr and John Cooper, has proved to
be one of the most popular. The Vocalion rec-
ord of this number was hailed with great joy, as
Vocalion dealers had many thousands of cus-
tomers on the waiting list impatient to obtain
Red records for their machines. H. M. Hull,
Pacific Coast Vocalion manager, and E. R. Dar-
vill, Los Angeles and Southern California repre-
sentative, obtained a large number of the Vocalion
record "Do You Ever Think of Me?" by express.
Secretary Farquharson in Sacramento

A. G. Farquharson, secretary of the Music
Trades Association of Soutbern California, left
early in the month for Sacramento in order that
he might attend Senate and Assembly committee
meetings at the Capitol in the interests of the
trade. On Alarch IS he proceeded to San Fran-
Cisco and was present and spoke at the organi-
zation meeting of the Music Trades Association
of Northern California. Mr. Farquharson was
again in Sacramento the last week of March.
Novel Act in Theatre

John Cooper, who has recently secured a Co-
lumbia agency for his "Melody Shop" on Broad-
way, featured a novel act at Grauman's Million
Dollar Theatre. A Columbia period Grafonola
played Columbia record "Do You Ever Think of
Me?" and Mr. Cooper, who is one of the com-
posers of the song, played on a piano in unison
at the same time. Another of his compositions,
"Be a Little Sweeter to Me," published by Jeromei
H. Remick, is becoming quite popular and will
doubtless make its appearance soon on a record.
Diva Autographs Records

Luisa Tetrazzini, world-famous coloratura,
appeared in concert in Los Angeles last week.
Her favorite piano is the Hardman and she vis-
ited the Wiley B. Allen Co.'s store on Broad-
way. Harold Jackson, manager of the talking
machine department, took advantage of her visit
and obtained a number of autographed signa-
tures on her Red Seal Victrola records, which
will be prized by those who secure them.
Flies Over Los Angeles

Charles Mack, city salesman for the Columbia
Co., started from the de Mille aviation field and
flew in a biplane all over his territory, distrib-
uting certificates to people below which entitled
the finders to Columbia fifty-nine-cent records,
obtainable from the nearest Columbia dealer.
Mr. Mack flew low, in many cases just above
some of the tall buildings of Broadway.

Wonderful Collection of Antiques

Perhaps one of the oldest collections of his-
toric and prehistoric Indian wares is to be found
at J. F. Collins Co.'s store in Santa Fe, the oldest
of American cities. The store itself, however, is
modern in every respect and a very complete
talking machine department is maintained, as re-
ported by E. R. Darvill, special representative
of the Aeolian Vocalion Co.

Canadian Dealer in Los Angeles

It is a far cry from Windsor, Canada, to Los
Angeles. Six hundred feet, more or less, sepa-
rate Detroit from Windsor and some of Los
Angeles' people feel a little envious of Detroit.
No one could accuse a town so close to Windsor
of being even semi-arid. R. H. Tamplin, of the
Columbia stores, Windsor, spent a number of
days here and expressed his intense admiration of
everything which he had seen, heard and eaten —
well, he couldn't rave about Coca-Cola.

Mr. Manufacturer— Mr. Jobber— Mr. Dealer

YOU KNOW that the TREND OF THE MARKET
is toward THE CONSOLE TYPE.

We sensed this
tendency long
ago and con-
centrated our
efforts on the
building of
CONSOLES.

Therefore: We are in a position to offer you Period
Type Models in Consoles at prices that will enable you
to cash in on the consumers' desire for a medium priced
Console. Well constructed and well finished.

Write for full and complete information on Console Cabinets
either alone or equipped; or you furnish the equipment and our
experts will install.

SINGER TALKING MACHINE CO.

575-9 Market Street - - Milwaukee, Wis.

April 15, 1921

THE TALKING MACHINE WORLD

127

VICTOR DEALERS

^^New Records Magazine"

is published for your use as a "mid-
month" mailing and to aid you in
covering your entire mailing list with
information as to the new Victor
Records for each month.

Each succeeding month's issue car-
a complete list of the Victor
Record releases for that
month.

In addition the booklet is a delight-
fully interesting little magazine
full of "human interest" articles
X and illustrations that create desire
for music in the home
and an appreciation of
the quality in Victrolas
and Victor Records.

We strongly recom-
mend this useful service
to every Victor Dealer.

Our Service Depart-
ment or any of our ,
salesmen will gladly I
furnish you with all
details regarding it.

Write for sample
copy and prices.

NEW YORK CHICAGO

Talkind Machine Co. Talking Machine Co.

O nSWest 40tb St. O UN.MichUanAr.
Victor Wholesalers Exclusively

128

THE TALKING MACHINE WORLD

April 15, 1921

of View

iiiiiiiiiii

Western Division of The World, Chicago, III., April 8, 1921.
The Big Show has come and gone. It luas a Big Show. In fact,
it was pre-eminently THE Big Show of the year from the educational
standpoint. We refer, need we say, to the
Educational Conference conducted by representa-
tives of the Victor Talking Machine Co. and ten
of the most prominent W^estern Victor distributors.
Not introduced with any flourish of trumpets, yet big with signifi-
cance, this three-day exhibit, discussion and lesson (for it was alL
of these and more ) impressed most profoundly those who took part
in it. To the representatives of the Talking Machine World it
was, literally and seriously, a most inspiring event. Without any
suggestion of commercial interest, without direct reference to sales
or promotion, the Educational Director of the Victor Co., with her
talented and enthusiastic associates, made an exposition, thriiling
in its high points, profoundly interesting in even its most ordinary
aspects, of the marvelous work which is being done by her great
department in bringing to the schools of the United States the
blessings of immediate contact with the best that has been thought
and written, played and sung, in the art of music. As the wonder-
ful story was unfolded, one question came uppermost and hnally
took first place in the mind of the writer of these lines. It was this :
You Victor dealers, do you half realize what all this means to you?
Are you establishing a liaison between your business and the magnifi-
cent influence for music and for the talking machine which the
\Tctor educational work is steadily developing? That is the biggest
question which the Conference has yet suggested to the writer.
What is the dealer doing to bring this great power into working
for him? The Victor Co. is ready to show its dealers how they
can connect with this high-power circuit of sales-influence. Will
they take advantage of the chance and cut in on the line? The
answer should be in the affirmative.

The Brunswick Co. has both good hard sense and imagination
as well. Elsewhere in this paper the reader will find a description
of the highly ingenious scheme whereby the Bruns-
wick sales forces have captured ''Mother's Day"
and made it their own. They tell us, do the wise
ones, that the florists of this country have multi-

"Say It

With

Music"

plied their sales over and over again since some genius arose to
create the slogan, "Say it with flowers." And now the Brunswick
folks are telling us to "say it with music," and have linked up this
pretty saying with the idea of Mother's Day, that day in every sweet
Spring when men and women, boys and girls, have learned to wear
in their buttonholes or their corsages a sprig of flowers in honor
of that human bringer of all good things — mother. By means of
a very clever advertising campaign of helps to the Brunswick
dealer this Mother's Day is being linked up with the sale of
Brunswick phonographs. We shall not spoil a very good thing by
giving too many details. But those who want to know what the
mystic number 112 really means, or how "mother's heart" may be
"kept singing," are respectfully referred to that page of this maga-
zine on which the story is told. Even then there is a great deal
more to learn, and some of the most interesting points are not re-
vealed at all. For them, let the reader go to the fountain-head and
ask the Brunswick phonographers to tell their story to him in their
own way. He will be a surprised and an admiring reader when he
has learned it in all its ingenious and practical beauties. "Say it
with music" is an inspiration. Good for Brunswick !

President McNamar.^, of the Empire Phono Parts Co. of Cleve-
land, was in the city the other day and seemed to be in a very
cheerful mood. Of course, we asked him "What
about business?" Wherever, today, two or three
are gathered together, in the words of John the
golden-mouthed, business is the subject of discus-

Cycle
and

Business

through the same period of reaction from hilarious prosperity which
the East experienced a short time ago. As we understood him, he
was pointing the moral of the fact, which all students of economics
well know, that prosperity and its opposite may be compared with
the crest and trough, respectively, of a wave, which comes and goes,
moving through the entire sea of industrial society, and at every
point having its motion in one direction exactly balanced by a reac-
tion in the other direction. The great war-time prosperity, for in-
stance, started in the East and worked its way gradually to the
mid- West, and thence to the Pacific Slope. By the time that it had
reached the Chicago territory and was in full swing there it had
already begun to recede on the Atlantic Coast. Then, when the
wave changed its direction, the depression was felt in the Eastern
States long before the mid-West was affected. At the moment, that
last direction of the wave is in full motion in the mid-West, while
already there are signs that the turn has come in the East. Great
\\-aves move slowly and large tidal movements are very gradual.
It will take quite some time for our Atlantic Coast friends to
realize that the turn is actually passed, and, of course, we out here
shall have to wait just a bit longer. But President McNamara is
right. There are true signs, not to be disregarded, that the Eastern
situation is changing for the better. Let us be patient. We have,
after all, not very much cause for complaint. We might be much
worse off.

What One
Store Is
Doing

There is a big department store downstate, in the thriv-ing city of
Decatur, a store known all over the contiguous region, the Linn &
Scruggs store. That institution boasts a music
department which is worth while, and especially a
talking machine department which is most dis-
tinctly worth while. The head of the talking ma-
chine department of this big store reports to The World that he and
his assistants sold $4,000 worth more goods during February this
year than they sold during the same period last year. This is worth
considering. There has been very much whining about the state of
business in the farming and small-industrial-town regions through-
out the middle West, and, to a certain extent, there has been reason
for the complaints. But in point of fact there is no reason to be
alleged for this remarkable experience of the Decatur department
store, save the simple reason of good hard work. The ladies and
gentlemen who run that talking machine department simply worked
hard : and the results show in the figures. This time last year the
orgy of spending was in full swing, and as yet no sign of a turn
had appeared or, indeed, was to appear for three months more. Nor
was there any terrible shortage of machines and records. There
was some difficulty in getting enough stock, but that does not, for
a moment, explain the facts we set forth here. The true explana-
tion is that a year ago salesmanship was a dead art. Today sales-
manship is alive again, alive and highly respected. In fact, every-
one is calling for salesmanship. It is being paged all up and down
the line, and hard work, salesmanship's father, is entertaining com-
pany day and night. Nuff sed.

Will Be

Great

Gathering

sion. Our Cleveland friend, answering the usual question, imme-
diately pointed out that, in his judgment, the mid-West is just going

^^'^HEN the Music Industries Chamber of Commerce and the various
national associations affiliated therewith selected the Drake Hotel in
Chicago as convention headquarters for the big
meetings to be held during the week of May 9 they
chose wisely, for not only is Chicago the natural
business center of the country, but the Drake Hotel
is declared to be one of the finest in the world and environment has
much to do with the making of a successful convention.

During the conventions there are going to be offered to members
of the music industries generally, including the talking machine men,
many opportunities for studying trade conditions at first hand, dis-
cussing the business situation and the prospects and studying the
various exhibits to be made, in order that they may carry back home
witii tlieni new ideas to help them meet, with greater success, the
business problems in their own localities.

April 15, 1921

THE TALKING MACHINE WORLD

129

TOm
Oo

own H I rmEADQUARTEm

^# III l^J ^^^^S REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WABASH 577^

EDWARD VAN HARLINGEN

WILLIAM BRAID WHITE

EUGENE F. CAREY

ARTHUR E. NEALY

A. SNYDER

Chicago, III., April 6. — Conditions in Chicago
and the Middle West have not materially
changed in the past thirty days. Sales still
come slowly, but there is a decided strength-
ening of faith in the general future of the talk-
ing machine business on its new and more con-
servative basis.

Dealers are realizing more keenly than ever
that sales are found outside of the shop — not
inside. They are realizing that bold merchan-
dising plans, backed by aggressive action, rep-
resent, after all, the most reliable methods of
conducting business. Yesterday a salesman
was more than worthy of his hire — in his own
estimation — to-day he is worthy only of his hire
in direct relation to what he can produce.

There is to be no more feverish question of
"How many machines can the factory ship me?"
The problem is. "In how many homes should
there be a talking machine where there is none
to-day?"

And this question of "where" brings to mind
that to-day location has much to do with busi-
ness. In some towns where the industries have
been hard hit dealers are reporting but two
classes of machines as selling — the very large
and elaborate ones, which are being sold to peo-
ple of independent means, and the small table
machines, which satisfy many workmen to-day.
In the larger cities dealers are finding that in
some neighborhoods it is well to pursue meth-
ods which are quite useless elsewhere, but the
one thing that is agreed upon in all localities
and under all conditions is that it is now up to
the salesman — and to him alone.

Keller on Eastern Trip

Julius Keller, Sr., president of the Sterling
Devices Co., manufacturer of tone arms and
attachments, is at present away on an Eastern
trip in connection with his many commercial and
financial interests. While in the East Mr. Kel-
ler will visit several prominent talking machine
nianufacturers who have evinced keen interest
in Sterling tone arms and are about ready to
place orders for their 1921 requirements. Ac-
cording to his present plans Mr. Keller will be
back in Chicago within the next few days.

Fem-O-Grand Progresses in Middle West

T. M. Dick, one of the sales directors of the
Fern-O-Grand Co., of Cincinnati, reports rapid
progress in the organization of distribution in the

Middle West. One of the most successful dis-
tributors is the Joseph Smith Furniture Co., of
St, Louis, which is handHng the Fern-O-Grand
in Missouri, southern Illinois, northern Arkansas
and northern Kentucky.

Mr. Dick announces that during th? conven-
tion of the Music Industries in Chicago from
May 9 to May 14 the Fern-O-Grand will be on
display in Parlor C of the Stratford Hotel. "We
are planning to display our Polychrome and
Japanese art finishes, which are among our new
m.odels and of which we are very proud. ' A
number of dealers have already promised to stop
in and see us and all of them expressed a keen
desire to see the new goods,"

S. W. Blandin an Optimist

S. W, Blandin, secretary and treasurer of the
Racine Phonograph Co., of Racine, Wis., was
in Chicago this month, where he was in confer-
ence with both dealers and manufacturers of
supplies, Mr. Blandin is an optimist of the
saner sort and sees a big future for the phono-
graph industry so far as it touches those manu-
facturers who are committed to methods that
are both progressive and conservative.

"We are building up our business upon the
production of a quality machine and we are not
overe.xpanding to the detriment of the dealers
who have pinned their faith upon us. We have
implicit faith in the future of the industry when
the conditions in that industry are not abused
and so we believe that our future lies in a steady
growth; neither too conservative nor too im-
retuous. .As the conditions stand to-day I think
the general tone of the trade is improving."
Casey Hudson Co. Takes Over "Krasco" Motor

The Casey Hudson Co. the first of this year
took over the manufacturing facilities of the
Krasberg Engineering & Manufacturing Co. and
the Duro Metal Products Co. The Krasberg Co.
has long been active as talking machine motor
manufacturer and the Casey Hudson Co. has
supplied parts, stampings and hardware to
them, as well as many other phonograph manu-
facturers. With these three factories the Casey
Hudson Co. is equipped as one of the most com-
plete organizations for the manufacture of
phonograph 'motors in the country.

It is the purpose of the Casey Hudson Co.
to continue the manufacture of the well-known
"Krasco" two and three-spring motors of con-

VI ntional design, the production of which has
already run into millions. They are made in
two sizes, the parts being interchangeable, and
the parts of these motors are also interchange-
able with parts of the new four-cylinder motors.
Cabinets of all sizes may be milled and bored
alike, thus facilitating production.

The same insistent demands for greater power,
smoother and more silent operation that caused
the evolution of the modern four and six-cylin-
der automobile motors have led to the develop-
ment of this improvement in phonograph motors,
according to its manufacturer, the Casey Hudson
Co., of this city.

The "four cylinder" Casey Hudson motor is,
of course, a four-spring motor, and its manu-
facturer claims that it will fulfill the requirements
of the most critical talking machine manufac-
turers. The two sizes play six and eight ten-inch
records respectively without rewinding. Visitors
to the factory have commented upon its silent
running and smooth, balanced operation.
Barnhart Bros. & Spindler Expansion

Barnhart Bros. & Spindler have advertised an
issue of $600,000 worth of 8 per cent serial gold
notes. In describing the resources of the com-
pany the following appears: "Business — One of
the largest industries of its kind in the country;
founded in 1868; manufactures practically all
equipment essential in the printing trades. A
die-casting department is a valuable adjunct to
the business. In addition to a large, well-
equipped, modern manufacturing plant at Mon-
roe and Throop streets, Chicago, branches are
maintained in seven other cities in the United
States, and through dealers the product is widely
distributed. Export business is of considerable
volume.

"Assets — As certified by the accountants, total
assets, exclusive of good will, trade-marks, etc.,
are $4,208,840. Net quick assets are $2,048,558.
Plant and equipment are appraised at $1,358,118.
Total assets, therefore, are over $7,000, and net
quick assets $3,400 for each $1,000 bond. Net
quick assets must be maintained at not less than
one and a half times, and net tangible assets at
not less than two and a half times the amount
of notes outstanding.

"Earnings — The history of the company shows
consistent earnings throughout the life of the
{Confinued on page 130)

^Vhen in the market for Fibre Needle Cutters
Always get our prices
Do not be put off with any other cutter
Efficiency is our first object

& we want your valued orders

Will we hear from you soon?

Allow us to quote you on a quantity

Do not wait until the other fellow outsells you

Enter your order at once. (Today.)

WADE & WADE

3807 LAKE PARK AVE.

CHICAGO, ILL.

130

THE TALKING MACHINE WORLD

April IS, 1921

A SPECIAL THIS MONTH

The Fourth

Example of how Lyon & Healy co-operate with their
Victor dealers with the strongest Sales Helps —

A Billboard Poster

|nis poster invites you to liear

theVlCTROLA

and the new Victor
Records. Come today!

Look under the Lid

YourName,

cA I^cord Jbr Every Taste YoURAdDRESS ViCtTvilS fzj to fl500

It's Differeni!

You never saw a poster like it. Other posters
explain or claim or attract, but this one invites.
It invites the reader to come into your store to
hear Victrolas and Victor Records. Its striking,
flashing colors catch the eye of every passerby.
The design is unique. There is a happy touch
of humor in the illustration. The poster is
regulation size, 24 sheet, about 25 feet long by
10 feet high. .

Lyon & Healy Dealers' Helps Increase Your Sales

All of the Lyon & Healy services are well tested and tried. We use
them for our own retail trade — one of the largest in the country.

They are sold exclusively to the most progressive Victor dealer in each
city. If you are that man, write for a complete list of our services, full
information and samples.

LYON & HEALY

V i c t r 0 I a Distributors

CHICAGO

April IS, 1921

THE TALKING MACHINE WORLD

131

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 129)

business and continuation of profit is assured
by the essential character of the product.

"After payment of all Federal income and
other taxes and deduction of all depreciation
charges, earnings have been: Average nine years,
$227,136; average five years, $261,784; year to
August 31, 1920, $389,906; maximum interest
charge, $48,000."

Cathedral Phonograph Co. Affairs

A. A. Akers, who is one of the receivers of
the Cathedral Phonograph Co., informs The
World that work is rapidly progressing in the
accumulation of the liquid assets of the company.
The plant at Marion is in operation and is work-
ing up into finished machines the stocks of
lumber and parts that were on hand. Some
fifteen machines a day are being turned out.
Mr. Akers estimates that within three months
all of the raw stock will have been worked.

One very pleasing development has been the
surprising increase in the number of orders re-
ceived and Mr. Akers believes that within ninety
days practically all the creditors will be paid
off, after which the business will be turned back
to its original owners.

Starr XV in Big Demand

F. D. Wiggins, manager of the local store of
the Starr Piano Co., is highly elated over the
reception that Chicago is giving to the new
console model XV. "It is a fact that in spite
of the general quietness that has appeared in
the talking machine trade we cannot keep
nearly enough of this model XV on hand," said
Mr. Wiggins. "It is easily explained in that this
niodel is highly desirable from three angles. In
the first place, as a musical instrument it is
unique. Secondly, it is a piece of furniture that
any person would be proud to have in his home.
Thirdly, the machine can be operated without
lifting the whole top; it is really a table. As a
phonograph it has every one of the latest fea-
tures, electric flasher and all. The spruce horn
also impresses our purchasers."

The specifications for this Starr model are:
Height, 3214, inches; width, 59yi inches; depth,
28 inches; adjustable tone arm for playing all
disc records; high-grade, silent, Starr-made
motor; 12-inch turn table; speed control; auto-
matic motor stop; tone regulator; dull gold
plated hardware; Starr improved filing system.
Retails at $350.

Ernest W. J. Hughes' New Line

Ernest W. J. Hughes has opened an office in
722 Monadnock Building and is displaying the
Cobrola portable outing phonograph. He will
handle this product in Chicago and the Middle
West.

Fricke a "Bull" on Costs

W. A. Fricke, of the Lakeside Supply Co., is
a "bull" on the price of all things that enter into
the manufacture of talking machines. "Some
people seem to think that prices of supplies are
going back to where they were before the war.
This, of course, is very erroneous. Those who
wait are apt to wait so long that other people
who have better judgment on prices will be walk-
ing away with the prizes. I am also a .believer
in the future of the electrically-driven machine.
This may be because I recently got a big order
ill the East, but, allowing for my natural enthu-
siasm, I think the electric machine is due for
a big boom."

Represents Paco File

C. W. Hiowe & Co., manufacturers of Howe
tone arms and reproducers, are extending their
activities to include representation oi the Paco
record file in Chicago and the Southwest. This
new filing system was introduced by the Piio-
nograph Accessories Co., of Milwaukee. Mr.
Howe reports that despite the continued de-
pression in general business he is beginning to
observe a stronger feeling among manufactur-
ers, as shown by the increasing numiber of in-
quiries on tone arms and reproducers.

Columbia Stars at Soldier Benefit

The Paul Biese Trio, exclusive Columbia art-
ists, at the present tiime making music history in
Chicago, and Eileen Schofield, dagger dancer,
were the features on the program arranged by

Matt J. Kennedy, president of the Piano Club
and chairman of the committee in charge of the
entertainment and smoker for the wounded sol-
diers, at United States Public Health Service
Hospital, Forty-seventh and Drexel boulevard,
the closing week of March. The party proved
to be a huge success.

Nupoint Co. Increasics Distribution

The Nupoint Mfg. Co. has greatly increased
Its distributing facilities in the past sixty days.
In Western territory, particularly, the Nupoint
Co. is building up distribution.

A very attracti\e new pasted cardboard box
is now used in making up Nupoint needles, as
the company has found by making numerous
tests that this method of boxing is the best
way to prevent leakage. The company has also
arranged a new carton which includes an ar-

rangement and provides for an easel and adver-
tising card. This includes an inner lining, which
is an added element of strength.

To Handle Talking Machines

The Vaudomc Music Shop, 47 East Thirty-
first street, this city, has been incorporated to
deal in talking machines, records and other
products, by E. Tate, P. Jackson and J. Tate.
Al Jolson Scores With Columbia Dealers

J. Kapp, of the Columbia Co., recently re-
turned from a four days' trip — or should it be
tour — ^with Al Jolson through Illinois. In this
connection Mr. Kapp remarked: "Al Jolson was
greeted with 'sold out' houses in the towns that
I was in — Springfield, Decatur and Denver.
The dealers of each of these towns played up to
his appearance by window displays, newspaper
(Continued on page 132)

QUALITY FIRST

Just Say

Send Samples On ApprovaT

:'%"e*.tS H*e««

Reef'

•o4«'

cov^'

tecoi^

,re

Best"'

fitted ^ -5<iee<i\e

5acc

ado '

SEND FOR

Co|>y of the "Oro Tone" IIliiHtrntlnB
Complete Oro-Toiie Line

1000 lo 1010 GEORGE STREET
CHICAGO, ILLS.

132

THE TALKING MACHINE WORLD

April 15, 1921

FROM OUR CHICAGO HEADQUARTERS

(Continued from page 131)

and program advertising I took Jolson to the
Columbia dealers of these towns myself. In
Decatur he spent some time with J. B. Cal-
houn, manager of the Grafonola department,
of the Weilepp & Stucky Furniture Co. Al Jol-
son put himself and his Columbia record across
in fine shape. He was greatly appreciated in all
of the towns that he visited and took the oppor-
tunity to speak personally about the Columbia
records which he has made. As a result the dealers
in each of the atove towns reported that they
have experienced the biggest sale of Jolson
records ever. Particularly has 'O-hi-O' been
selling with remarkable popularity."

Great Kimball Advertising Campaign
The W. W. Kimball Co. has recently launched
an extensive newspaper campaign featuring the
Kimball phonograph. A series of these adver-
tisements, similar to the one reproduced here-
with, is appearing in the leading newspapers in
New Orleans, Memphis, Kansas City, Minne-

KIMBALL

PHONOGRAPHS

PHONOGRAPH
SUPREMACY

lies in the ability of the in-
strument to reproduce faith-
fully the voice of the singer.or
instrumental numbers as in-
terpreted by band or orchestra.

Faithful reproduction is pre-
cisely the result achieved in
the KIMBALL Phonograph,
and a demonstration will
quickly establish our claim.

In visible beauty, as well
as sweetness of tone, the
KIMBALL Phonograph
is a delight to the owner, and an instru-
ment worthy of the KIMBALL name.

Call on yoar nearest dealer
for demonstration.

Many Models — Variety of Cabinet
Designs — Reasonable Prices

Dealers who sell KIMBALL PHONOGRAPHS
enjoy the added prestige ol the KIMBALL
NAME. Write for literature and liberal terms

W. W. KIMBALL CO.

iEataHiMJiol issr)
Manafacturtrt of Phantimoht, Pianoa.
Pta,»r Ptanos. Pw* Organ* and Masic RoUm.

Factory and Executive dflces, Chicago, U. S. A.

Unsert Distributor's Name Here)

Egg

(PIatsALL

A Kimball Ad Reduced in Size
apolis, Indianapolis, Chicago, Detroit, Milwau-
kee and Springfield, 111. The number of people-
reached, as estimated by the newspapers' circu-
lation, is two and a half millions.

This campaign of publicitj' is to be com-

Repair Parts

For All and Every Motor
That Was Ever Manufactured

We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.

Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.

Expert repairing on all makes of phonographs
and motors.

iNCOftPORATED UNDER THE
LAWS OF ILLINOIS

SL/CC ESS O R S -TO -
Standard Talking Machine Co.
I'nUid Talking Machine Co.
Harmony Talking Mochiaa Co.
O'Noill-JameM Co.
Arttino Co.

HigK Grade 'IkIIjmQMaximes,Di5cEecor^

TalfeingMacltmc Supplies, Ete

227-229 W. Washington" St.,' Chicago, 111.

TRAO E MARK

•CONSOLA."

mended not only because it brings the Kimball
phonograph to the attention of an immense
buying constituency, but it also indicates that
this manufacturing institution is fully alive to
the importance of helping the dealer to enlarge
his trade. The result of this campaign cannot be
otherwise than beneficial, for while publicity may
not always bring immediate results it has a
cumulative value that is not easily estimated but
which works eflfectively to make prestige and
sales.

Make "Templar" Stop

A. J. and R. A. Foute, located at 19 West
Jackson boulevard, are manufacturing a new
automatic stop which they have named the
''Templar." This is a device invented by the
latter gentleman and, according to reports, has
been very well received by the trade. It em-
bodies the principle of two concentric arcs used
to trip the braking device and is very simple in
construction.

"Siam Soo" Arrives

A lady from the East arrived in Chicago this
past month and brought with her from the Orient
some of the mystic charm that surrounds those
far countries. The lady was known as "Soo" —
"Siam Soo" — and she shivers and shimmies in a
most seductive style. Copper-colored as to skin
and scanty as to clothes, with a shoulder move-
ment that would make "Bee" Palmer green with
envy, she performs her dance in every Columbia
show window in Chicago and her unfailing ef-

forts to charm are keeping the window fronts
crowded.

Okeh Foreign Selections in Demand

The recent additions to the Okeh lists of oper-
atic records and records by famous singers are
finding a ready sale in Chicago. So says A. J.
Foute, of the Chicago office of the General
I'honograph Corp. and at the same time he states
that the instrumental dance numbers are also in-
creasing in popularity. Last month seems to
have witnessed considerable of a jump in all
parts of the Okeh business, due, doubtless, to
numerous newspaper advertisements inserted in
various dailies throughout the month.

Spring and Love n'Everything

Leslie Fell, manager of R. L. Berry & Co., of
Springfield, O., is stepping off April 6 with Miss
Katherine McGarry, formerly with Lyon &
Healy and later with the Hyde Park Music
Shop, on East Fifty-third street. It all started
in a record room, or somewhere like that, and
anyhow (pardon this) Leslie Fell.

Another one to feel the call is Miss Esther
Paps, who has been with Lyon & Healy for a
long time and who for the past year has been
in charge of the retail record department. We
don't know the man's name except that his first
name is "Dick."

Tonofone Advertising Campaign

The R. C. Wade Co., manufacturer of the
Tonofone needle, has sent out an interesting let-
ter containing advance information on its Tono-

i TRANSFER NAME-PLATES I

I We make the Transfer Name - Plates and Trade-Marks for

IJ the largest talking machine manufacturers in this country and h
§ for dealers in every state.

Bji YOUR NAME. Mr. Dealer, on every machine brings the owner P

§<: back to you or records and his friends to you for a machine. K

Samples, Suggestions and Sketches Furnished Free 0

THE MEYERCORD COMPANY, CHICAGO 1

I Largest Manulacturers of DEC ALCOlMl A VIA transfer Name-Plates |

April IS, 1921

THE TALKING MACHINE WORLD

133

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 132)

foiie advertising campaign which indicates its
progressiveness. Attention is directed to the
lact that the April trade paper ads and direct-
to-dealer letters are featuring Tonofone win-
dow displays — the best sales and profit producer
yet presented. This window display is attract-
irig much attention and is sent free to dealers
who place an order for a certain amount of
Tonofone needles.

This company plans to put out another new
feature in May. It will also list in its trade
psper ads in that month all its active jobbers.
This page will be sent to every one of its deal-
ers listed (20,000) with a snappy letter urging
that orders be sent direct to the distributors
named. In this connection distriibutors are
urged to carry full stocks so that they can do
justice to themselves and to the manufacturers.
The letter closes with such cheering remarks as:
"Business is improving — people are gaining con-
fidence— Tonofone is gaining popularity and our
campaign is in full swing, gathering force as it
proceeds."

Brunswick Inventory System Popular

Officials of the Brunswick Co. report a grow-
ing tendency upon the part of Brunswick dealers
to follow the company's suggestion of the in-
stallation of a stock-envelope inventory system.
It is claimed that this system is particularly
adapted to moderate-sized and smaller shops.
The advantage lies in making it possible for the
dealer to know exactly where he stands in
reference to stocks and the proper time for re-
plenishing.

Fletcher Needle Man on Long Trip

W. R. Patten, distributor for the northern
States of the Fletcher All-Tones Needle Co., is
Planning a motor trip through his territory with
the idea of getting in immediate contact with
both dealers and machine owners in all parts of
his sectiori. Mr. Patten has worked out a re-
markable itinerary which takes him through
Ohio, Indiana, Illinois, Nebraska and Iowa. He
will also probably at a later time take in Wis-

NOW WHOLESALE DISTRIBUTORS

Records

Dealers will appreciate the superior recordings of Okeh
Records. These records are assured sellers.

We are prepared to offer quick service. Write for our
proposition.

W. W. KIMBALL CO.

Established 1857

306 So. Wabash Ave., Kimball Bldg. CHICAGO

Manufacturers of Pianos, Player-Pianos, Pipe Organs,
Phonographs and Music Rolls. Distributors Okeh Records.

cousin, Minnesota, M.ichigan and the Dakotas.
Mr. Patten has located his Chicago office on the
eighth floor at 20 East Jackson boulevard.
Consolidated T. M. Co.'s Okeh Activities
The Consolidated Talking Machine Co., 227
Washington street, Oi<eh jobber, has just added
three new men to its sales staff in order to give
enhanced service and co-operation to Okeh deal-
ers in this territory. These men are: H. D.

Schoenwald, F. B. Dunford and W. P. Ainsworth.
Mr. Schoenwald, who is well known in the local
trade, was recently associated with the sales staff
of the Melodee Music Co., and prior to that was
connected with the Columbia Graphophone Co.
He will cover northern Illinois territory and his
past experience in the trade will give him an
opportunity to offer practical service to Okeh
{C ontinucd on page 134)

THE

Sterling Reproducer

with

Edison Attachment
(Also with Victor or Columbia)

Sterling

COMBINATION
ATTACHMENT

is expressly made for giving perfect
rendition of both hill and dale and
lateral cut records —

And It Does It!

What Does a Satisfied Customer Mean to You?
Get Our Prices and a Sample Shipment

MANUFACTURERS
who are interested in a non-
infringing Tone-Arm should send
for Sample and Prices.

QUALITY, DESIGN and
FINISH — UNEQUALLED

Sterling Devices Company

534 LAKE SHORE DRIVE CHICAGO

134

THE TALKING MACHINE WORLD

April 15, 1921

THE $1.00
$1.00

Retail
Price

CUTTER— HERE IT IS

The ALTO

A better Fibre Needle Cutter for
less money

ALTO MFG. CO.

Made Entirely of High-Grade
Steel

1801-1803 Cornelia Avenue, Chicago, Illinois

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 133)

dealers. Mr. Dunford was formerly connected
with the sales ^taff of the Emerson Phonograph
Co. and the General Phonograph Corp., and he
will visit the dealers in Chicago territory. Mr.
Ainsworth has had extensive experience in the
retail business, and he will cover central Illinois
territory.

E. A. Fern, president of the Consolidated Talk-
ing Machine Co., states that the demand for
•Okeh records has increased considerably during
the past few months, and he has found it impos-
sible to' secure a sufficient stock of Mamie Smith
records to keep pace with the requirements of the
dealers. The recent visit to this city by Mamie
Smith and her band has acted as a marked stim-
ulus to the sale of her Okeh records, and the
dealers in this territory are placing large orders
for all of the new records made by this popular
and exclusive Okeh artist. Mr. Fern recently re-
turned from a visit to the East, where he spent
quite some time at the executive offices of the
General Phonograph Corp., conferring with John
Cromelin, general sales manager of the company,
and W. C. Fuhri, general sales manager of the
record division, regarding plans and policies for
the coming year. The General Phonograph
Corp. is enthusiastic regarding the splendid work
accomplished by the Consolidated Talking Ma-
cliine Co., and Mr. Fern is making plans for
an active record trade throughout 1921.

New Jewel Tone Arm Highly Praised

The Jewel Phono Parts Co. of this city, manu-
facturer of Jewel tone arms and reproducers, has
just perfected a new non-tapering tone arm which
has all of the features of the original Jewel tone
arm (formerly known as the Blood), together
with the fact that it is adjustable from seven to
nine inches. The reproducer turns and plays Edi-
son records in the hill and dale position, and is

sold with or without the popular Jewel mute.

The new tone arm has been highly praised by
manufacturers who have visited Chicago during
the past few weeks. They have commented upon
its light touch, which is accomplished by a very
simple spring tension that is entirely outside of
the tone chamber and thereby eliminates any
obstruction from the reproducer "to the throat of
the amplifier. This tone arm is now being deliv-
ered to the trade and from all indications it will
have a great vogue.

A. B. Cornell, sales manager of the company,
returned recently from a business trip, which
included a visit to Grand Rapids and several other
important trade centers. Mr. Cornell states that
while conditions in the Grand Rapids district are
below normal there is a feeling among the manu-
facturers that very shortly there will be a marked
improvement in the business situation, and there
is an indication on the part of the manufacturers
to place substantial orders for equipment. Quite
a number of the manufacturers are taking advan-
tage of the lull in business to revise their selling
policies so that they will be on a far more sub-
stantial basis during 1921 than they have been in
the past.

Wiswell on a Trip

L. C. Wiswell, manager of the talking machine
department of Lyon & Healy, is on a trip that
will take him as far West as St. Louis and from
there to Boston to attend the national jobbers
meetings. He will be back about the middle of
the month.

The Six Best Record Sellers

The Wabash avenue store of the Starr Piano
Co. reports that the six best sellers for the
month on the Starr catalog have been: "Make Be-
lieve" and "Answer"; "Underneath the Dixie
Moon" and "Molly"; "Happiness" and "Love

Something New
IVr/te /b/'EJECTOR"BulIetin
Just off the Press

MAKE EVERY DAY
A PERFECT DRYING DAY

DRYING SYSTEMSjnc.MI-IT^So.Desplaines-St.Chicago

U5E.RS OF OUR DRYERS PROTECTED BY GROSVENOR PROCESS PATENT U86.477.

Bird"; "Learning" and "O-hi-O"; "Blue Jeans"
and "I'm Going to Do It if I Like It"; "Do You
Ever Think of Me?" and "Arabia."

The six best Edison sellers are reported as:
"Kashmiri Song" and "Pale Moon"; "Deep in
Your Eyes" and "Half Moon"; "Wond'ring" and
"When I Found You"; "Pickaninny Rose" and
"Bells of St. Mary's"; "Grieving for You" and
"Rose"; "Annie, My Own," and "Toodles."

The six best sellers in the Okeh library are
reported to be: "My Mammy" and "Sweet
Mamma"; "Underneath the Dixie Moon" and
"Jungo Land"; "St. Louis Blues" and "Spread!
Yo' Stuff"; "In Madagascar Land" and "Arabia";
"Over the Hill" and "Playmates"; "Scandal"
and "She Walks in Her Husband's Sleep."

The six best sellers on the April list of the
Victor catalog are: "Hungarian Rhapsody, No.
2"; "Serenade"; "Home Again Blues" and
"Crazy Blues"; "Bright Eyes" and "Love Bird";
"My Mammy" and "Underneath Hawaiian
Skies"; "Humming" and "My Mammy."

The six best Columbia sellers are: "My
Mammy" and "Do You Ever Think of Me?";
"Bright Eyes" and "Love Bird"; "Humming"
and "Now and Then"; "Rose" and "Timbuctoo";
"My Last Dollar" and "I Am Going to Quit

Magnifies Bound 50 Times
ACME SOUND AMPLIFIER

Enables the repairman to lonate tlie precise ^
point of origin of unnecessary noise in the motor P]*ice
without loss of time or useless disorganization of * ITZ*
the mechanism which results from guessing or S2»50^
tile sense of hearing alone. *r •

MAKES EVERY MOVING PART IMMEDIATELY
ACCESSIBLE

"Guesswork Won't Do"

The ACME allows a test with the
drag of the needle throughout the
length of the record.

$6.00

The

Acme Speed Indicator

— is precision made.
— clears the tone arm.
— locates motor

troubles,
-^registers 78 and 80
"The repairman's jlethoscope." revolutions.
Made by

Acme Engineering & Mfg. Co.

355 Union Park Court CHICAGO

Edison Diamond
Amberolas-Plus Service

You know the quality of Edi-
son instruments. Until you
have placed a trial order with
us, you are unfamiliar with
SERVICE.

A TRIAL CONVINCES

Onr Serrice Covert the Coantry

William H. Lyons

Formerly Ja». I. Lyona

17 W. Lake St, Chicago

April 15, 1921

THE TALKING MACHINE WORLD

135

CONVENIENT

CO
H

MECHANICALLY RIGHT

This MACHINE
SHARPENS FIBRE NEEDLES

WITHOUT
REMOVING THEM from the
TONE ARM

Jobbers
Handle the LIDSEEN
FIBRE NEEDLE CUTTER

and you will be up to the minute.
You can recommend this cutter.

Ask me

LIDSEEN

850-860 So. Central Ave. CHICAGO, ILL.

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 134)

Saturday"; "All She Could Say Was Umh Hum"
and "In Napoli."

Upholds the Grosvenor Process
Drying Systems, Inc., designers and manufac-
turers of drying equipment, have called the at-
tention of the trade to an interesting decision
handed down recently by Judge Carpenter, of
the District Court of Illinois, in a suit brought
by the Wenborne-Karpen Dryer Co. vs. the Rock-
ford Bookcase Co., of Rockford, 111. The Wen-
borne-Karpen Dryer Co. is a patent-selling con-
cern and Drying Systems, Inc., together writh an
Eastern company, are the sole Hcensees for this
system.

In this decision Judge Carpenter upheld the
Grosvenor Process Patent, No. 1186477, hold-
ing the patent to be valid and rendering a de-
cision in favor of the Wenborne-Karpen Dryer
Co. This decision is of considerable interest to
the trade because of the extensive use of the in-
vention and the fact that it upholds the claims
of the Wenborne-Karpen Dryer Co. in connection
With the use of humidity in the control of drying
of varnish and other siccative coatings.

Lyon & Healy Concerts to Boost Records
The talking machine department of Lyon &
Healy is arranging for additional and larger
concerts, including the use of excellent or-
chestras, with the idea of creating added inter-
est in Victor records. Some of the best talent
in the country is to be secured for this enlarged
work and it is believed that the results will be
entirely commensurate with the trouble and
expense. Although plans are not yet com-
pleted, it is expected that an orchestra will be
used in co-operation with the Victrola. For
instance, it is likely that many selections will
be presented first by the orchestra and then by
the Victrola, and many other ideas of the same
sort will very likely be carried out, all of which
are interesting.

Conference Benefits Reincke-Ellis
, The Reincke-Ellis Co. is one of the firms that
derived material as well as moral benefit from
the Victor Educational Conference, held at the
Congress Hotel this month. The company had
a' . large display in rooms 1170 and 1172. As
these rooms were right next to the Florentine
room, where the conference was held, they were
visited in large numbers by Victor dealers, v/ho
t^ok advantage of the opportunity to inspect
the various display racks and the promotional
literature as well as the other Victor helps
which the company provides. The company was

represented by J. J. Rockwell, T. f. Lewis, A.
Koster and J. R. Ellis."

Music Conventions a Drawing Card

One of the biggest drawing cards Chicago has
ever offered to out-of-town talking machine
dealers for some time are the conventions of the
music industries to be held here May 9, 10, 11
and 12. Local manufacturers and jobbers re-
port that a very large number of dealers have
signified their intention to be present.

The National Association of Music Merchants
will hold morning and afternoon sessions on
the 10th and a morning session on the 9th. On
the evening of the 12th it will hold its annual
banquet.

The conventions are to be held this year at
the Drake Hotel, at Michigan avenue and Lak^
Shore drive. There is to be no music show, but
many exhibits are planned.

Dan Creed Visits Chicago

Dan Creed, vice-president of the New York
and Chicago Talking Machine companies, was
in Chicago early in April for the first time in

two months. He brought with him his usual
optimism for the future and his customary plans
for the further advancement of the Victor.
Two New Kimball Console Phonograph Models

The W. W. Kimball Co., of this city, has re-
cently produced two brand new console models
of the Kimball phonographs. One is known as
style "M" and the other as style "R." Both are
very handsome in design and finish and are
characteristic of the quality standards main-
tained by this prominent manufacturer.

New "Pick-up" Needle Cup

Ben Hutches, of the Hutches Engineering
Association, is placing upon the market the new
"Pick-up" needle cup. The device consists of
a needle cup and arm which dips down into
the cup itself and picks up — one at a time —
phonograph needles. This is accomplished by
having a magnetic contact point, the magnetic
qualities of which are said to last for years.
The little device has many excellent points and
inquiries about it have been so many that Mr.
{Continued on page 137)

Gives Smoother Running, Silent Operation
Plays 6 to 8 10-inch Records Without Rewinding

The same fundamental principles and the same insistent demand that caused the evolu-
tion of the modern 4- and 6-cylinder automobile have led to the production of this
wonderful improvement in phonograph motors — namely, greater capacity, smoother
running, better balance and silent operation. We have doubled the playing capacity
and greatly improved playing qualities without complicating service or materially
increasing price.

We now have three factories devoted to the manufacture of phonograph motors — one
organization produces all the components from the raw materials to the finished motor.

For those who desire to use 2- and 3-spring motors we will continue to manufacture

The Old Reliable "KRASCO"

The two sizes of the 4-spring motors are interchangeable with each other and with the
two sizes of "KRASCO" motors. Cabinets may be milled and bored alike for all. E.x-
posed parts and accessories furnished in either nickel or gold finish, with green felt or
velvet of various colors on the turntables.

We have unparalleled facilities for the production of phonograph motors of
highest quality in any quantity at the right price. Confer with us on your
requirements.

CASEY HUDSON CO.

361 E. Ohio St. CHICAGO Factories, 361 and 451 E. Ohio St.

* KRASCO" 2 and 3 cylinder

i Casey Hudson "4 Cylinder" Motor f

E()-«^(>'«i^O'^B»'(>'^»(>^»(>'^»()'«»()'^»()'^»()'«^»()'«a»()-^W'()'^»()'^M-()'«M-()-«^().^j

136

THE TALKING MACHINE WORLD

April 15, 1921

FOR ANY

Talking Machine or Phonograph

Place a Fonolier near the
turntable and by turning the
button it will illuminate the-

. RECORD
and

REPRODUCER

No screws or tacks to mar
the woodwork.

"KEEP A FONOLIER
ON YOUR
PHONOGRAPH"

PAT. PEND.

The Only Portable Phonograph Light
SIMPLE, EFFICIENT, ATTRACTIVE AND A SELF SELLER

RETAIL
PRICE
COMPLETE

Regular Trade Discount. Six (6) Fonoliers Are Packed to a Carton

for the Dealer

Order a Carton From Your Wholesale Distributor

OR WRITE US GIVING HIS NAME
Extra Batteries Retail .75 each

We Sell Through Wholesale Distributors Only

Batteries Guaranteed Against Shelf Depreciation for Six Months

Manufactured by Fonolier Division

STUART PRODUCTS CORPORATION, Chicago, Illinois

SOLE SALES AGENT

W. A. CARTER

56 and 58 East Randolph Street Chicago, Illinois

NOTE— Send All Inquiries to W. A. Carter

April 15, 1921

THE TALKING MACHINE WORLD

137

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 135)

Hutches is now laying plans for a big output
at the factory at 451 East Ohio street. -
Brunswickers Have a Party

The Brunswick Social Club, which is an or-
ganization of the leading lights in the Bruns-
wick wholesale offices, gave a party at the Hotel
LaSalle on the evening of March 31. Vaude-
ville occupied the early part of the evening,
and after some eiglit vaudeville features were
over the Brunswick clan danced to a live-wire
orchestra. The affair was held in the Louis
XVI room on the top floor.

MacNamara in Town

W. J. MacNamara, president of the Empire
Phonoparts Co., landed in town from Cleveland
this week. He reported that business was
slowly but steadily improving-, and expressed
the opinion that the improvement was starting
in the East and slowly passing through to the
West, just as the original boom and following
depression acted.

James F. Boyer Here

James F. Boyer, who is sales manager of C.
G. Conn Co., large manufacturer of band in-
struments, and incidentally of the Boyer Music
Co., of Elkhart, Ind., was in Chicago early in
the month. Mr. Boyer has one of the finest
talking machine stores in the State of Indiana.
Galli-Curci Plans Last Recital

The last recital in which Galli-Curci will be
heard for this season in Chicago will be held at
the Auditorium, May 8. A number of Victor
dealers are making plans to capitalize this ap-
pearance and to once more impress upon the
Chicago music-loving public the fact that the
Victor brings this artist of the age into every
home at any time.

Open Phonograph Supply Department

Henry Paulson & Co., wholesale dealers in
jewelers' supplies and optical goods, are expect-
ing, to open a special department devoted to
carrying stocks of all makes of talking machine
motors, turntables, tone arms, mainsprings,
reproducers and other parts and accessories.

The concern has received, in the course of its
large wholesale jewelry business, so many in-
quiries for phonograph parts that it has been
deemed advisable to institute a regular depart-
ment to handle this class of business.

Talking Machine Artists for Convention
John McKenna, manager of the local branch
of the Columbia Graphophone Co., is chairman
of a special committee featuring music and
musicians at the Music Industries Convention,
to be held at the Drake Hotel May 9 to 12, in-
clusive. Mr. McKenna, together with other
members of the committee, is working hard upon
the project and has secured a number of artists
Vvho make records for the various companies.
It is now assured that during every one of the
four days of the convention there will be a noon
vaudeville at the Drake, consisting of four or
five of the best acts or artists procurable any-
where. Most of these will come from theatrical
companies playing in Chicago at the present
time.

There is also to be "Community Singing," or,
more correctly, "Convention Singing," and it is
expected that the exclusive halls of the Drake
will resound and that there will actually be
"music in the air."

The sessions of the convention will be opened
with singing by one of the best artists pres-
ent at the convention. Tentative engagements
have been made for Leopold Godowsky, Cham-
lee, the Metropolitan star, and in the more
"popular" division the Art Hickman Orchestra
and the Isham Jones Orchestra.

Mayor Wozencraft, who has given to the city
oi Dallas, Tex., so much municipal aid in the
furtherance of its musical festivals, will be one
of the speakers.

The bancmet to be given by the National Music
Merchants on the evening of the 11th will be
graced by many of the stars of the operatic and
theatrical world, including Mary Garden herself.
The Chicago daily newspapers are also going
to lend their support to the affair, so that

altogether it insures a good attendance upon the
part of retail merchants.

In discussing the arrangements M. J. Ken-
nedy, president of the Chicago Piano Club, said:

"There certainly will be music in the air dur-
ing the week of May 9. We hope to impress
upon everybody that a musical instrument in
the household is as essential as an icebox or a
kitchen range. No home reaches the full meas-
ure of happiness without a musical instrument.
It may be old stuff, but it is true that 'music
hath charms to soothe the savage breast.' I
feel that music is essential to the proper round-
ing out of the present unsettled political and
economic conditions. It puts everyone in the
right frame of mind; it minimizes gloom and
worry in addition to polishing up the possibili-
ties of accomplishment. A few strains of music
often have ended a family fracas. Harniony is
brought about b)' harmony and we believe that
when everybody becomes interested in music the
spirit of unrest will be reduced to a minimum.
This is a business convention, but we are con-
vinced that we have -a mission that is just as
important as any other piece of constructive
work to get the people of this country in the
right frame of mind. Music in the home will
bring about contentment and that means the
end of unrest."

War News in the Trade

Despite all the efforts of the League of Na-
tions war continues to be one of the curses of
civilization. There are wars in all parts of
Europe and we have one right here now in the
plionograph trade of Chicago.

Out on the Northwest Side there are a couple
of dealers who have put on a battle in which all
the weapons of the modern offensive are brought
into play, especially poison gas.

On one side of the street there is a dealer in
X machines. On the other side there is a dealer
who handles the Z line. About two months
ago they started picking on each other over
{Continued on page 138)

Each Needle ATI TOi^¥\TT THE TEN

Plays 10 Records I V LJ 1 KJi 11 i TIME NEEDLES

THE HIGHEST QUALITY AMERICAN NEEDLES MApE

NUPOINT Needles are American made, of specially tempered steel — patented per-
manent gold finish treatment that guarantees every one will play 10 records. The}-
are backed by progressive seUing methods, and live, wide awake, snappy trade buihl-
ing jobber and dealer co-operation.

Money-Back Guarantee

NUPOINTS are sold on a bona fide MONEY-BACK GUARANTEE. No "its"
or "biits." If you are not satisfied with the quality or value, back comes yoin- money.
That ofifer stands back of jobber, dealer and customer alike.

Mr. Jobber.

Here Is the Ideal Dealer Outfit

Dealer's
Price

Metal Display Stand

f-«f^rif^ .\ beautiful display stand in colors,
rKtt holding 100 boxes of NUPOINTS,
* Free with trial outfit. This makes

a practical silent salesman for the dealer's counter.

NUPOINTS ARE ATTRACTIVELY PACKED

,^() needles to the liox
(100 boxes to the Carton)
llandsonic Metal display stand free
Imcc sample envelopes of NUPOINTS furnished dealers
to he di.vtrihuted to their customers.
Winilow strips, display canis ami iMivflnpi' cncldsures— FRHK

JOBBERS— Write or Wire for Samples and
Attractive Proposition

Retail
Value

NUPOINT MFG. CO.

59-61 EAST
VAN BUREN ST.

CHICAGO

138

THE TALKING MACHINE WORLD

April 15, 1921

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 137)

I Period Designs |

I like highest grade |
I Furniture |

I Produced hy |

I aJumUure {xmipamj |

some little thing and since that time the war has
assumed big proportions, to the delight of all
the neighborhood. The X dealer advertises in
big, glaring type that he gives a Z record with
every 25-cent accessory, or he will give three Z
records with every $1 sale. The Z dealer comes
back with a lot of canvas signs which proclaim
in lurid colors that he sells the X machine at
25 per cent off.

To make things worse he dresses his store all
up in electric lights and has a big force working
nights. Mr. X thereupon launches a counter-
offensive consisting of a raucous-voiced sound
amplifier which directs its blare directly
across the street, so that no one can see one
side -of the argument without hearing the other.

The result of it all has been that people in
tlic neighborhood have been highly delighted.
The result of the advertising has been that both
have been doing a big business — at least so far
as volume is concerned.

As for profits — well, war is a wasteful insti-
tution and The Talking Machine World does
not recommend this method of merchandising.

In Repair Business
■ The Wartell Phonograph Co., located at 170
West Madison street, has entered the phono-
graph repair business and now has a fully equip-
ped department well under waj-. The demand
for repairs of different talking machines has
considerabl}' increased in volume during the past
year or so and the concern believes that it will
develop into an important part of its busi-
ness. The Wartell Phonograph Co. manufac-
tures a line of talking machines and jobbing ac-
cessories. It is an agent for the Gennett rec-
ord arid the Nupoint needle.

Advertises Vocalion Record

The Aeolian Co. has been running somewhat
of an advertising campaign in Chicago news-
papers on its new Vocalion Red record, which
is priced at 85 cents, and reports an excellent
demand has been created for its dealers in
this locality. The Graduola tone-control fea-
ture of the Vocalion has, also been advertised
effectively in Chicago. H. B. Levy, Western
representative, with headquarters in Chicago, re-
cently made a tour of Vocalion jobbers and
Aeolian branches. Gordon Laughead, who co-
operates with Mr. Lev3^ in pushing the Vocalion
in local territory, reports the firm of Bissell-
Weisert experiencing marked success in the sale
of period-ti^pe Vocations.

Miss McGeary Retires

Miss Agnes McGeary, who is one of the best-
known young women connected with the talk-
ing machine-industry, has left the forces of the
Chicago Talking Machine Co. She was with
. the organization for some years, and is per-
sonally acquainted with hundreds of Victor
dealers in various parts of the Middle West.
Miss McGeary has not announced her plans for
the future.

Pageant of Progress Exposition

The Pageant of Progress Exposition, which is

EXCELSIOR PADS

The most satisfactory packing ma-
terial for packing phonographs for
shipment. Used to advantage by the
largest manufacturers. Send for
prices and samples.

H. W. SELLE & COMPANY

Manufacturers
1000-1016 N. Halsted St., Chicago, 111.

to be held July 30 to August 14 on the Municipal
Pier, is attracting considerable attention on the
part of various industries in the city. Furni-
ture people have contracted for space amount-
ing to one-sixteenth of all available for ex-
hibits and intend going after the thing in a big
v/ay. So far we have not heard of any phono-
graph houses planning to exhibit, but cannot see
why the exposition would not offer an excellent
opportunity to push musical instruments.
Orchestra Records Selling

J. Capp, of the local offices of the Columbia
Co., reports that sales of records, of the Chicago
Symphony Orchestra quadrupled over the past
season. This is to be expected, as the reputa-
tion of Chicago's matchless Symphony Orches-
tra is international.

Other of the Columbia recordings which are
selling well are those of Miss Hulda Lashanska.
Miss Lashanska has appeared as concert soloist
with the Chicago Symphony Orchestra fre-
quently in tlie past month.

John McKenna, manager of the Chicago Co-
lumbia branch, reports that the record business
is picking up very rapidly, partially due to the
fact that Blue Label records are now uniformly
priced at 85 cents.

Columbia Visitors

One of the Columbia visitors in Chicago in
the past month was E. N. Burns, vice-president,
who was on his way to New York from San
Francisco.

Robert E. Porter, field sales manager, was in
Chicago in the course of a tour of the branches.

Samuel Lemberg, who is a special representa-
tive of the general sales department, was in the
city, as was W. H. Lawton, manager of the Buf-
falo branch of the Columbia Co.

Orders Indicate Trend of Trade

In a recent chat with R. W. McArthur, sales
and advertising manager of Barnhardt Bros. &
Spindler, he stated that his company had re-
ceived during the past four weeks a larger
number of orders than they had ever before
received at this season of the year. While the
orders have not averaged up to those received
during the so-called abnormal period, still they
indicate that there are a large number of
manufacturers who are busy and who appre-
ciate the merits of the products of his house.

New! New!

APEX Fibre Needle Cutter

Cuts with the grain to the point.
Makes the use of fibre needles as cheap as steel.
No variation in angle or size of cut.
Does nof crush the shell.

Small Size — Simple Construction
For sale through jobbers and dealers.
Retail Price $L50
Manufactured by

W. H. WADE^'*^* '^cHi^AGo^^^""^

New!

Patented Nov. 2. 1920

* Cut

* illce so thin

* that 3t chips
can be mad

^ a n d M records
• I played with one
.J fibre needle.

April 15, 1921

THE TALKING MACHINE WORLD

139

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 138)

"SAY IT WITH MUSIC"

Brunswick Co. Inaugurates Great Plan in Honor
of "Mothers' Day" — Weds Music and Moth-
erhood in a Beautiful Sentiment

Chicago, III., April 7. — To-day sees initiated a
campaign by Brunswick dealers which for nov-
elty and ingenious appeal is quite unique. In
fact, it promises to develop one of the biggest
ideas the talking machine industry has yet
brought forth.

This campaign is being based on the rapidly

Order From This Ad.
Nupoint Ass't
100 Pkgs. Assorted
Dealer's Price S7.00
Retail Value $15.00

FREE!!
Display Stand and
Sample Packages
With Each Order

PHONOGRAPH SURGERY

LET US CO-OPERATE WITH YOU

We Operate the Largest and Most Up-to-date Equipped
Phonograph Repair Shop in the West

Phonograph

Motors
Tone Arms
Records
Hardware
Needles and
Repair Parts
All Makes

Loud — Extra Loud
Medium
50 Needles, 15 Cents

MAIN OFFICE

1867 Milwaukee Avenue

Have You a Phonograph Repair Agency?
Send for our Caiclo$ and Particulars. It Tells You What We Can Do for You

The Co-Operative Manufacturing Company

ALL PHONES, HUMBOLDT 3345

CHICAGO

SALES OFFICE & SHOWROOM

687 Milwaukee Avenue

One of the "Mothers' Day" Delivery Envelopes

growing custom among Americans of honoring
mothers on the second Sunday in May of each
year, when it has been quite popular to wear
upon that day a flower as a symbol of love and
devotion to the maternal parent.

It has been conceived that devotion to one's
irother can be very beautifully expressed by the
presentation of a talking machine or records.

In fact, the slogan is to be "Say It With Music,"
as well as "Say It With Flowers."

The Brunswick Co. has developed a complete
campaign, which includes provision for the
organization by Brunswick dealers of Mothers'
Day Clubs. These clubs will provide for the
delivery of Brunswicks on the morning of May
8, "Mothers' Day," and thus start "mother's
heart singing." With the delivery of the ma-
chine will come an inscribed gift card, especially
designed for the day, with ten double-face
records, in a "Mothers' Day" envelope, bearing,
in four beautiful colors, a representation of a
mother and babe, sy_mbolizing the ineffable
beauty of motherhood.

The advertising work has started off in full
swing and is conducted upon a co-operative
basis between the parent company and Bruns-
wick dealers. It lays special stress upon the
element of secrecy and the necessity for the
family to conspire together to make mother's
surprise complete.

The Brunswick Co.'s preparations for support-
ing this typically Brunswick idea have been very
thorough. A large assortment of advertising
lay-outs is provided, in regular series designed
to foster the idea of the campaign so as to reach
its culmination in time for the actual work ot
closing sales and preparing deliveries. The

Brunswick model 112 is particularly featured as
the most appropriate style for a "Mothers' Day"
gift.

It is also expected that the idea of keeping
"mother's heart singing" will involve the pur-
chase, on each succeeding "Mothers' Day," of
new records, etc.

SOME "REASON WHY" ADVERTISING

A writer in a recent issue of Printers' Ink,
in calling attention to the fact that the public
demands plausible arguments to influence them
to buy advertised goods, and that advertising
writers have recognized that demand by return-
ing to the "reason why" form of publicity, refers
to the presentation by the Sonora Phonograph
Co. of "Fourteen Decisive Reasons Why Your
Choice Should Be a Sonora." The reasons are
presented in the form of a window poster for
the use of dealers, the poster measuring twenty-
two by twenty-eight inches, being lithographed
in four colors.

BUYS HALF INTEREST

Ralph Lohr has purchased the half interest of
his former partner. Miles Bristol, in the Victrola
Shop, Muscatine, la., and is now sole proprietor.

Efficiency — Simpiicity— Attractiveness-
Economy— Safety

These are the features embodied in the new Blood
non-inf ringing tone arm, all of which you require at
this time to sell your machines.

We can fill your order promptly with mica or Blood
diaphragms.

BLOOD & KLOER

400-12 West Erie Street Cliicago, lU.

140

THE TALKING MACHINE WORLD

April 15, 1921

PHONOGRAPH REPAIRING

We Are Manufacturers
of the Famous
WATROLA
PHONOGRAPH
Seven Models

Ask for Special Prices
to Dealers

We Can Repair Any and All Makes of Phono-
graphs. We Have Parts for All Motors, Tone-Arms,
Etc. Prices Very Reasonable. Send Us Your
Repairs at Once. Quick Service.

WARTELL PHONOGRAPH CO.

178 W. RANDOLPH ST. CHICAGO, ILL.

WE SELL THE
GEl^NETT RECORDS
NUPOINT NEEDLES
CABINETS, MOTORS
and TONE ARMS

FROM OUR CHICAGO HEADQUARTERS^ — (Continued from page 139)

FUNDAMENTAL CONDITIONS SOUND, SAYS C. G. STEGER

President of Steger & Sons Piano Mfg. Co. Tells of Possibilities Awaiting the Talking Machine
Dealer Who Will Systematically Work for Sales- — Some Cheering Agricultural Statistics

Chicago^ III.^ April 8. — C. G. Steger, president
of Steger & Sons Piano Mfg. Co., has been dig-
ging beneath the surface a bit and has been
studj'ing some current statistics with a view
to their bearing on future trade. His conclu-
sions are remarkabl}'- significant and show con-
clusively that the farmer, who is one of the
largest buskers of musical instruments, while con-
servative at the present time, has great buying
power, which he can be caused to exercise
by the persistent work of those who have goods
to sell that he needs or wants. Proceeding in
his argument, Mr. Steger indulges in some per-
tinent epigrams on the sales needs of the pres-
ent and how they can be met. Mr. Steger writes:

"Salesmen in the music industries who inves-
tigate conditions will come to the conclusion
that there are going to be many sales of pianos,
plaj-er-pianos and phonographs made during the
coming year — because there are many potential
buyers who-have plentjr of money — and the real
business getters are going to close those sales.

"The National Tractor Show, recently con-
cluded at Columbus, O., proved to be the most
successful exhibition in the histor}' of the trac-
tor industry. The attendance of farmers was
particularly noteworthy. The}- were easily dis-
tinguishable because the management supplied
all the farmers at the registration desk with a
distinctive button that set them apart from ordi-
nary mortals.

"An encouraging feature of the show was
the unusual interest displaj-ed in tractor mechan-
ism by the farmer. For the first time, per-
haps, on an occasion of this kind he was keen
to get all the information possible about motors,
magnetos, transmissions, etc.

"The farmer is not broke. Gossip has libeled
him. He has plenty of money, but perhaps is a
little more reluctant than the ordinar}' individ-
ual to spend or invest at the present time. If
there is a 'buyers' strike' on the farmer ma>-
have joined it, but one of these days, with the
readjustment period practically over, the farmer
and ever3rbody else is going to buy, and when
the pendulum swings the other way it will go
about as far across as it has been on the other
side. Such is human nature, and things that
have happened usually happen again.

"Here are some facts worthy of the optimist's
attention in this connection: Deduct the $5,000.-
000.000 that the farmers have to take as an in-
ventory loss on the value of crops and farm
animals for 1920 and you have the stupendous
sum of $19,856,000,000 as the actual value of
their products. Only two years in the history
of agricultural America exceeded this figure —
1919 and 1918. With the new appraisal on 1920
production the actual value is $500,000,000 in
excess of 1917 and over a billion dollars in ex-
cess of the 1916 figures. Run your eye down the
column of statistics year by year and you will
find that in 1910 the total value of crops and
animal products approximated $13,000,000,000, or
practically $7,00(5,000,000 less than final figures
for 1920.

"With such returns as the foregoing, it is im-
possible to picture the biggest business in

America — that is, the business of agriculture — to
be in the sorry plight described by some. True,
some farmers lost money. Some farmers have
always lost money and others never will make
any, but the preponderant percentage of farm-
ers make money and have money. The fore-
going figures are based on data supplied by the
United States Department of Agriculture.

"Here's another picture to contemplate in your
mind's ej-e: The combined value of crops and
animal products raised on the farms of the na-
tion for the last six years (1915 to 1920, inclu-
sive) reached the huge total of $110,830,000,000.
Contrast that total with the record of the pre-
vious six years (1909 to 1914, inclusive) whi:h
was $55,502,000,000. In other words, the record
for the . past six years has practically doubled
that of the preceding six' years.

"Here's another truth in connection with the
farmer that^ should be borne in mind — though
farm values in manj- sections of the country have
reached an unwarranted inflation, a conservative
estimate of the increased value of agricultural
land, 1920 as against 1916, reaches a sum in
excess of the total bonded war debt of the
United States.

"Our business has to do with the farmer. Let
us go out ifter him harder than ever. The re-
sistance may be greater, but persistence will win.
Isn't one of the troubles with most of us that
we spend too much time sitting around thinking
about how hard it is for us to make a living at
our particular job? Don't too many of us spend
too much time thinking up a good alibi for not

doing better than we do?
to indulge in self-pit}'?

we too prone

LAKESIDE PHONOGRAPH PRODUCTS

ELECTRIC MOTORS
FOR ANY CURRENT

iVlANUFACTURERS OF
THE

ELECTRO-PHONE

Electrically Driven
Phonographs

The

F & L AUTOMATIC STOP

For Both Electric
and Spring Motors

Distributors of

LYRIC
RECORDS

SINGLE MOTOR
$19.50

Can Be Installed in
Any Machine

Special Prices in Quantities

I-HANP AUTOMATIC COVER

SUPPORTS.
BALL TIP BUTT HINGES.

Lateral Cut
Prompt Service
Latest Hits

COMPLETE LINE OF MOTORS. TONE ARMS. ACCESSORIES
SEND FOR BULLETINS

LAKESIDE SUPPLY CO.

416 SO. DEARBORN ST.

CHICAGO

PHONE HARRISON 3840

April 15, 1921

THE TALKING MACHINE WORLD

141

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 140)

"If we are engaged in the selling of any-
thing isn't it better for us to be always trying
to sell our goods, even when we know that con-
ditions are against us, rather than to spend
too much time telling our friend or neighbor
or our banker how bad conditions are in our
particular line? If we keep on trying we shall
at least keep close to general conditions and
shall know of our own knowledge what these
conditions really are.

"A piano salesman — a go-getter — who made a
fine record in the month of February, 1920, and
beat it by a wide margin in February, 1921 —
said he did not consider the results particularly
remarkable. He just worked jeal hard."

UNIQUE ELECTRIC AUTOMATIC STOP

Sterling Devices Co. Placing Product on Market
Which Will Interest Trade

Chicago, III., April 6. — The Sterling Devices Co.,
of 534 Lake Shore Drive, of this city, is just
placing upon the market what is perhaps the
most unique electric automatic stop that has
ever been presented to the trade. The device
was designed by W, O. Meissner, of the Sterling
forces, who has been working upon this new
Sterling product for many months past.

The stop consists of an electric attachment in
combination with a record-flashing lamp and is
so constructed that a small brush which travels
in the grooves immediately preceding the needle
remains in the last grooves until the reproducer
travels over to meet it and thus causes an elec-
tric contact which results in stopping the ma-
chine when the record is completely played. It
is a self-contained unit, requires no wiring and
can be played on any standard make of machine.
The brush also serves to clean the record in
advance of the needle point and is very efficient
ill this respect.

The entire device is so simple and withal
so effective that it is difficult in a limited space
to give an idea of its many merits. Long or
short records may be played with no attention
or adjustment other than the setting of the
needle in the usuial way. Factory facilities are
now being arranged to manufacture this device
on a ibig scale and a large defnand is antici-
pated for it.

RECORDS MADEJN KANSAS CITY

E. N. Burns Supervises Making of Records by
Coon-Sanders Orchestra

Kansas City, Mo., April 4. — Local Columbia
dealers were keenly interested in a recent visit
to this city by E. N. Burns, vice-president of
the Columbia Graphophone Co., and Albert
Hausmann, of the Columbia recording labora-
tory, who visited Kansas City for the purpose
of making a series of records _by the Coon-
Sanders Orchestra, a local dance orchestra play-
ing at the Plantation Grill in the Hotel Muehle-

You Don't Have to Tune This Motoi

If you have to tune a motor when
it reaches you, someone will have to
tune it after it leaves you.

If it didn't stand shipping shock
once, it won't stand it again.

This motor is silent — self-lubricated
and enclosed.

It will end vour motor difficulties.

It is being- adopted by more and
more of the better phonograph
makers, and they are delighted.

Absolutely uniform speed, and per-
formance.

Write us for further information —
prices, etc.

United Manufacturing and Distributing Company

536 Lake Shore Drive

CHICAGO

bach. These records will be shortly issued by
the Columbia Co., and as they are the first rec-
ords that were ever produced in Kansas City
many Columbia dealers took advantage of the
opportunity to view for the first time the in-
tricacies of laboratory work.

Two of the numbers recorded under the super-
vision of Mr. Burns were written by Joseph A.
Sanders, assistant director of the Coon-Sanders
Orchestra, and Carlton A. Coon directed the
orchestra in the rendition of the selections. The
records were produced at the Columbia whole-
sale branch at 2006 Wyandotte street.

Following the making of the Coon-Sanders
records, Mrs. N. A. Taylor, wife of Allen Tay-
lor, of the John Taylor Dry Goods Co., of Kan-
sas City, sang for a personal record which she
is planning to present to her friends. Powell
Weaver, well-known Kansas City organist, ac-
companied her on the piano.

Subsequent to. the completion of the records,
E. A. McMurtry, manager of the Kansas City
branch of the Columbia Co., invited the dealers
and the members of their staffs to attend a
meeting at the Columbia branch in order that
they might inspect the new warerooms and of-
fices and the Model Shop, which was recently
installed. During the course of the evening Mr.
Burns gave an interesting talk on the recording
of Columbia records, which was enthusiastically
received by those present.

TO EXHIBIT THE REMINGTON LINE

Display of Phonographs and Olympic Records
in Chicago During Convention

The Remington Phonograph Corp., New York
City, will exhibit the Remington line in a special
suite in the Drake Hotel during the music con-
vention in Chicago. The Olympic records will
also be displayed and demonstrated. This ex-
hibit will be under the personal management
of Sales Manager E. H. Holmes, assisted by a
corps of workers.

Vice-president James S. Holmes also will be
on hand'during the convention week, as well as
Clififord R. Ely, Western sales manager.

Everett H. Holmes is also treasurer of the
Olympic Disc Record Corp. and has charge
of the sales of Olympic records. For eight
years he was a "dyed in the wool" piano man
in wholesale capacity, and is still a member of
the National Piano Travelers' Association. Mr.
Holmes states that he looks forward with pleas-
ure to meeting his many friends in Chicago.

Mr. Holmes reports a good demand for the
Remington products and gives particular credit
to the numerous wholesale representatives of the
corporation for their entirely satisfactory ef-
forts. Dealers write, he says, that they find
the Remington phonograph and Olympic rec-
ords an excellent combination.

Pick Up One Needle at a Time!

THE BEN HUTCHES

"PICK-UP" NEEDLE CUP

Is Adapted to All Makes of Cabinets

DEALERS: Send for prices.

MANUFACTURERS should equip their machines with this attractive feature.
JOBBERS* applications now being received.

HUTCHES ENGINEERING ASSN.

4S1 East Ohio Street, CHICAGO

142

THE TALKING MACHINE WORLD

April 15, 1921

Uhe^Dance Sensation of America

mmms

You c&z?'/ yo W/^o/fy I
a/ry ^'^^ sorn^.[

THE JOBBER WHO HELPS THE RETAILER HELPS HIMSELF

A Very Timely and Interesting Topic Discuss d by J. J. Rockwell, Who Points Out That the
Jobber's Business Is Built on the Retailer's Success

J. J. Rockwell, of the Reincke-Ellis Co., Chi-
cago, is responsible for some interesting reading
~ matter in Profitable Merchandising, a house
organ published by the Shotwell Mfg. Co., of
that city. Although devoted to foodstuffs there
are several arguments presented that might well
apply to the talking machine trade. One par-
ticularly, ■"\\'hen the Jobber Helps the Retailer
He Helps Himself." is of unusual interest and
value. The point is made that the jobber's busi-
ness is built on the retailer's success and that
by helping his dealers to be better business men
the jobber strengthens his own position. In
the course of the article Mr. Rockwell saj-s:

No student of business can fail to be im-
pressed with the remarkable and peculiar change
that has taken place in the past few years in
the character of competition.

He can not possibly fail to observe the extent
to which men engaged in similar lines of busi-
ness have organized into groups for co-opera-
tion and mutual action. ^

Jn the old days competition was thought of
as a force operating only between producers or
sellers of the same things.

To-day competition is recognized as a much
more complex force. It is recognized as oper-
ating not only between individuals, but between
groups — not only as between things, but also as
between methods.

To show the far-reaching effects and the rapid
development of this change in conditions we
need only refresh our minds with a few prac-
tical examples which, it must be clear to every
business man, show a condition which has a
vital influence on the business of the jobber in
nearly every line of commerce.

The individual railway used to compete with
another individual railway. To-day that in-
dividual competition still exists. Yet we ob-
serve the railways of the country associating
themselves and working closely together in
co-operative effort to meet the competition in
the public mind for government as against pri-
vate ownership and operation.

Also, the railways are feeling keenly the com-

petition, both in passenger and freight traffic,
of the automobile and the freight-carrying
motor truck.

In the old da3-s the chief recognized competi-
tion of the piano manufacturer was that of other
piano manufacturers. To-day piano manufac-
turers realize that one of their chief elements
of competition is the perfected talking machine.

Tailor used to compete with tailor. That is
still true, but tailors are associated together to-
daj- in an endeavor to meet the keen competi-
tion of ready-made clothing and of the methods
developed in the so-called "tailor-to-the-trade"
business.

Jobbers Associate

. The jobber used to recognize as his chief com-
petition another jobber handling the same class
of goods. That competition still stands to an
extent. Yet we find such jobbers gathering into
associations, exchanging ideas, and discussing
their mutual problems, and having a more or
ess clear perception of the fact that their com-
petition now is not so much between jobber and
jobber as it is between the jobbers and the
mail-order houses, the chain stores and the de-
partment stores.

To see with a perfectly clear vision what this
change in conditions has meant to such jobbers,
imagine for a moment that the methods of the
mail order house, the department store, and the
chain store had never been evolved; that the
business had been left entirely in the hands of
the retail grocer and of the retail confectioner
and of the jobbing grocer and the jobbing con-
fectioner. —

Is it not clear that, under such circumstances,
the business of the average retailer, and of the
average jobber, would be in a very different
position than is the case to-day?

To boil this whole proposition down to a
sentence, let us put it this way: If the entire
increase in the sale of foods and confectioneries
during the past forty years had remained en-
tirely in the hands of the established jobbers
and retailers, how much bigger would the busi-
ness of those merchants be than it is to-dav?

WE ILLUSTRATE THE

"Handy" Dome Clamp

Quick action for clamping domes and
frames on Talking Machine Cabinets

Write for Catalogue of clamping machines for
Cases and for all purposes.

VENEER PRESSES AND CLAMPS

HANDY MFG. CO.

27 E. Madison St., Chicago, III.

The writer is not contending that the new
forms of competition are harmful in the sense
of being destructive, or that they are unfair.
Quite the contrarj-. They have tremendously
increased the total volume of the business. They
have made the business for this branch of com-
merce grow faster. Their success is simply the
natural and just reward of their efforts and
their enterprise. The}' are to be praised —
not blamed.

What Is Needed

The fact still remains, however, that a verj'
large part of the growth or increase in the busi-
ness has gone into the new channels rather than
through the established channels.

To that extent the new competition has won.

If the new competition — the new method —
continues to win at the same rate, it is not diffi-
cult for anyone to see what the final result will
be. That brings us to the nub of the whole
proposition, which is simply this: "What are the
established jobber and dealer going to do
about it?"

If we analyze the methods of the new com-
petition, we find that these methods involve the
use of four fundamental forces — one, organiza-
tion; two, system; three,- education; and four,
creative salesmanship.

Further analysis shows that there are "spots"
where these same factors are present to a high
(Confimied on page 144)

Why Break Records?
Just File Them!

That is if you have the wonderful Record filing lys
tern which is a feature of

The Marvelous MAGNOLA

Wz^tcKir\J tKc AAusic Corr\c Out

This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money tvilh MAGNOLA.

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ. PfMldent
General 08l«e> Soutbem Wbelesale Brancli

711 MILWAUKEE AVENUE IS36 CANDLER BLOQ.

CHICAfiO ATLANTA. 6A.

April IS, 1921

THE TALKING MACHINE WORLD

143

AT LAST

STERLING

A PRACTICAL NON-SET

AUTOMATIC STOP

TONE ARM

No. 31

May be attached to any Phonograph

A combination of the well-known Sterling Reproducer which plays all records, a Sterling Ball
Bearing, Non-Taper Tone Arm, the Sterling Non-Set Automatic Stop, — and an automatic electric
flashlight for illuminating the surface of the record when setting the needle, — a self-contained
unit in which are embodied all the latest improvements in design and all the latest conveniences
in operating the talking machine.

THE STERLING NON-SET AUTOMATIC STOP is not a part of the
motor; but an integral part of the Sterling Tone Arm and operates in con-
junction with the Sterling Reproducer. A soft brush forms part of the Stop
mechanism and effectively cleans the record by removing the dust from the
groove in advance of the needle. Long or short records may be played with no
attention or adjustment other than the setting of the needle in the usual way
—the STERLING NON-SET AUTOMATIC STOP does the rest. It over-
comes the last surviving drawback to phonographic reproduction by auto-
matically setting the brake when the record has been played — adding much to
the pleasure of owning a phonograph.

Built by the Manufacfnrcrs oj the Ccl chruled
Sterling Reproducers and Non-Taper Tone Arms

Send for Sample and Write for Prices

STERLING DEVICES COMPANY

534 Lake Shore Drive

CHICAGO

144

THE TALKING MACHINE WORLD

April 15, 1921

Victor Dealers of the Rocky Mountain Region

Put Your Selling Problem Up To Us

Our expert staff of Victor merchan-
dising specialists are at your command
at all times — each offering you a real
service in helping you to solve your
retail problems.

Our five floors devoted exclusively to
Victor goods, and to the needs of
Victor dealers, are admirably equipped
to offer a genuine service.

We Back the Dealer Who Backs the Victor

Knighf-Campbcll Music Co., 1608 Wynkoop SIrcel, Denver, Colo.

HOW THE JOBBER HELPS HIMSELF

{Continued from page 142)

degree in the established and older channels of
trade, and that in such "spots" the new competi-
tion makes little headway.

On the other hand, investigation after investi-
gation such as those conducted by the Harvard
Bureau of Research, and by trade associations,
shows that these factors are on the average woe-
fully lacking, and the trade papers in this field
are full of complaints because of that fact.
A Hard Row to Hoe

There is record after record of a retail dealer
whose business is so well organized, whose
methods of accounting, store keeping, and mer-
chandising are so well systematized, who em-
ploys so aggressively with his trade the factors
of education and creative salesmanship, that his
business grows rapidly and profitably, and where
in that dealer's district the mail-order house,
and the chain store, and similar factors of the
new competition have a very hard row to hoe.

There are similar records of strong jobbing
houses who build business on a highly organized
systematic basis, and who have definite policies,
aggressively pursued, for the education of their
own salesmen and of their secondary salesmen
(that is, their dealers) in the art of creative and
suggestive selling. Such jobbers welcome and uti-
lize the data, the inspiration,, the suggestions, the
business-promoting material which they receive
from manufacturers and which they develop
through their own careful methods of research.

From the ranks of the jobbers in general,
however, comes a constantly growing complaint
that the lot of the jobber grows steadily harder
because the retail dealer to whom the jobber
sells is not on the average a high-class compe-
tent merchant with aggressive creative-selling
ability.

Build Better Customers

Expressed in another way, the only limita-
tion upon the growth of the jobber's business is
the limitation of the jobber's customers, the
ability of retailers to increase their business.

jf the merchandising, store keeping and selling
ability of every retailer in the trade were on as
high a plane as the ability of the most suc-

cessful retailer in the trade would not the busi-
ness of the jobber be tremendously increased."

Practically every jobber has a staff of sales-
men calling upon the trade. In practically
every such staff' there is one man who stands
ac the top from the standpoint of sales, another
man who stands second, and so on down by suc-
cessive grades until the least productive man on
the staff" is reached.

in that case the joibber does everything that he
can to inspire and educate and suggest to those
men who are below the highest grade the meth-
ods and policies and ways and means by which
they can attain the record of the best man
on the staff, and certainly that is a most proht-
able thing for the jobber to do. is it not an
equally profitable thing for the jobber and his
salesmen to look upon the retail dealers to whom
they sell goods in the same light? That is, as
a staff of men who are selling goods for the
jobber. And is it not wise for the jobber s
salesmen to do everything in their power to
bring the merchandising ability of the least suc-
cessful men up to the standpoint of the most
successful dealers?

Undoubtedly the jobber and the jobber's sales-
men are, as a rule, making strenuous efforts to
this end, but any man who studies the field must
certainly realize the difficulties in the way of
this, one of the chief of which is the lack of or-
ganized and systematized material' for pointmg
out to the dealer the thmgs that he can and
should do in merchandising and store keeping in
order to increase his efficiency and his profits.

OPENS NEW VICTOR DEPARTMENT

SEEKS RETURN OF LOST HANDBAG

Will the lady or gentleman who found the
pink satin vanity bag at the Talking Machine
Men's banquet, Tuesday, March 29, at the Hotel
Pennsylvania, please return it to Mr. Geo. L.
Hirtzel, Jr., 211 Broad street, Elizabeth, N. J.
It's the sentiment attached to it that prompts
this request.

Harry Bogage has opened a Victrola depart-
ment in his jewelry store at 21 South Eighth
street, Whitestone, N. Y. Several booths have
been installed.

HERE AT LAST— A Phonograph of Supreme Quality

FULTON (Model 3S)

Mahogany, 16xl6xl0 in., double spring motor, uni-
versal tone arm. Back casting and metal horn.
Price for Sample NOW $15.75
Write for discounts in quantity lots.
We are also Wholesale Dealers and Jobbers of—
Phonographs, Records, Cabinets, Motors, Tone'Arms,
Needles and Accessories, Repair parts for all makes.

Distributors of the Arto Phonograph Records and
Arte Music Rolls. Write for details.

Cash with order

FULTON TALKING MACHINE CO.

253-255 Third Avenue New York City

Between 20th and 2 1st Street!

Progressive New England Dealer Holds Formal
Opening of Victor Dei>artment — R. Matheson
Is Manager of This Establishment

Manchester, N. H., April 6. — The A. A. Mooney
Furniture Co., of this city, which was recently
successful in obtaining the Victor agency through
Cressey & Allen, Portland, Me., Victor whole-
salers, held a formal opening of its new de-
partment recentl}', which was attended by many
of the store's patrons, as well a^ a large number
of Manchester music lovers who desired to look
over the new installation. G. L. Richardson,
representing the Victor Co. in this territory,
and E. P. Johnston, representing Cressey &
Allen, attended the opening. In accordance with
the established merchandising policies of the
A. A. Mooney Furniture Co., the executives of
this company have decided to handle the Vic-
tor line exclusively as the. best means of serv-
ing the interests of their customers.

The Victor department occupies the most con-
spicuous place in the Mooney store and is very
attractively arranged, a number of modern
sound-proof demonstrating booths having been
installed. These booths are furnished in ivory
and gray, and are most artistically designed.
An exceptionally effective window display was
arranged for the occasion, showing every stand-
ard model manufactured by the Victor Co. The
A. A. Mooney Furniture Co. also takes great
pride in being the first dealer in Manchester to
have on display the new beautiful Gothic type
electric period models, which were recently intro-
duced by the Victor Talking Machine Co. These
models were used in the window display.

The management of this store feels very for-
tunate in having secured as manager of the Vic-
tor department R. Matheson, who has had con-
siderable training in the retailing of Victor
products in this city. In addition, Mr. Mathe-
son has visited the Victor factory on numerous
occasions, and possesses an intimate knowledge
of the technical and mechanical construction of
the instruments he is handling.

PUBLICITY THAT EXCITED INTEREST

In the newspapers of New Rochelle, N. Y.,
there has recently appeared a very extensive ad-
vertising campaign inserted by the White-Morey
Music House, of that city. At least one adver-
tisement appears on 'every other page of the
paper, the size being four inches deep by two
columns wide. The only copy used is, "What
is it? CURZYIUS." Mystery has been the key-
note of this campaign, but in a recent news item
which appeared in one of the papers it was
intimated that "Curzyius" is a special window
display attraction, and the question, after
Curzyius makes his debut, will be, "Is it a man
or a machine?" Rewards have been offered by
the White-Morey Music House to those who
succeed in making Curzyius smile, or who can
in any way change his facial expression.

April 15, 1921

THE TALKING MACHINE WORLD

145

DALION Dealers enjoy many
important Advantages <^"'

O your own efforts in building a profitable phono-
graph department we offer the aid of a superb line
of instruments and a factory organization which is
tireless in its sincere, sustained co-operation. The D a 1 i o n
phonograph is the right one to sell. The Dalion contract
is the right sort to sign.

Auto-file

Your customer's interest
in Dalion's Auto-flle is in-
stantaneous. Greatest im-
provement since advent of
cabinet machines. Any
chosen record tilts forward
at a touch. Its compart-
ment stays in position to
receive it when played, and
no other record is avail-
able until proper replace-
ment of the last. Records
always in order — auto-
matically.

Daiion selling advantages that push past
mere talking points are numerous, and real.
The Dalion - agency in any territory is a
valuable franchise. For these reasons :

I'here are nine models in the Dalion line.
They ot¥er a range in style and price which
means a vi^ell-rounded stock of instruments
on which you can concentrate your interest
and effort.

Tonal qualities of any Dalion will measure
up to those of any machine on the market

by any test you or your customer can make.
Universal tone-arm. Plays all records.

Mechatiical excellence of Dalions evidenced
by our specific guarantee which is the
strongest in this field and includes protec-
tion against spring breakage. Silent motor.
Auto-file for records (exclusive).

Beauty of design, quality of cabinet-work
and every detail of finish all so far above
average that Dalion has not a close second
in favorable appearance. Correspondence
with merchants invited.

Milwaukee Talking Machine Mfg. Co.

Milwaukee, Wisconsin, U. S. A.

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146

THE TALKING MACHINE WORLD

April 15, 1921

COLUMBIA GRAPHOPHONE CO. OCCUPIES ITS NEW HOME

All Departments of This Vast Business Grouped in Spacious Quarters on Eight Floors of Palatial
Gotham Building at Columbus Circle, New York— Removal Quite a Feat

The Columbia Graphophone Co. moved into
its new home in the Gotham National Bank
Building-, at 1819 Broadway, Colum.bus Circle,
on Monday, April 4, and all of the various de-
partments are now working smoothly and under
ideal conditions. The moving, which was ac-
complished without the loss of a single day's
work, constituted a very
unique achievement.

H. A. Yerkes, assistant
general manager of the com-
pany, was in general charge
of the removal of the vari-
ous offices and depart-
ments, with J. M. Bayles
and F. R. Miller in direct
• charge of all of the de-
tails.' Practically the en-
tire work incidental to
the removal of the exec-
utive and sales offices
from the Woolworth
Building to the Gotham
National Bank Building
consumed only three
working days, indicating
that Messrs. Bayles and
Miller left nothing un-
done towards making the
job efficient and practical.
When the various depart-
ments were finally estab-
lished in their new quar-
ters on Monday morning
the girls and boys on the
clerical staff jumped in
with a will to help put
things in shape, and there
was a whole-hearted spir.'t
of co-operation and en-
thusiasm that was re-
markable in many ' re-
spects.

In its new home in the
Gotham National Bank
Building the Columbia
Co. will have ample fa-
cilities for all of the de-
partments which have
heretofore been located
in the Woolworth Build-
ing and at 104 West Thir-
ty-eighth street. For over
a year all of the depart-
ments in the Columbia
organization have been
room, especially as the

occupants of the building. It overlooks Colum-
bus Circle and Central Park, and every floor
has abundant light and ideal' working facilities.
Eight floors are occupied by the Columbia Co.,
and the layout of the offices is as follows:
Seventeenth floor, dictaphone department;
eighteenth floor, sales and advertising depart-

badly

business grew be-
yond all expectations and the personnel increased
by leaps and bounds.

The Gotham National Bank Building at Co-
lumbus Circle was only recently completed and,
in fact, the Columbia Co. is one of the very first

The New Home of the Columbia Graphophone Co.

cramped for ments; nineteenth floor, comptroller and ac-
counting department; twentieth floor, executive
oftices; twenty-first floor, treasurer, credit, ex-
port, audit and copyright departments; twenty-
second floor, international record department;
twenty-third floor, recording laboratorj- offices;
twenty-fonrth floor, recording laboratory.

The executive offices, dictaphone, sales, ad-
vertising, credit, export and audit departments
were formerly located in the Woolworth Build-
ing. The comptroller's office and accounting
department were previously located at Bridge-
port, Conn., and the international record depart-
ment, recording laboratory offices and record-
ing laboratories formerly had their headquar-
ters at 104 West Thirty-eighth street, New
York. Grouping all of these departments under
one roof will enable the heads of the depart-
ments to conduct their activities with maximum
efficiency and permit of exceptional co-operation
among the various units of the organization.

CUYLER SUPPLEE^WITH BRUNO

■Victor Traveler Joins Staff of Widely Known
New York Victor Distributor

Cuyler Supplee, 2d, has resigned his position
on the traveling staff of the Victor Talking Ma-
chine Co. and become a member of the sales
staff of C. Bruno & Son, Inc., Victor distribu-
tor, N ew York Citj'. Mr. Supplee has been
located in Indiana for some time past and pre-
vious to that was assistant to T. McCready in
the New York territory. Mr. Supplee's thorough
knowledge of Victor merchandising, together
with his wide acquaintanceship throughout the
New York territory, admirably qualifies him for
the new position which he has assumed.

NEW NEEDLE MEETS WITH SUCCESS

"Permanent" Cactus Needle Well Received by
Trade — Manufacturer and Dealer Co-operate

Oakland, Cal., April 4. — The Permo Co. of this
city, manufacturer of the "Permanent" Cactus
needle, is meeting with gratifying success in the
introduction of its product to the trade. The
company states that the sales have been so far
ahead of expectations that it has been necessary
to enlarge the factory and new machinery has
been installed in order to increase the output.

The Permo Co. furnishes its dealers w th an
attractive insert to be used in connection with
its mailing lists and this insert emphasizes
the distinctive qualities of the "Permanent" Cac-
tus needle and calls attention to its unique con-
struction. Each needle plays from five to
twenty-five records and may be repointed for
indefinite use. These needles will be exhibited
in Chicago next month at the convention of the
National Piano Alerchants Association.

RETURNS FROM NIAGARA FALLS TRIP

Louis R. Sherman, president of the Green-
point Talking Machine Co., 638 Manhattan ave-
nue, Brooklyn, N. Y., accompanied by his wife,
has just returned from a two weeks' pleasure
trip to Buffalo and Niagara Falls, after which
they motored to Lakewood, N. J. Mr. Sher-
man, who is a Victor dealer, reports an im-
provement in business generally.

MASTER WAX

BUSINESS BLANKS

The Wax and Novelty Company

67-69 Paris Street, Newark, N. J.

Manufacturers of

Special Waxes for Recording and Black Diamond Business Blanks

The Black Diamond Blank for Dictating Machines is made of the finest materials and
will give cheaper and more satisfactory service than any other blank.

We would be glad to discuss a sales proposition from different territories for our
output.

F. W. MATTHEWS

April 15, 1921

THE TALKING MACHINE WORLD

147

LE\NINffiWORLiyMySI

Leading Orchestra Leaders

Tell the Most Popular Hits

PUBLISHERS WELCOME

NEW SALES OUTLETS

yiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^

M This is an authentic report from the coun- ^

M try's leading orchestra leaders direct. The M

M list of I.eaders has been carefully selected — M

M they are prominent figures in Eastern, Middle g

M West and Pacific Coast musical circles. These g

B titles are not issued in the order of their M

g popularity and are alphabetically arranged to g

M avoid such inference. H

Installation of Sheet Music Departments in Talk-
ing Machine Stores Welcomed by Music Pub-
lishers— Timely Remarks on This Topic

PAUL WHITEMAN
SAYS:

"Bright Eyes"

"Coral Sea" ^

"Do You Ever Think of

Me?"
"Hiimming"
"I Never Knew"
"Make Believe"
"My Mammy"
"A^ow and Then"

ART HICKMAN
SAYS:

■'Tiright Eyes"

"Do You Ever Think of

Me?"
"Dream of Me"
"I Spoiled You"
"Make Believe"
"Margie"

"Mary Mine from Mary-
land"
"My Mammy"

■Rose"

JOSEPH KNECHT
SAYS:

"Coral Sea"
"Fooling Me"
"Grieving"

"I'm Missin' Mammy's

Kissin' "
"1 Used to Love You"
"Kiss-A-Miss"
"OHIO"
"Rose"

"Some Little Bird"

HARRY RADER-
MAN SAYS:

"Bright Eyes"
"Caresses"
"Crooning"
"Deenah"

"I'll Always Keep on Lov-
ing You"
"I Never Knew"
"Jabberwocky"
"My Mammy"

Sam Fox, head of the Sam Fox Publishing
Co., Cleveland, O., is now spending his time in
Pacific Coast territory. Mr. Fox will make his
headquarters in Los Angeks, CaL From there
lie will visit leading trade centers.

The popular music publishers look with pleas-
ure upon the interest which is shown in some
sections among talking machine dealers toward
the installation of departments handling popular
music, particularly the current "hits."

There are several reasons why a message of
this sort has to them a particular appeal. In the
first place it was not so many months ago that
the popular publishers had a large distribution
of their prints through the medium of the 5 and
10-cent syndicate stores and it has been esti-
mated that over a thousand stores featuring
the sale of 5 and 10-cent articles, including one
very large syndicate, were the means of giving
publishers large sales and distribution facilities.
Owing to many changed conditions in the mar-
keting of sheet music the 10-cent store distribu-
tion has been entirely eliminated and the pub-
lishers no longer find it a source of revenue.
The final action in that regard was recently
taken by the F. W. Woolworth Co., the board of
directors of which decided to eliminate the sheet
music from their stores altogether.

One of the other problems that make it neces-
sary for the publisher to look forward to find-
ing dififercnt means of distribution is the fact
that the higher-price syndicates, those that
range their prices from 5 to SO cents, and even
$1.00, are assuming quite a dictatorial attitude
in marketing music, as well as in the general
co-operation they are willing to give to pub-
lishers.

The publishers, therefore, feel the need of
additional iiieans of marketing goods and in
looking over the various possibilities they have
arrived at the conclusion that the thousands of
talking machine and record dealers would be an
ideal outlet for their productions.

{Co)Uinued on page 149)

AL JOCKERS
SAYS:

"Bright Eyes"

"Coral Sea"

"I'm Missin' Mammy's

Kissin' "
"I Never Knew"
"Make Believe"
"Moonlight"
"My Mammy"
"Now and Then"

ISHAM JONES
SAYS:

"Bright Eyes"

"Do You Ever Think

Me?"
"Humming"
"I Never Knew"
"Make Believe"
"My Mammy"
"Na-Jo" .

"Some Little Bird"
"Toddle"

EDDIE KUHN
SAYS:

'Ain't We Gut Fun-"

'Broken Moon''

"Do You Ever Think of

Me?"
"Humming"
'Make Believe"
'Mazie"

'Some Little Bird"
"Strut, Miss Lizzie"

D. SHERBO
SAYS:

'Briglit Eyes"
"Caresses"
'Coral Sea"

'I'm Waiting f<"' tlie Sun

rise"
"Make Believe"
"Moonlight"
"My Mammy"
"Now and Then"

148

THE TALKING MACHINE WORLD

April 15, 1921

SCANDINAVIA

r^^^^^s^ Fox Trot

Z, , and 55/ '

A REAL OH/ERt^lGHT
SEffSATIOti

THE ANOPT REMARKABL&
NOVELTY ?ONe HIT
IN YEARS'.

SMASHIhiG
DANCE HIT

April 15, 1921

THE TALKING MACHINE WORLD

149

NEW SALES OUTLETS WELCOMED

(Confiniied from page 147)

Of course, they did not expect to get all of
tfie talking machine dealers to handle sheet
yiusic, or even a large percentage of them to
do so, but with the number that now find it fea-
sible and profitable to handle such goods and
with an additional 2,000 talking machine dealers
placing popular prints in stock, they are very
well satisfied that they have accomplished con-
siderable in the way of creating sales in what
they term a market prepared to buy.

Most of the jobbers of sheet music have pre-
pared a plan that opens the way and shows the
methods by which talking machine dealers can
stock the popular hits in an economical, profit-
able manner, involving only a minor investment,
taking up little room in the dealer's store and

without interfering with, the regular sales or
methods the dealer has arranged for marketing
his more substaiitial goods.

SECURES "JAZZ ME BLUES" RIGHTS

The Edw. B. Marks Music Co. has acquired
the sales rights of "Jazz Me Blues," published
by the Palmetto Publishing Co., of Baltimore,
Md. This is the number that has been featured
by Lucille Hegamin on Arto records.

RICHARD POWERS BACK IN EAST

Richard Powers, New York representative of
Sherman, Clay & Co., of San Francisco, is back
in town after spending some tirne on the Pa-
cific Coast and making a trade trip to Middle
West and Southern territory.

NEW MUSICAL SHOWS IN NEW YORK

Much Promising Music Found in "Love Birds,"
"The Right Girl," and "It's Up to You," Re-
cently Produced on Broadway

Several new musical shows had their New
York premieres since the last issue of The World
was sent to press. These include "Love Birds,"
"The Right Girl" and "It's Up to You." "The
Right Girl," produced by the Gleerich Co., Inc.,
is at present at the Times Square Theatre. It
was written by Percy Wenrich and Raymond
Peck. The musical numbers include "Cocktail
Hour," "The Rocking Chair Fleet," "Girls Alt
Around Me," "Old Flames," "You Will Get
Nothing From Me," "Call of Love," "A Girl in
Your Arms," "Things I Learned in Jersey,"
and "Love's Little Journey."

"Love Birds" opened up at the Apollo
Theatre. Pat Rooney and Marion Bent head an
exceptional cast. This show will undoubtedly
be in New York throughout -the Summer
months. The outstanding hits appear to be:
"Two Little Love Birds," "A Little Dream That
Lost Its Way," "Is It Hard to Guess?" "The
Trousseau Incomplete," "In Kokara, Miss
O'Hara."

"It's Up to You," a William Moore Patch
production, opened up at the Casino Theatre,
and much of its music is the work of the late
Alanuel Klein, although considerable was con-
tributed by Ray Perkins and Wern^er Janssen.
The prominent songs appear to be: "Love Me
All the Year 'Round," "Dreamland," "Any Pretty
Little Thing," "I'll Tell the World," and "That
Oriental Strain.!'

SUCCESS OF "MY MAMMY" WEEK

Robert Crawford, sales manager of Irving
Berlin, Inc., was very much gratified at the re-
sponse received by his organization from all
channels in the planning and carrying out of the
national "My Mammy" wt-ck, held early this
month.

GRANT EGE IN NEW YORK

E. (irant I'-ge, manager of the music depart-
ment of J. W. Jenkins' .Sons Music ^Co., Kan-
sas City, Mo., spent sexeral (la.\s in New ^'ork
late in March,

JACK MILLS ON LONG TRIP

Jack Mills, iiead of Jack Mills, Inc., left New
York late in March on a trade trip which will
include visits to the larger cities from coast
to coast.

The Kay Vee Co. recei\tly held a formal open-
ing of its new store, located at 46 South Main
street, Wilkes-Barre, Pa. A special program had
been arranged, which attracted large crowds.
There was a line lino of Columbia Grafonolas.

150

THE TALKING MACHINE WORLD

April 15, 1921

GREAT EUROPEAN SONG SUCCESS SECURED BY LEO FEIST

New York Publishing House Purchases American Publication Rights for French Song Success,
"Mon Homme"— Will Doubtless Be One of the Big Hits in the United States

The recent announcement by Leo Feist, Inc.,
that it had purchased the American publication
rights for- the French song success, "Mon
Homme" (My Man), really marks the entry of
the first big European musical success into this

is without douibt one of the biggest things in
song importations that have ever reached
America.

Herewith is reproduced the cablegram making
the original announcement of the purchase,

GOMPAGNIE FRANCAiSE OES CABLES TELEGRAP.

1 wbHTH BTBErr, /
AST BflOAOWAY - (j

ee rirTMLvEi]i«. ^

COWARD c swcei

OFf.CANS, MASS.

NONfH LA BALLE STREET.
ItCAOO, ILU

IB SOUkCVARO

24 ROYAL CXCHANOE, E. C. 2.wrPICINa LAKE
ptW BHIDaC STREET. E. C BALTIC MERCANTi'lE AND

E OE CHILOU.
30'32 Rue DE CHATEAU,
RUE VCNUK.
LON.

. ^^fn^^iQuci
. Date

> The followiua MCSSAGE Is received vin BRtNCU TELEGRAPH CABLE, subject to the
terms qjhI conditions printed on the b.ick hereof, which are ratified mid agreed to. *

HOP 490 PARIS 58
PEISTEL WY ^0d9 9'Cu^,^tC^

HAVE JUST SECURED PROM SALABERT AMERICAN PUBLISHING RIGHTS POR
. MON H(»ME ABSOLUTELY BIGGEST MUSIC HIT OP YEARS NOT ALONE U4 WANCI
AND ENGLAND BUT ALSO THROUGOT EUROPE STOP GET BUSY ON DANCE ARRANGE=
MENTS TITLE PAGE ETC SID^HAT OUR AMERICAN PRIENDS CA^ GET THIS WORLD
^T^R HIT QUICKLY ^TOP AM LEAVING SUNDAY IMPERATOR KIND
MSM REGARDS BITNER

Copy of Cablegram Received From E. F. Bitner, of Leo Feist, Inc.

country since the war. This number, originally which, it is understood, was consummated after
so successful in France in song and instru- negotiations of several days' duration in corn-
mental form, following which it became one of petition with at least two other interested. Ameri-
the most prominent musical offerings in Eng- can publishers. Mr. Bitner and Leo Feist, Inc.,
land, Belgium and other European countries, are to be congratulated.

SONG SITUATION HAS IMPROVED

Latest Catalogs Contain Large Nimiber of Live
Popular Hits

The early part of April shows an improved
situation regarding the sales of popular songs.
The situation is not as yet normal, but is en-
couraging. Any slump that may be felt in sales
now can hardly be accounted for; that is, speak-
ing particularly of hits. No matter how abnor-
mal conditions are, the hits usually have their
quota of sales. However, such has not always
been the case this year.

At no time during the past two years has
there been a period when there were more
popular successes acknowledged b}'- the public
than at the present time. Many of these have
been only recent issues, so they should do much
to revive the activity which, of course, will be

■ BIG SELLING RECORDS ■

ll,)IIIIIN!:llliil]llll

International Waltz Song Hit

1 "LOVE in LILAC TIME^'

■ New Melody Fox-trot

1 ''PINING"

By the Authors of "Feather Your Nest"
Georgie Price's

I "MOONBEAMS"

S Wonderful Melody Fox-trot

I "HI- YO" I

Chinese Romance (Fox-trot)
B Super Hit Fox-trot

m ""Is? IN A BABY'S HANDS" |

^ Latest "Blues" Hit [

■ "THE JAZZ-ME BLUES ' I

felt in the various channels affected by the popu-
larity of songs and instrumental successes.

Another thing that is greatly in favor of these
newer issues is not only the high standard of
the lyrics but the quality of the melodies. Both
of these are of the type to meet the approval
of the most discriminating when considering
popular songs.

The publishers are invariably enthusiastic
over the present status of their catalogs, and
if energy and the use of various publicity chan-
nels that have been proving meritorious are any
indication of the coming demands for popular
music, then those interested can rest assured
that there will be a distinct revival from a sales
point.

An idea as to the "caliber of the present songs
is gleaned from the list of titles that are having
indisputable popularity, deservedly so, and this
will bear out the assertion that the Spring
catalogs were never healthier, especially when
compared with lists of past seasons. The pres-
ent hits include such numbers as: "Some Little
Bird," "Humming," "Do You Ever Think of
Ale?" "Mon Homme," "My Madeline," "Na-Jo,"
"I'm Missin' Mammy's Kissin'," "I Never
Knew," "Crooning," "Aly Mammy," "Love
Bird," "Scandinavia," "Wyoming," "Mazie,"
"Learning," "Make Believe," "Now and Then,"
"Paper Doll," "Bright Eyes," "I Spoiled You."
"Broken Moon," "Romance," "Happiness" and
"Over the Hill." There are numerous others
that the writer could note by reference, but
these come quickly to mind.

iwu rupuiai ijUiiyis
Creating a Sensation

^LUE J^N^

PUBLISHED BY

Sam Fox Publisiiing Co.

Cleveland and New York

BUYS SONG OVER THE TELEPHONE

Louis S. Bernstein, of Shapiro, Bernstein &
Co., Inc., recently purchased a song from Ted
Lewis, entitled "I'm Coming Back to You,
Maybe." The purchase was made over the long-
distance telephone and the number was both
sung and played in that manner. There was a
gathering of newspaper men at the executive
offices of Shapiro, Bernstein & Co., Inc., New
York, at the time of the purchase, the song
being demonstrated in -San Francisco.

"NA=JO" NOW IN "APHRODITE"

The new song, "Na-Jo," by Rudy Wiedoeft,
and published by the Sam Fox Publishing Co.,
was recently interpolated into the spectacular
musical show, "Aphrodite."

NEIL MORET iVUKES A CHANGE

Neil Moret, former member of the firm of
Daniels & Wilson, Inc., has sold. out his interest
in that company and has joined the writing staff
of Waterson, Berlin & Snyder.

JOINS PHILADELPHIA SHOW CASE CO.

A. H. Bond has joined the selling force of
the Philadelphia Show Case Co., distributor in
Pennsylvania of the Vocalion and the Vocalion
Red records. He is now covering the northern
section of the State with much success.

C. C. Church & Co., Hartford, Conn., are the
publishers of the new song, "Baby," interpolated
and sung b}^ Eddie Cantor in the musical show,
"The Midnight Rounders."

I EDW. B. MARKS ^^^'"^ 1

H 102-104 W. 38TH STREET, N. Y. J

THE SWEEPING HIT

CAROUNA LELABY

Lyric by WALTER HIRSCH

Music by LOUIS PANELLA

ON ALL RECORDS AND ROLLS
1658 Broadway HARRISON MUSIC CO. New York City

April 15, 1921

THE TALKING MACHINE WORLD

151

AN ORCHESTRA WHOSE RECORDS HAVE WON GREAT FAVOR NEW retail store in PEORIA

Hazay Natzy's Biltmore Dance Orchestra, Under Direction of Jack Green, Is Now Making Records

for the Pathe Freres Phonograph Co.

Peoria Music Shop Organized With Arthur E.
Severe as President and General Manager

Among the better known New York hotel
orchestras which are at present having great
popularity is Hazay Natzy's Biltmore Dance
Orchestra. This organization, under the direc-
tion of Jack Green, has gained such recognition

touch to the effect of its playing that is espe-
cially popular in dance music, and contributes
in a measure to the volume of the regulation
instruments such as strings, cornets, trombones
and traps.

The Personalities Who Make Up
in dance circles that it has been considered an
authority on the latest and newest of dance hits.
Its reputation has become national in form
' inasmuch as it has made some exceptional dance
records for the Pathe Freres Phonograph Co.
The use of saxophones and banjos adds a bizarre

the Biltmore Dance Orchestra

Jack Green makes it a point to revise prac-
tically every orchestration to assure novel ef-
fects. He recently has featured the successful
London waltz, "Wyoming," which is showing
unusual possibilities in orchestra circles in this ■
country.

GOES AFTER BUSINESS AND GETS IT

R. A. Fude, manager of J. Ramser & Sons,
Edison dealers. Rock Island, 111., is a hustler.
He believes in going after business and getting
it. Recently he made a tour of the territory
in which his company operates, accompanied
by Phil Leon, the well-known tenor, and W. H.
Whitney, also a first-class talking machine man
and musician. In addition they featured one of
the large Edison models, and wherever they ap-

peared these three stars attracted enormous
crowds and demonstrated the Edison to such
good purpose that sales and follow-ups were
booked in a manner to emphasize that it pays
to be up and doing.

The Blue Bird Music Shop has been opened
in Long Beach, Gal., and is representing the
Blue Bird phonograph, made in Los Angeles.
The latter instrument is also being featured hy
the Los Angeles Furniture Co. very extensively.

Peoria, ILl., April 7. — The Peoria Music Shop,
216 South Adams street, made its debut early
this month. It has taken over the business
formerly conducted by C. E. Wheelock Co., at
the same address.

In the announcement in the local papers the
Peoria Music Shop stated in part: "The entire
main floor of the former Wheelock store will
be a new home for the Victrola. After remodel-
ing this store we will give to Peorians one of
the finest and best-equipped Victrola shops in
the State of Illinois."

The new establishment is being operated by
a trio of well-known Peorians, namely: Arthur
E. Severe, Margretta ScherfT, and Russell S.
Stutzman. Mr. Severe, the president and gen-
eral manager, has, for several years past, been
associated with the Putnam-Page Co., Victor
wholesaler of this city. Miss Scherff has also
been associated with the same institution, and
Mr. Stutzman has had a vahiable expedience in
the retail Victor business.

MAGNAVOX ACTIVITIES IN THE EAST

J. O. Morris Co. Planning Intensive Campaign
— A. F. Macoun Joins Sales Staff — Magnavox
Placed in Schenectady Public Parks

The J. O. Morris Co., New York, distributor
of the Magnavo.x, is planning to launch an
intensive sales campaign in behalf of this pop-
ular instrument. New accounts are being estab-
lished daily in the talking machine trade and
Mr. Morris is enthusiastic regarding the suc-
cess attained by the Magnavox in this section.

A. F. Macoun, well known in local talking
machine circles and thoroughly familiar with
the problems of the dealer, has recently joined
the sales staff of the J. O. Morris Co. and will
devote his entire time to furthering the interests
of the Magnavo.x in this trade.

Arrangements were recently completed by
the J. O. Morris Co. whereby the Magnavox
will be iiistalled in all of the Schenectady public
parks for the purpose of enabling visitors to
appreciate the band concerts which will be
given in these parks throughout the Spring and
Summer. Mayor Lund, of Schenectady, was
responsible for the installation of the Magnavox
in the parks, and this unique idea will undoubt-
edly meet with the approval of Schenectady
music lox'ers.

(T'S NOT A PUZZLE JUST THE TITLE OF

A WONDERFIiL

FOX 152

Ori^inQllY
Published by

kEMDis 0- mocmm

AND NOW IN

OUR CATALOG f GREAT SUCCESSES

M. WITMARK & SONS NEW VORK

152

THE TALKING MACHINE WORLD

April 15, 1921

ACME-DIE

ARTo RECORDS

85c.ARTo Phonograph Records 85c.

FOR MAY, 1921
DANCE AND VOCAL RECORDS

3056 Scandinavia (Sing Dose Song and Mal(e Dose Music).

(K. Perkins). Tenor Solo, Orch. Aoc BiDy Jones

Ail For You. (B. Daris-A. Johnson) Fox-trot.
Chorus by Arthur Hall Yerkes' Danne Ornhestra

3057 Now I Lay Me Down to Sleep. Ballad.

Baritone Solo, Oreh. Acc. Ernest Hare

I Call You Sunshine. (A. Silvers) Fox-trot.

Chorus by A, Hall ABTo Dance Orchestra

1060 Nestle In Your Daddy's Arms. Fox-troL
(L. Herscher-J. Burke).

Chorus by A. Hall Selvln's Novelty Orchestra

Wandering Home. Waltz (L. St«vens).

ABTo Dance Orchestra

1059 Underneath Hawaiian Skies. Fox-trot (F. Bose).

Selvin's Novelty Orchestra
Would You? I'll Say You Would! Fox-trot
(A. B. SterlinB-C. B. MoConnell).

Chorus by Arthur Hall Moulin Rouge Orchestra

IRISH VOCAL AND DANCE RECORDS
1063 Wrap the Green Flag Round Me, Boys.

Tenor Solo. John Burke.

God Made Ireland a Nation. (B. Villar).
Tenor Soln. John Burke.
064 Molly Brannigan. Tenor Solo.

John Finnegan, Acc. . .Bidgely's 69th Regiment Band
Irish Jigs Medley.

Ridgely's 69th Regiment Band
COLORED VOCAL RECORDS
1058 He's My Man, You'd Better Leave Him Alone.

(A. Lada-S. Williams). Vocal Blues.
Lucille Hegamin and Her Blue Flame Syncopatera
Mamma Whip! Mamma Spanit! If Her Daddy Don't
Come Home.

(R. Turk- J. R. Robinson). Tocal Blues.
Lucille Hegamin and Her Blue Flame Syncopaters

ARTo Word Rolls $1.00
VOCo Word Rolls 85c.
ARTo Popular Rolls 50c.

Subject to Liberal Trade Diicounta
FOR MAY, 1921

Crooning. (Crooning Lullabies). Fox-trot.
Ain't We Got Fun. Fox-trot-
Flower of My Heart. WalU Song.
Gypsy Moon. Fox-trot

Down Around the 'Sip 'Sip 'Sippy Shore. Waltz Song.
I'm Coming Back to You Maybe. Fox-trot. •
I'm Nobody's Baby. Fox-trot.
Jealous of You. Waltz Song.
Lazy Mississippi. Waltz Song.
Little Crumbs of Happiness. Waltz Song..
Madeline. Fox-troL
Moonbeams. Fox-trot.
Nobody's Rose. WalU Ballad.

Old Time Waltz Songs. Introducing: "I/ittle Annie
Rooney," "The Sidewalks of New Tork," "Snei^t
Bosie O'Grady."
Pining. Fox-trot.
Rebecca From Mecca. Fox- trot.

Scandinavia. (Sing Dose Song and Make Dose Music).

Fox- trot.

That Dreamy Waltz. Waltz Song.
When You're Gone I Wont Forget. Ballad.
Drowsy Head. Waltz Song.

STANDARD INSTRUMENTAL ROLLS

Primrose Waltz Schmidlin

above Songs without words can be had In the
POPULAR Rolls, which retail at 50c.

THE ARTo CO.

STANDARD MUSIC ROLL CO.

Factories, Orange, N. J.
New York Offices, 1604 Broadway

OUR PRINCIPAL JOBBERS ARE:
CROWN MUSIC CO., New York City.
PLAZA MUSIC CO., New York City.
FULTON TALKING MACHINE CO.. New York City.
GRIMLER SALES CO., New York City.
ARTo DISTRIBUTING CO., New York City.
ARTo RECORD SALES CO., Brooklyn, N. Y.
WILLIAM H. FERRIS CO., INC., Brooklyn, N. Y.
THE MORRIS MUSIC PUBLISHING CO., Philadelphia, P*.
CHAS. W. HOMEYER &. CO., Boston, Mass.
CONSOLIDATED TALKING MACHINE CO., Chicago, III,

OTHER JOBBERS WANTED

1390
1393
13.3
1389
I3S8
1380
1378
1337
1379
1381
1377
1332
1392
272

1384
1385
1376

1391
1386
1394

88329
The
ARTo

DETROIT IS RETURNING
TO NORMAL TRADE BASIS

Review of Conditions — Jewett Exhibit at Hotel
Statler — Larger Vocalion Territory for Lind-
Marks — New Officers Detroit Association —
Grinnell Activities — Other News of Interest

Detroit, Mich., April 9. — With the Motor City
standing first of all big cities for re-employment
of labor, it shows that we are fast returning to
a normal basis. Most of our large manufac-
turers say they are not overenthusiastic, but
with the Spring weather has come a steady
and increasing demand, so much so that in
Detroit we actually have some plants working
overtime.

Talking machine dealers are not inclined to
believe that there will be an unusual volume of
business during the Spring and Summer, but
they do look forward to very big business next
Fall and Winter, by which time Detroit will
be hitting the prosperity pace of 1918 and 1919.

A. A. Fair, of the Jewett Phonograph Co., who
recently established an exhibit in the Hotel
Statler, says that plans have been completed
for increasing the line, giving a total of seven
Jewett models. Mr. Fair is extremely well
pleased with the way business is going along.
He is constantly adding new dealers and orders
are being received steadily. Elmer Sharpe and
A. N. Doty, special representatives of the sales
department, are in charge of the exhibit.

S. E. Lind, of the Lind-Marks Co., Michigan
distributor for the Aeolian-Vocalion, in addition'
to handling Cleveland, Toledo and adjoining
territory, has added quite a number of new
dealers. For the first week in April Mr. Lind
reports the following: The Goosman Piano Co.,
and Rae & Maxwell Co., of Toledo; the Wood-
worth Bros., of Plymouth and Northville, Mich.;
C. E. Mapes, of Durand, Mich.; Budds Music
House, of Lansing, Mich.; C. C. Warner, St.
Johns, Mich., and the Carpenter Drug Co., of
New Baltimore, Mich.

William Oaten, city salesman for the Co-
lumbia Co., has resigned to accept a similar
position with the Lind-Marks Co.

The members of the Detroit Talking Machine
Dealers' Association will be guests of the De-
troit Music Trades Association at a special
meeting to take place on the evening of April
12 at the Hotel Tuller, when Robert Law-
rence, of the Music Industries Chamber of
Commerce, is to address them on how to con-
duct a Music Week in which both the piano
and talking machine dealers will participate.

The Lind-Marks Co., jobber for Okeh rec-
ords, reports that one of the big hits at present
is "Love Bird." It also reports a big demand
for foreign Okeh records, especially German
and Polish. Although this company has only
been operating for about four weeks it has
already worked up a business of nearly 100 reg-
ular accounts.

The Ling Piano House is closing out its busi-
ness and J. Henry Ling, proprietor, will retire
after many years of activity in the retailing of"
pianos and talking machines. He handled the
Columbia line.

The weekly concerts in the Victrola Hall of
Grinnell Bros, fine music store on Woodward
avenue attract very large crowds and are a
great stimulant to the sale of records. Grinnell
Bros, talking machine business is holding up
splendidly, everything considered. They handle
the Victrola line exclusively in Detroit and in
all of their branches, and in addition are dis-
tributors of the Victor line. Dealers tell of
continued business betterment.

E. P. Andrew, manager of the J. L. Hudson
Music House, has returned from California,
where he has been sojourning the past six weeks.

The Detroit Talking Machine Dealers' Asso-
ciation, at its March meeting, took in quite a
number of new members and new life has been
given the organization. A motion was carried
unanimously endorsing the suggested plan of a

-CASTINGS-

AIIIMINUM-ZINC-TINaUiADi^LIPIS

"AcmeDie-Ceistin^Corp.

Boston Bodiester BrooUynN.Y. De&oit CKttsgo

national association of retailers. Many other
matters of importance were taken up. The new
officers of the Association are: Sidney J. Guest,
president; Otto Keif, vice-president; Phil Lang,
secretary; Oswald Hustedt, treasurer; A. A.
Grinney and Jacob Goldberg are on the execu-
tive committee with the officers. A number of
dealers were called upon at this meeting to give
their views of conditions. They all spoke opti-
mistically and predicted that business would im-
prove right along.

C. A. Grinnell, vice-president of Grinnell Bros.,
returned Tuesday of this week from Sea Breeze,
Fla., where he has been spending the past two
months at his Winter home, looking the picture
of health. Mr. Grinnell said he did' a lot of
golfing, fishing, boating and motoring.

Columbia dealers are certainly advertising and
pushing their present stocks under the new
prices established by the company, and as a
result they have been able to very materially
reduce their merchandise on hand.

OKEH JOBBER VISITS NEW YORK

A recent visitor at the executive offices of
the General Phonograph Corp., New York, was
A. J. Heath, president of the A. J. Heath Co.,
Okeh distributor in Philadelphia. Mr. Heath
spoke enthusiastically regarding the success of
Okeh records in his section of the country,
commenting upon the fact that Mamie Smith
records had attained phenomenal popularity.
During the past few weeks the A. J. Heath Co.
has opened quite a number of new accounts
with responsible houses, and these dealers are
making elaborate plans for an aggressive Okeh
campaign.

WhatMoreCanYouAsk

All the features that go to make a talking
machine Profilahl'^ Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."

Wa,tcKir\5 tKc Music Conrve Out

Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ, Preildent
General Oflloei Southern Wholesale Braneh

711 MILWAUKEE AVENUE
CHICAQO

1530 CANDLER BLDG.
ATLANTA, OA.

April IS, 1921

THE

TALKING MACHINE WORLD

153

JOINS blackma:^ sales staff

Walter R. Grew Joins Victor Wholesaler's Sales
Staff— Will Cover New York and Brooklyn

Fred P. Oliver, vice-president and general
manager of the Blackman Talking Machine Co.,
Victor wholesaler, announced recently that
Walter R. Grew, formerly connected with the
Sonora Phonograph Co., had been added to the
Blackman sales stafif. Mr. Grew, who is thor-
oughly familiar with present-day conditions in
the retail field, will cover New York and Brook-
lyn territory, and his knowledge of the problems
confronting the dealer will undoubtedly enable
him to give the trade efficient service and co-
operation.

A. D. Roihbins will continue to visit Black-
man dealers in nearby out-of-town points, and
lidgar S. Palmer will continue to cover Connec-
ticut, the Hudson Valley and a part of New
Jersey. Both of these wholesale representatives
have many years' experience to their credit and
are doing fine work for the Blackman Co.

CLOSES IMPORTANT OKEH DEAL

Consolidated T. M. Co., Chicago, Places Okeh
Line with Buck & Rayner — Will Introduce
Aggressive Sales Campaign.

Chicago, III., April 8. — A very important deal
was closed this week by E. A. Fearn, general
manager of the Consolidated Talking Machine
Co., of this city, Okeh jobber, assisted by G. I.
Stanton, of the General Phonograph Corp.,
whereby Buck & Rayner's store at the corner'
of Madison and State streets will handle Okeh
records. An exclusive Okeh record department
is now being installed and an advertising cam-
paign is being prepared.

The Buck & Rayner store is located at the
"world's busiest corner," and the establishment
is one of the foremost retail concerns in the
Middle West. A window will be used for the
exclusive display of Okeh records, and Mr. Fearn
lias been receiving the congratulations of the
General Phonograph Corp. upon the consum-
mation of this important deal.

EDISON'S GREAT WAR WORK

Forty Unknown Inventions Improvised by the
Wizard to Meet Wartime Emergencies, Espe-
cially Submarine Perils

In an article in The World Magazine of April
3 Prosper BuraneUi points out that the recently
issued official report on the work of the Naval
Consulting Board, of which Thomas A. Edison
was president, credits him with astonishing ac-
complishments. No fewer than forty war in-
ventions, which he made, were in use or ready
to be used when the armistice came. Score one
for the phonograph wizard.

PRODUCE NEW AUTOMATIC CUTTER

Chicago, III., April 8.— The Alto Mfg. Co.,
manufacturer of the Alto fibre needle cutter,
has moved its offices and factory from 4100
Lincoln avenue to 1801 Cornelia avenue. The
new location gives the company a building of
its own in which to manufacture its various
products and greatly increase its facilities.

J. Branstetter, president, announces that he
has perfected a new automatic needle cutter,
which he thinks will be a great improvement
over any of the hand cutters hitherto produced.
He reports business in various accessories
handled by him as being generally satisfactory.

MOVE TO NEW QUARTERS

John J. GifTord & Co., who, for some time
past, have been conducting a music store at 3
West Fourth street, Charlotte, N. C, have just
moved to new and larger quarters at 33 West
Fourth street, where, in addition to their large
stock of talking machines and records, they will
carry everything in the line of music.

MODERNOLA

Features

TONE
BEAUTY
UTILITY

Retailers of the Modernola
are finding 1 92 1 a big year.

There is an irresistible
charm about this phono-
graph in both tone and
appearance that has placed
it among the leading makes.

Write us regarding Moder-
nola representation in your
locality.

Exclusive Eastern Distributors

f^STERN PhONO^I^APH
Q)I^POI^AriON

GEO. SEIFFERT

PRESIDENT

Office and Showrooms

101 West 20th Street |
100 West 21st Street \

Corner Sixth Avenue, New York
Telephone Chelsea 2044

154

THE TALKING MACHINE WORLD

April 15, 1921

orentzerL

Manufacturer of

Exclusive Cabinet Hardware and Accessories

60 Grand Street New York City

COLUMBIA BRANCH IN MONTREAL

New Headquarters Established in That City
Under General Supervision of A. E. Landon —
Hector Garand to Act as Resident Manager

Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., announced last
week the establishment of a Montreal branch
of the company at 824-826 St.- Denis street. This
branch is under the general supervision of the
Toronto headquarters and A. E. Landon, man-
ager of the Columbia Co.'s Canadian business,
will be in general charge of the Montreal branch,
with Hector Garand as resident manager.

Bee^kcroft

Delivery Envelopes

Art Series
New Designs

NEW LIST OF RECORDS

\ /
Every 60 Days

Very attractive proposition
to Jobbers

Wrtfe for trial shipment

CLEMENT BEECROFT

5546 North 5th Street
PHILADELPHIA

The Columbia Co. will occupy 20,000 square
feet in Montreal, using the second and third
floors of the building. The facilities for han-
dling incoming and outgoing shipments are ideal,
adequate receiving and shipping rooms being
located on the first floor. The fact that the
building is situated midway between the two
largest freight stations in Montreal gives ready
access for shipments.

The establishment of the Alontreal branch re-
flects the rapidly growing business of the Colum-
bia Graphophone Co. in Canada and particularly
in the Province of Quebec. The company has
been making a very strong appeal to the French-
Canadian population with the large selection of
recordings which have been made for this par-
ticular trade.

VICTOR WHOLESALER LEASES SPACE

New York Talking Machine Co. Will Move to
New Quarters May 1 — Ideally Located for
Shipping Purposes — To Be WeU Equipped

The Xew York Ta king Machine Co., Victor
wholesaler, has leased space in the Willys-Over-
land Building at Fifty-seventh street and Tenth
avenue, Xew York, and according to its plans
will move from its present quarters at 119 ^^'est
Fortieth street about Alay 1. The companj' will
occupy over 30,000 square feet in its new home,
aud plans are now being made wherebj' this
t'.oor will represent one of the most up-to-date
wholesale establishments in the countrj-.

Shipping facilities from this new building are
ideal, as the building is onlj' a few blocks from
all of the important railwaj- and pier terminals.
From a transit standpoint the Willys-Overland
Building is splendidh' located, as it is two short
blocks from Columbus Circle, with the subway,
SLxth and Xinth avenue "elevated" stations
nearby and the Fifty-ninth street crosstown
line two blocks away.

As the Xew York Talking Machine Co.. will
occupy the entire top floor of this building, the
lighting facilities and working conditions for
the employes will be ideal. The increased space
in its new home will permit the company to
take care adequately of its fast-growing busi-
ness, and Arthur D. Geissler. president of the
compan}', together with Hugh C. Ernst, of the
executive staff, is planning to leave nothing
undone to make the company's new home at-
tractive and practical.

APPOINTED ADVERTISING MANAGER

William Strong Now Advertising and Sales
Manager for Gretsch Mfg. Co.

^^'illiam Strong, of Chicago, has been ap-
pointed manager of advertising and sales for
the Fred Gretsch Mfg. Co., manufacturer and
jobber of small goods and musical merchan-
dise, at 54-82 Broadway, Brooklj'n. Mr. Strong
is a man of considerable experience and train-
ing in his work, having been for several years
with Montgomery, \\'ard & Co., the well-known
Chicago mail order house. A. Preveti, who has
been temporarily in charge of this department
has left the company.

A BOSTON INCORPORATION

Among the incorporations filed with the Sec-
retary of the State of Massachusetts recently
was that of the Eeinherz Alusic Shop, Inc., Bos-
ton, for the purpose of dealing in phonograph
records and sheet music, with a capital of $20.-
000. The incorporators are: Myer Eeinherz,
Dorchester, and Mark Reinhart and Mamie P.
Reinhart, of Brookline.

TO MAKE RECORDS ON LARGE SCALE

Thos. H. McClain Now in Charge of U. S. Rec-
ord & Mfg. Corp. Plant — Factory Equipped
to Produce Records in Large Quantities

The Tnited States Record & Mfg. Co. is now
under the direct supervision of Thomas H. Mc-
Clain, an engineer of long experience in the
bu ^iness. Mr. AlcClain was formerly practical
production manager with Thos. A. Edison, Inc.,
the American Ever-Ready Co., and the Crucible
Steel Co., and is thoroughly familiar with han-
dling large manufacturing propositions.

The company has established temporary ex-
ecutive ofhces at 48 East Thirty-fourth street,
Xew York, and it is now endeavoring to secure
permanent offices in the Grand Central district.

The United States Record & Manufacturing
Corp. owns a large record plant in Long Island
City, and under the direction of the new execu-
tive staff maximum co-operation will be offered
to the trade in general in the manufacture of
disc records. The plant is equipped with the
most up-to-date machinery for the production
of records on a large scale, and contracts are
now being closed with a number of well-known
concerns which are placing orders for the im-
mediate delivery of substantial quantities of rec-
ords.

INTRODUCE NEW MODERNOLA MODEL

Is Leather-covered and Represents an Interest-
ing Novelty — J. A. Endres a Visitor — Co-
operating with the Dealer

J. A. Endres, sales manager of the Moder-
nola. Co., of Johnstown, Pa., made his headquar-
ters at the executive offices of the Eastern
Phonograph Corp.. Xew York City, Eastern dis-
tributor of the Modernola phonograph, during
the earlj- part of the month.

Mr. Endres called upon the many Modernola
dealers in this territory and told them of the
progressive plans the Modernola Co. had in
store for the future. He found conditions
throughout the trade encouraging and believes
that the future holds much for the progressive
Modernola dealer. Future publicity in the New
York newspapers is a part of the sales plan.
Particular attention will also be given to the
foreign-record field and advertisements will be
placed in foreign-language newspapers.

A new model of the Modernola phonograph
has been presented to the trade. It is similar
in design and shape to the other well-known
models, but it will be entirely original in the
fact that it will be leather-covered. This inno-
vation I in cabinet work is expected to create
much attention from the buj'ing public. Leathers
of various colors will be used and thus it will
be possible to match up with anj- color scheme
of interior decoration.

George Seiffert, president of the Eastern Pho-
nograph Corp.. Eastern distributor of the line,
recently wrote to the Modernola dealers in his
territor\" offering co-operation with them through
the use of trade acceptances. The offer met with
heart3- response on the part of the dealers and
Mr. Seiffert is in receipt of numerous compli-
mentary letters from the dealers in regard to
his efforts-

Bradford Weise & Co., who operate a \'ic-
trola wareroom in connection with their depart-
ment store in Waverly, 111., publish a newspaper
giving all the news of their establishment, in
which the monthly record list, as well as the
talking machine business generalh', is featured
to good purpose.

AiMui. 15, 1921

THE TALKING MACHINE WORLD 155

ANNOUNCEMENT

On or about May 1st we will move to our new ware-
rooms and general offices at 28-30 West 23rd Street, where
we will occupy the entire second floor running through to
9-19 West 22nd Street. This location is between Fifth and
Sixth Avenues, and we believe is ideal in every respect.

This move is not only necessary to efficiently handle
our steadily increasing business, but also shows our con-
fidence in the future.

It gives us much additional floor space — approximately
Twenty Thousand square feet — and while it involves a
substantial increase in our general expense, it also reflects
the courage of our convictions.

We are positive, as Victor Distributors exclusively
wholesale, that Victor Supremacy was never so apparent
— that the trade can place every confidence in the future
of the Victor Talking Machine Co. and its product, and
that with courage of foresight Victor Dealers and Dis-
tributors, who are prepared, wiH enjoy increasing
. prosperity.

In our new quarters, we hope to merit a continuance
of the fullest co-operation from the trade in general, the
factory and our employes.

156

THE TALKING MACHINE WORLD

April 15, 1921

VICTOR JOBBERS HOLD TWO VERY SUCCESSFUL MEETINGS

Executive Committee of National Association of Talking Machine Jobbers Meets With Members
at Large in St. Louis and Later in Boston to Discuss Trade Matters — Important Business
Development Plans Considered — Visitors Royally Entertained by Boston Wholesalers

The special Spring meetings of the executive
committee of the National Association -of Talk-
ing Machine Jobbers, at which the general mem-
bership of that organization was invited to at-
tend, were held early this month, the first meet-
ing in St. Louis on April 4 and 5 for the Western
members, and the second in Boston on April
7 and 8 for the benefit of the Eastern members.
The members of the executive committee trav-
eled by special car from St. Louis to Boston,
and each of the meetings drew close to 100 per

L. C. WisweU, President

cent attendance, onh- one member of the Asso-
ciation not being represented.

The programs at both of the meetings were
practically the same. General business condi-
tions naturally came in for a full share of con-
sideration, and the jobbers, without exception,
were most enthusiastic not only regarding the
present situation, as they saw it, but also as to
the future. There were some instructive talks
relative to methods for co-operating with the
dealers and helping them to develop business
on a solid basis.

Perfect Plans for Colorado Springs Convention

Plans for the annual convention of the Asso-
ciation, which will be held at Colorado Springs

in July, were also. gone over at length and elab-
orated, and if the suggested program is carried
out there will be enough special features alone
to warrant a trip half way across the country
to attend the sessions. The plans call for,
among other things, a baseball game between
Eastern and Western jobbers, with William
Haussler, of C. Bruno & Son, New York, ap-
pointed to captain the Eastern team, with the
able assistance of J. J. Davin, of the Reincke-
Ellis Co., and Charles K. Bennett, of the
Eclipse Musical Co., Cleveland, charged with
building up the Western team. An interesting
and exciting contest is promised when the
teams meet at the convention.

G. H. Montague Makes Addresses
Gilbert H. Montague, counsel for the Asso-
ciation, who also defended the several jobbers
in the Macy-Victor case, addressed both the
St. Louis and Boston meetings regarding va-
rious legislative matters. He also took occa-
sion to point out some of the phases of the
Macy-Victor case, and particularly the manner
in which the verdict of the jury served to vin-
dicate the present Victor Co. distributing
methods.

Alfred Smith Speaks on Tax Situation

At the Boston meeting the jobbers were ad-
dressed by Alfred L. Smith, general manager of
the Music Industries Chamber of Commerce,
who told of the efforts being made by the
Chamber to have the Government adopt some
sort of commodity sales tax in lieu of present
excise taxes, and asked that the talking machine
men lend their support to the Chamber's pro-
gram.

The St. Louis Meeting

The St. Louis meeting was held at the Mis-
souri Athletic Club, where the arrangements for
the entertainment of the members of the Asso-
ciation, made by the Koerber-Brenner Co., left
little to be desired. On Tuesday, April 5,
at the conclusion of the meeting, the executive
committee boarded a special car for Boston,
arriving in that city on Wednesday evening.
It was met by a^ delegation representing the
three Boston jobbers and consisting of George
A. Dodge, Robert Steinert, Kenneth Reed and
others. The headquarters were at the Copley-

Af.Co.

If you have a
felt problem, ask
us about it with'
out incurring
obligation.

for Turntables

It's a fact that the sale of a talking
machine often depends on appear-
ance. Beautiful, lustrous Turntable
Felts do their part along with care-
ful wood finish and smooth, bright
metal parts.

American Felt Company Turntable Felts are used exclu-
sively in some of the best-knov^n Talking Machines.
This is because our Turntable Felts have elegance as well
as uniformity.

AmericanFelt
Gompanx

BOSTON
100 Summer St.

TRADEi

NEW YORK
114 East 13th St.

.MARK

CHICAGO
325 S. Market St*

MICA
DIAPHRAGMS

Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.

Ask for our quotations and samples before
placing your order.

American Mica Works

47 West St. New York

Plaza Hotel, where special accommodations
were provided for the conventioners.

Boston Jobbers Entertain

The three Boston jobbers, M. Steinert & Sons
Co., Eastern Talking Machine Co., and the
Oliver Ditson Co., confined their efforts to en-
tertaining the visitors, and it is safe to say that
the visit to Boston will not soon be forgotten.
Through the personal eflForts of Mr. Dodge, of
the Eastern Co., complete arrangements were
made whereby those who sought an oasis after
crossing the hot sands, as well as those who
were entitled to the oil of joy after their labors,
were completely satisfied. The rule was, "Ask
and ye shall receive," and the antiquated query,
"Boys, what will you have?" was again revived.
Mr. Dodge's hospitality resulted in the passage
of a heartfelt resolution of appreciation by the
Association.

On Thursday evening the visiting jobbers
were the guests of the Boston wholesalers at
a theatre party at the Majestic Theatre, to
witness a performance of "Honey Dew," a mu-
sical comedy for which Efrem Zimbalist, noted
violinist and Victor artist, composed the music.
After the session there were also a number of
private parties arranged for those visitors who
remained in town.

Those in Attendance

The members of the executive committee of
the Association who attended both the St. Louis
and Boston meetings included: President L. C.
Wiswell, of Lyon & Healy, Chicago, who pre-
sided at both sessions; Vice-President Louis
Buehn, of the Louis Buehn Co., Inc., Philadel-
phia; Secretary A. A. Trostler, of the Schmelzer
Co., Kansas City, and Treasurer W. H. Rey-
nalds, of the Reynalds Music Co., Mobile, Ala.,
together with J. N. Blackman, Blackman Talk-
ing Machine Co., New York; W. F. Davisson,
Perry B. Whitsit Co., Columbus; E. C. Rauth,
Koerber-Brenner Co., St. Louis; Thomas F.
Green, the Silas E. Pearsall Co., New York;
H. A. Winkelman, Oliver Ditson Co., Boston;
George E. Mickel, Mickel Bros. Co., Omaha;
C. K. Bennett, Eclipse Musical Co., Cleveland;
Lester Burchfield, Sanger Bros. Co., Dallas,
Tex.; Fred H. Putnam, the Putnam-Page Co.,
Inc., Peoria, 111.

In addition to the members of the committee,
those who attended the St. Louis meeting in-
cluded: H. A. Goldsmith, Badger Talking Ma-
chine Co., Milwaukee; E. F. O'Neill. Beckwith-
O'Neil! Co., Minneapolis; G. P. Ellis, Chicago
Talking Machine Co., Chicago; John Elliott
Clark, John Elliott Clark Co., Salt Lake City;
H. J. Shartle, Cleveland Talking Machine Co.,
Cleveland; Ross P. Curtice, and C. P. Moores,
Ross P. Curtice Co., Omaha; George A. Mairs,
W. J. Dyer & Bro., St. Paul; E. B. Lyons,
Eclipse Musical Co., Cleveland; B. F. Bibig-
haus, Eh'ea Talking Machine Co., Atlanta, Ga.;
E. F. Dunham, Florida Talking Machine Co.,
Jacksonville; A. A. and C. H. Grinnell, Grinnell
Bros., Detroit; J. F. Houck, O. K. Houck Piano
Co., Memphis, Tenn.; M. C. Shoenly, J. W.
Jenkins' Sons Co., Kansas City, Mo.; J. A.
Frye, Knight-Campbell Music Co., Denver; H.
G. Koerber, C. B. Gilbert, H. S. Grover and
R. K. Brandenberger, Koerber-Brenner Co., St.
Louis; H. B. Sixsmith, Mickel Bros. Co., Des
Moines, la.; A. H. Bates, Ohio Talking Machine
Co., Cincinnati; G. Page and P. A. Ware, Put-
nam-Page Co., Peoria, 111.; George E. Stewart,

April 15, 1921

THE TALKING MACHINE WORLD

157

Stewart Talking Machine Co., Indianapolis; J.

D. Moore, Talking Machine Co. of Texas, Hous-
ton; A. R. Boone, The Talking Machine Co.,
Birmingham, Ala.; C. H. Womeldorflf and War-
ren Kellogg, Toledo Talking Machine Co.; W.
G. Walz, W. G. Walz Co., El Paso, Tex. ; Lester

E. Noble, Rudolph Wurlitzer Co., Chicago; T.

F. Sigman, Rudolph Wurlitzer Co., Cincinnati.
The members at large attending the Boston

session included: R. H. Morris, American Talk-
ing Machine Co., Brooklyn, N. Y.; C. N. An-
drews, Buffalo; W. D. Andrews, Syracuse,
N. Y.; Emanuel Blout, New York; W. J. Hauss-
ler and Jerome Harris, C. Bruno & Son, Inc.
New York; O. V/. Neal and V. W. Moody
Buffalo Talking Machine Co., Buffalo, N. Y.
Elmer J. Walz, Cohen & Hughes, Inc., Baltimore
L. W. Ceilings, Collings & Co., Newark, N. J
Frank A¥. Corley, the Corley Co., Richmond,
Va.; C. B. Snow, Cressey & Allen, Inc., Port-
land, Me.; Norman Curtice, Ross P. Curtice
Co., Omaha; P. E. W. Carlson, Chas. H. Ditson
& Co., New York; W. R. Lyman, E. F. Droop &
Sons Co., Washington, D. C; G. A. Dodge, T.
Harry Dodge and Herbert .Shoemaker, Eastern
Talking Machine Co., Boston; George H. Rew-
bridge, W. F. Frederick Piano Co., Pittsburgh;
E. C. Gallo and W. P. Mason, Horton-Gallo-
Creamer Co., New Haven, Conn.; Abram
Davega, Knickerbocker Talking Machine Co.,
New York; T. G. Evans, C. C. Mellor Co.,
Pittsburgh; H. C. Ernst, New York Talking Ma-
chine Co., New York; C. I-. Price, Ormes, Inc.,
New York; L. L. Spencer, Silas E. Pearsall Co.,
New York; T. V/. Barnhill and H. Miller, Penn
Phonograph Co., Inc., Philadelphia; John Fischer
and R. C. Rogers. Rogers & Fischer, Washing-
ton, D. C; W. A. Condon, Sherman, Clay &
Co., San Francisco; French Nestor, Standard
Talking Machine Co., Pittsburgh; Robert Stein-
ert and Kenneth Reed, M. Steinert & Sons Co.,
Boston; Harry A. Ellis, Talking Machine Co.,
Philadelphia; W. H. Weymann, H. A. Wey-
niann & Son, Inc., Philadelphia; S. W. Willia.ms,

G. T. Williams Co., Inc., Brooklyn, N. Y. It was
a gathering to be remembered.

L. EARL ELSHAM RESIGNS

Gives Up Position as Manager of Music Depart-
ment of Leader Department Store

St. Joseph, Mo., April 4.— L. Earl Elsham has
resigned as manager and buyer of the piano and
talking machine departments of the Leader De-
partment Store Co., this city, his resignation to
take effect on April IS. Mr. Elsham states that
he has made definite plans for the future, but is
not yet ready to announce them.
_ Mr. Elsham opened the piano and talking ma-
chine departments in the Leader Store about two
years ago and the venture has proven a distinct
success. Commodious and elaborate music salons
occupy most of the fifth floor of the building.

CONSIDERING SALES TAX PLANS

Treasury Officials Seeking to Learn What Rev-
enue Will Be Brought in by That Means —
General Sales Tax Strongly Favored

ISSUES SPECIAL RELEASE OF HIT

"Scandinavia" Issued by Emerson Phono. Co. —
Popular Hit Meeting With Success

Emerson dealers throughout the country are
featuring to excellent advantage the special re-
lease by the Emerson PhpnogrAph Co. of "Scan-
dinavia,"' which has been issued in dance form
and as a vocal number. It is played as a fasci-
nating fox-trot by the Merry Melody Men, and
is sung by Irving Kaufman, the popular tenor.

"Scandinavia" is one of the outstanding hits
of the current year in musical circles, and as
a novelty song it has won international popu-
larity. The Emerson recording laboratory, rec-
ognizing the success of the number, arranged
for a special release so that the dealers could
feature it at an opportune time.

Treasury officials are at work to determine
the result in revenue of various sales taxes.
The department has prepared no definite rec-
ommendations for tax reforms for submission
to the Ways and Means Cornmittee and Finance
Committees of Congress, but it was made known
that Secretary Mellon is in general agreement
with Congressional leaders as to the advisability
of some form of sales tax.

Treasury calculations are to determine just
how much revenue such taxes in different forms
will bring, rather than with respect to policy
in instituting such taxes. Varying proposals
and varying exemptions have been suggested.
The latest plan, the one apparently with the
most backing, provides for a sales tax of one-
half of 1 per cent on all sales except those spe-
cifically exempted. Exemptions would be given
to all sales by retail merchants whose gross
sales were less than $4,000 a year, or $1,000 a
quarter. Articles already paying a revenue tax,
such as tobacco, would be exempted, as would
certain sales of foodstuffs and necessities.

Recommendations for a general plan of tax
revision are being prepared for Secretary Mel-
lon by the Treasury Board of tax advisers. They
run close to the recommendations made by Sec-
retary Houston in his last annual report, the
chief recommendation being for repeal of the
excess profits tax.

NEW STORE IN KINSMAN, OHIO

Kinsman, O., April 4. — Announcement is made
of the opening of the new store of the Tri-State
Music Co. in the building formerly occupied by
Binley's harness shop in Main street. A com-
plete Hue of pianos, players, talking machines,
records and musical merchandise is carried.

WILL DISTRIBUTE POPULAR LINES

Seneca Falls, N. Y., April 5. — The Radder
Vending Machine Co., Inc., of this city, has
been appointed a jobber for Regina phono-
graphs and Grey Gull records, and the company
has recently made plans whereby it will occupy
a three-story building with ample facilities for
handling the requirements of the dealers.

To Serve You Best

is the definite, unswerving aim of

GRINNELL SERVICE

The great and constantly growing prestige and popularity of Victor products makes this
the line through which the merchant wins highest standing for his establishment in his com-
munity and achieves greatest business success. Through it he best serves his buying public.

He builds for permanency and ever greater business.

We Can Be a Real Aid to You in Your Victrola and Record Business.
With a half-century of merchandising experience we've a full appreciation of what service
really means.

It is on the basis of this knowledge that we ask the opportunity of serving you.
We know that the ability to supply the Victrolas and Records wanted is essential.
That accuracy in filling orders is absolutely necessary.
That there must be no delay in shipment.

That all we can do to serve your interests serves our own. WE ASK THE PRIVILEGE
OF DEMONSTRATING HOW PERFECTLY WE CAN CARE FOR YOUR VICTROLA
AND RECORD NEEDS.

GrinnellBros

Wholesale Distributors of Victrolas and Records
FIRST AND STATE STREETS

DETROIT

158

THE TALKING MACHINE WORLD

April 15, 1921

CANADIAN COPYRIGHT SITUATION INTERESTS TRADE

Music Roll, Talking Machine Record and Sheet Music Trade Watching Developments Across
the Border With Much Interest — Nathan Burkan Outlines Provisions of New Bill

Much interest has been shown in the develop-
ment of the Canadian copyright situation and
the moves made by various interests to have
special features incorporated in the new bill,
which passed its first reading on February 28
of this .year, after a similar measure had failed
to pass last j'ear. Special interest has been
shown in those provisions of the new bill cal-
culated to affect the reproduction of musical
works by mechanical means and the protection
afforded the author and composer under such
conditions.

Nathan Burkan, well-known New York at-
torney, who has been representing a number of
music publishers in copj'right matters, made the
following digest of the new bill, which should
be of interest not only to the music publishers
themselves, but to manufacturers of music rolls
and talking machine records:

The liill in the main follows the British copy-
right act of 1911, with a number of variations,
none of which are material to the dramatic, mo-
tion picture and musical interests except the
following:

Section 19, subdivision 3, provides that if
a phonograph record or music roll is adapted
to represent two or more different works and
the owners of the copyrights therein are dif-
ferent persons, then the fixed royalty shall be
apportioned among the several owners of the
copj'rights equally. In the British act the fixed
roj'alty is apportioned among the various owners
of the copyrights in such proportions as, failing
agreement, may be determined hy arbitration.

A very significant provision is found in section
19, subdivision 6, which provides that me-
chanical royalties shall belong to the author
or his legal representatives and not to his
assignee, notwithstanding that the author has
made an assignment of the work before the

passing of the act, and the royalties shall be
payabl-e to, and for the benefit of, the author of
the work or his legal representatives. The in-
tent and purpose of this provision is to guar-
antee the payment of the fixed mechanical royal-
ties to the author and not to his publisher.

Section 19, subdivision 2, fixes a royalty of
two cents for each playing surface of each disc
record and two cents for each music roll, but
if, at any time after the expiration of seven
years from the commencement of the act, it shall
appear to the governor and counsel that such
royalty is no longer equitable, then the governor
and counsel may, after holding a public inquiry,
make an order either decreasing or increasing
such royalty to such extent as under the cir-
cumstances may seem just, but such order must
first be confirmed by Parliament.

Section 19, subdivision 5, of the act provides
that the governor and counsel may make rules
and regulations prescribing the mode, time and
frequency of the payment of royalties, including
regulations requiring payments in advance or
otherwise securing the payment of royalties.
This provision is to insure the payment of the
royalties, as and when due, to the authors
and the publishers. The American act has
worked great hardship upon the authors and
publishers because of the frequent failures of
disc and roll manufacturers to keep proper
books of account. This is a distinct improve-
ment upon the American act.

The act applies only to British subjects and
citizens or subjects of a foreign country which
has adhered to the revised Berne Convention
of the 20th of March, 1914, also to the residents
within the British Dominions, also to works
first published within His Majesty's Dominions,
and the act also applies to countries not signa-
tories to the Berne Convention who have given

assurance that they grant reciprocal protection
to citizens of Canada. It is under this provision
that American citizens would be entitled to the
protection of the Canadian act.

A work shall be deemed to be first published
within the British Dominions if the time be-
tween the publication in one place and the other
place does not exceed fourteen (14) days.

As a condition for securing a Canadian copy-
right upon any book, the owner, before publish-
ing such book in Canada or simultaneously with
such publication, must deposit with the Minister
of the Crown three copies of such book, and
register with the minister a notice specifying
the publisher of such book, and stating whether
it is intended to print such book in Canada or
whether it is intended to import such book.

The word "book" is defined to include a sheet
of music, a volume, pamphlet and a sheet. I am
of the opinion that the word "book" as used in
the act would include a drama as well as a
musical composition.

Section 14 provides, if it shall appear by such
notice that any book is not intended to be
printed in Canada or if such book is not printed
in Canada within two months after filing such
notice or if it is shown to the satisfaction of
the minister that the owner of the copyright has
failed to supply the reasonable demands of the
Canadian market for such book, then any per-
son other than the owner of the copyright may
apply for a license to print such book in Canada;
in other words, compulsory printing is required
in Canada as a condition for securing copy-
right, otherwise any other persons may make
application to the minister for leave to print
upon terms and conditions prescribed by the
minister.

The Standard Talking Machine Co., of Pitts-
burgh, has sent out an interesting circular in
which the merits of the extra loud Tungs-tone
needle are set forth in the usual able and con-
vincing style for which the publicity depart-
ment of this company is noted.

KN O Ciy^
DOWN^

pl^OGDEN ' S

SAVES

1/ The Weight
/ 2 The Freight

KNOCKED DOWN AS UNPACKED
FROM THE CASE

4 RECORD TRAYS
CAPACITY 140 RECORDS

DOVETilLFRAMES
BACK PANEL

SHIPPING CASE 6X20X30
MAILING WOT #30 -24 LBS.

•■ ff50-26 ••

Twelve
Fitting Parts

Unpacked and
Assembled in 10
minutes by anyone
(no tools required).
Ships anywhere by
Parcel Post, Freight
or Express.

Amberola Models
(all Finishes) ready
for immediate ship-
ment. Write for
special introductory
offer. Advertising
Dept.

Fits and fastens to the Amberola, making aone-
piece "Unit" to match in material and finish.
Write for catalogue, prices and list of jobbers.
Orders filled direct until jobbers have stock.

Ogden Sectional Cabinet Co.

LYNCHBURG VA.

April IS, 1921

THE TALKING MACHINE WORLD

159

The Value of Display

F. W. Woolworth made millions
of dollars in his 5 and 10 cent store
business. He built the Woolworth
Building downtown in New York,
the tallest office building in the
world, which stands as a monu-
ment to his success.

His success was accomplished by
displaying the goods he had to
sell.

Properly displaying goods is one
of the sure methods of making
a sale.

^nitiersial Display or s

Save room and present your records to your
customers in a most appealmg way.

They move the records which have been
pigeonholed and forgotten.

They sell new goods without the aid of a
salesman.

They offer a self-service to your trade which
your trade likes.

No. 567

No. 558

Fifty different models that fit every need in the phonograph record
store, for the display of records, music rolls and sheet music. One
catalogue shows the whole list, free for the asking. A postal card
will bring it.

No. 551

©ntbers^al Jfixtute Corporation

133 WEST 23rd STREET, NEW YORK CITY

160

THE TALKING MACHINE WORLD

April 15, 1921

EUROPE'S BIGGEST DANCE HIT

MONHOMHE

(MY MAN)

' Tow cai'ii viron^
y^iih any'Feist'son^'

ByFRANCI5 SALABERT PARis.FRANCE

' PUBLISHED IN AMERICA

II" By LEO. FEIST Inc NewYork

PATHE EXHIBITS GREATLY INTEREST

Display at Brooklyn Industrial Exhibition Under
Direction of H. N. McMenimen a Success

Following its usual custom, the Pathe Freres
Phonograph Co. participated in the Brooklyn In-
dustrial Exhibition held at the Twenty-third Reg-
iment Armory in that Borough. This exhibition
was confined to the products of Brooklyn manu-
facturers and was one week in duration, from
April 2 to 9. Befitting its status as one of the
largest manufacturers in the Borough, the Pathe
Co. was accorded the most prominent space. In
general attractiveness the exhibit surpassed all
efforts of former years. The decorative scheme
was Oriental and contained an Oriental room in
which was featured the Chinese Chippendale
model of the Actuelle. The Actuelle Model T
was also attractively displayed in an Oriental
throne effect. The hangings, prayer rugs and other
property were secured from a moving picture
studio and the effect was entirely realistic. Many
of the models, both Pathe and Actuelle, were
equipped with the new Pathe electric motor. An
interesting part of the exhibit was this new motor
without the cabinet and with only a turntable
and the Actuelle stj'lus bar and diaphragm. A
mirror placed beneath the motor brought into
view its entire simplicity. The May Pathe and
Actuelle records were used for demonstration pur-
poses.

The large numbers of visitors were greeted
w-ith Pathe music at the very entrance of the

armory, for the Brooklyn Eagle used a Pathe
instrument to add to the attractiveness and call
attention to its exhibit.

The Pathe exhibit was under the able direction
of H. N. McMenimen, managing director of the
Pathe Freres Phonograph Co., who was assisted
by a number of the company's representatives.

COLUMBIA RECORDS REDUCED

Records by Exclusive Artists Now Listed at 85
Cents — Important Announcement to Trade

Geo. \V. Hopkins, general sales manager of the
Columbia Graphophone Co., New York, advised
the trade this week of a reduction in price of ten-
inch "DD" Blue Label records and ten-inch "DD"
E series records to 85 cents. With this reduction
in price, effective immediately, all ten-inch double-
disc records in the Columbia catalog will retail
at 85 cents.

The records included in this reduction an-
nouncement are the records made by exclusive
Columbia artists, which heretofore listed at $1.00.
The exclusive artist label will appear on all
exclusive Columbia artist records, and, as pointed
out by Mr. Hopkins, this label can be used as an
added talking point for the sale of these records.
This is particularly important, in view of the fact
that a great number of the leading stageland fa-
vorites are making records for the Columbia li-
brar}^ exclusively.

In his letter to the dealers Mr. Hopkins stated
that this reduction in price was made as a fur-

ther means of co-operating with the Columbia
dealer organization, and that he felt sure that
the future sale of the records would evidence the
approval of the entire dealer representation.

CANTON PHONOGRAPH CO. MOVES

Recent Addition to Music Houses of Canton, O.,
Occupies Larger Quarters

Canton, O., April 4. — The Canton Phonograph
Co., one of the newest music firms here, moved
last week to its new store in the Y. W. C. A.
Building, Market avenue S. The former location
was in Cleveland avenue S. Twice the floor space
of the old store is available at the new location
and the display of merchandise is made to much
better advantage. While incomplete as yet the
new store will be running smoothly within thirty
days, according to E. H. Woomer, the manager.
Three booths are being built along one side of the
store at the present time and later others will be
added. This store is largely a talking machine
shop, but some few pianos and players are car-
ried in stock. The Brunswick is the leader, while
the Stradivara also is sold. Brunswick records
exclusively are carried by the store.

NEW TYPE OF RESURRECTONE

Number 5 Declared to Have Several Most Inter-
esting Features

The Hoffaj' Phonograph Co., 59 Fourth avenue.
New York, manufacturers of the Hoffay "Air-
tight" tone arm and "Resurrectone" reproducers,
have just placed on the market a new reproducer
known as the Resurrectone No. 5, which is
equipped with "lateral and longitudinal, indepen-
dent, adjusting construction" for the stylus lever.
This construction, Mr. Hoffay states, permits the
sound box to be "tuned up like a piano" and
limits the pressure on the diaphragm with accu-
racJ^ for which he states patent protection has
been applied for.

EDISON CONCERT IN HIGH SCHOOL

Dover, O., April 6. — Marie Morrisey, cele-
brated contralto, appeared in person at an invi-
tation concert at the Dover High School, Wed-
nesday evening, March 16, under the auspices
of Richards & Jeweler, well-known Dover talk-
ing machine dealers. .She was assisted by Harold
Lyman, flutist, and by the New Edison.

TO HANDLE THE VICTOR LINE

George A. Young, well-known talking ma-
chine dealer of 151 Centra! avenue, Albany. N.
Y., has secured the representation for the Vic-
tor line, and is remodeling his store to give a
proper setting to his Victor stock of talking
machines and records.

The Pioneer Phonograph Co., of New York,
has filed a notice of dissolution with the Secre-
tary of State.

THE CABINET and ACCESSORIES

COMPANY

Otto Goldsmith, President

145 East 34th St.

New York City

are

Sole Metropolitan Distributors

The CIROLA

Price Now, $35.00
Regular Trade Discount
to Dealers

Write or Phone for Representative
to call

Get All Your Accessories
from One Source

Lundstrom Converto Cab-
inets
Bubble Books
Record Albums
Record Delivery Envelopes
i lotrolas

Gilt Edge Needles

Record-Lites

Fibre Needle Cutters

Tonofone Needles

Cabinets

Talking Machine Toys

Brilliantone Needles

Fletcher Needles

Red, White & Blue Needles

Polishes and Oils

Repeaters and Rotometers

Wall-Kane Needles

Record Cleaners

Dust and Moving Covers

Motor Spring Safety Device

Have you seen our new
Console table ?

April IS, 1921

THE TALKING MACHINE WORLD

161

lliramiBMiiiu

irifmir«fliK«rm

■■■n»v*i«Q«juifnaMuniMim«

Anotlier Important ''Point' !

■COR some time tke Victor Talking MacKine Company kas
recognized tKe need for a Tungs-tone Stylus capable of repro-
ducing m still greater volume tke ck aracteristic Tungs-tone clarity
of tone — a stylus tkat would answer tke demands of tke puklic for
unusual volume.

After extensive and costly experimental work, tke Victor Talking
Mackine Company — always equal to tke jok — kas perfected tke
Extra Loud Tungs-tone Stylus tkat will give fuller tone, greater
volume and longer service tkan any needle tke industry kas yet
produced.

Tke Extra Loud Stylus possesses all tke desirakle features sougkt
ky tke consumer. It is a real needle, one tkat will meet witk
tke sincere and entkusiastic endorsement of tke puklic and re-
memker, Mr. Victor Dealer, tkere is no otker needle just as good
as tke Extra Loud Stylus.

Educate the people of your community to tlie decided advantages of the Victor
Styli — demonstrate to them that their every need can be met and with gfreater
satisfaction and economy — then, and certainly then, higger profits for you w^ill
result.

In the Victor Tungs-tone Stylus, the dealer has another non-competitive item,
another item of supreme merit that is confined to him exclusively.

Victor wholesalers are now m a position to provide moderate quantities of the
Extra Loud Tungs-tone Stylus. Lose no time in ordering. The story of the
"early hird" is again appropriate in this instance. Get the' points, ' Mr.Victor
Dealer ?

C. BRUNO y SON, Inc.

351-353 Fourtk Avenue New York

Victor Distributors to the Dealer Only

162

THE TALKING MACHINE WORLD

April 15, 1921

AN INTERESTING DEMONSTRATION

Knickerbocker Talking Machine Co. Entertains
Large Number of Dealers at Monthly Reunion

Balmy Spring weather, combined with the en-
tirely novel invitations sent out by Abram
Davega, vice-president of the - Knickerbocker
Talking Machine Co., drew a large attendance at
the advance monthly recital of the May Victor
releases held in the auditorium of the Knicker-
bocker Talking Machine Co., New York City,
on April 5. The demonstration of these rec-
ords was accomplished with the aid of one of the
period model Victrolas. attractive!}' set in the
center of the stage.

During the course of the morning session an
exhibition was given of the new window trim
made hy the Binger Co. and presented by a rep-
resentative of that company. J. J. Davin, of the
Reincke-Ellis Co., also addressed the assembled
dealers on the new Binger supplements. An
entertaining and very instructive address on
painted-sign display advertising was given by
Mr. Fisher, of Redheld & Fisher, Inc.. of Xew

\ ork City, under whose supervision the Victor
dealers' standardized sign campaign is being
conducted.

Following the usual custom, immediately upon
the adjournment of the business session, the
dealers retired to the roof garden of the Hotel
Theresa, where they were the guests of the
Knickerbocker Talking Machine Co. at a
luncheon.

HANFORD, HORTON CO. EXPANDS

MiDDLETowx, N. Y., April 8. — Stanley G. Schimer,
president of the Hanford, Horton Co., announces
that his company has leased the building at 8
North street, this city, which, as soon as alter-
ations are completed, will be connected with the
present establishment.

Under the plans of the company the Victrola
department will occupy the front of the new
quarters, and it is probable that a toy depart-
ment and some other lines will be ^dded. John
J. \\'allace will continue in charge of the Vic-
trola department and Robert F. Cunningham will
manage the book and stationery departments.

RETURNS FROM COAST TRIP

Sales Manager Morrison, of Emerson Phono-
graph Co., Brings Back Optimistic Reports —
Territory of Spokane Jobber Enlarged

FE E. Morrison, sales manager of the Emerson
I'honograph Co., New York, returned recently
from a three nionths' trip, which included a
lengthy stay on the Pacific Coast. While there
.Mr. Morrison completed arrangements whereby
the Northwest Phonograph Jobbers, Inc., Em-
erson jobbers in Spokane, will handle increased
territory, which will include Seattle and Port-
land. Under this arrangement these progressive
jobbers will distribute Emerson machines and
records in eastern Washington and Oregon, in
addition to the western part of Washington.
I'he company has added three new salesmen to
its stafif. and plans are being made for an aggres-
sive campaign.

En route East Mr. Morrison spent a few days
with the Emerson Ohio Co., of Columbus, O.,
I'merson jobber, and found S. Goldsmith, the
head of this concern, most enthusiastic regarding
the sale of Emerson products in his territory.
Xew accounts are being closed steadily and this
jobber is co-operating with the dealers in every
possible v.-a}-.

Mr. Morrison states that general business con-
ditions seem to be steadily improving and there
is a feeling of confidence and optimism among
the Emerson dealers and jobbers that is most
encouraging. The new monthly releases are
being well received and, judging from all indi-
cations, the demand for Emerson records is
steadily increasing.

GUS GOLDSTEIN WITH CARDINAL CO.

The Cardinal Phonograph Co. is entering the
field of foreign recordings in an energetic man-
ner. Robert Clifford, manager of the company,
has announced the addition of Gus Goldstein
to the recording staff of the company. Mr.
Goldstein, as "Mendel Telebende." has a large
following among collectors of Jewish records.
At one time he was assistant manager of the
foreign record department of the Emerson
Phonograph Co., and he is ver^- familiar with
the music of many nations, for he is a singer,
composer and actor of note. Mr. Goldstein has
assumed charge of the foreign catalog of the
Cardinal records, for which he is particularly
fitted through his past experience.

ISSUES NUMERICAL CATALOG

The American Odeon Co., New York, has
just issued a numerical catalog of Odeon and
Fonotipia records, which is now being mailed
to the dealers. This catalog includes recordings
of many celebrated artists whose records are
meeting with a ready sale. Some of these
artists are well known in this country, while
o'^hers are famous in Europe as grand opera
stars and their records are popular with music
lovers abroad. The American Odeon Co. re-
centh' made arrangements whereby its factor}-
output will be increased materially and the
fast-growing demand for these records reflects
the co-operation offered by the company to
its trade.

ADDS NEW CONSOLE TABLE

The Cabinet & Accessories Co., New York
City, has added a new console table to its varied
list of accessories. This new table is built to
hold a table model, and also comes equipped
with motor, turntable, tone arm and sound
bo.x. The Cabinet & Accessories Co. is also
displaying at its headquarters a new Lund-
strom Converto model for the Columbia A2.

The Fitzgerald Talking Machine Co., of Bos-
ton, was incorporated last week with capital
stock of $50,000, for the purpose of conducting
a business in talking machines and records. The
incorporators are: Wm. J. Fitzgerald, Daniel J.
Kelly and \\'m. J. McCarthy, all of Boston.

HONEST QUAKER
MAIN SPRINGS

Paclfed in Tust-proof, dust-proof, individually numbered containers indi-
cating their use! No advance in price!

(No Shipment Made Less Than Six Springs)

6 1-3 io 30 100

each each each each each

Vi"x.018x8 feet, ior small toy motors, pear shape hole S .20 S .18 IJ .17 § .10 .«i .13

%"x.0J0.v8 leet, lor Sonora, Swiss. Pathe. pear shape hole 'ii .iO .19 .18 .17

030x11 feet, for Edison Gem. loop end 30 .38 .27 .io

%"x.022x9 feet, for Carola, Triton, aielophone, etc., pear shape

hole ■- 38 .37 .33 .33 .31

%"x.022xl0 feet, for small Columbia, Iniversal, Heineman, Har-
mony, \ anophone, l atne, ptar shape 13 .42 .40 .38 .33

%"x.022xl0 feet, lor Blick, Wonder, Premier, Jleisselbach Xos.

9 and 10, oblong hole 47 .4fi .44 .42 .40

%"x.022-vl0 feet, lor XaUi-O-Phone. Koch, .\lura, etc., pear shape

hole 47 .46 .44 .42 .10

l"x:.025x9 feet, for Swiss motors, small Columbia, Stewart, pear

shape hole ; 34 .32 .30 .48 .13

l"x.020xl3M; feet, for small Victor, pear shape hole 34 .32 .50 .48 .43

l"x. 020x13 feet, bent arbor, for Victrola No. 4.V 63 .63 .60 .35 .50

I"x025xl2 feet, for Pathe, Heineman, Mandel. Aeolian, Meissel-

ba<'h, Vitanola, pear shape hole 70 .67 .60 .55 .50

l"x. 025x14 feet, for Sonora, Saal, Thomas, SiUertone, oblong, hole .75 .70 .65 .60 .5.5

l"x. 028x10 feet, for all styles Columbia machines, pear shape 54 .52 .50 .48 .45

l"x. 025x9 feet, for Meisselbach. >'o. 12, Thomas, oblong hole 54 .52 .30 .48 .43

l"x. 025x16 feet, for Meisselbacli. Saal, Thomas, Silvertone, Mod-

ernola, Rishell, AViddicoinb, Sonora, Stephenson, oblong hole 83 .83 .80 .75 .70

l"x.025xl6 feet, for Vitanola, pear shape 85 .83 .80 .75 .70

l"x. 028x11 feet, for £dison Standard, iiear shape 59 .57 .53 .50 .47

1 3, 16"x.028xl6 feet, for Heineman. Pathe. Rex. pear shape 90 .88 .85 .80 .73

1^4"x.020x9 feet, bent arbor, for Victrolas Nos. 6.\ and 8A 35 .33 .30 .43 .40

l^"x.020x9 feet, bent arbor and bent up end, for \'ictroIas, >'os.

6A and 8.\ 35 .53 .30 .45 .40

l^"x.020xl3 feet, bent arbor, for Victrolas, No. 14A, No. 80

and No. 90 67 .65 .62 .37 .32

l%"x.020xl7 feet, bent arbor, for N'os. 9A. 10.\. IIA and 16.4 73 .73 .70 .65 .60

l^"x. 020x17 feet, for old style Victors and Victrolas, pear

shape holes 72 .70 .67 .62 .57

1 5/I6"x.031xl2 feet, for Edison Home, pear shape hole 95 .93 .90 .85 .80

1V&"-X. 027x25 feet, for Edison Diamond Disc, pear shape hole.... 1.80 1.70 1.65 1.55 1..50
2"x. 025x14 feet, for Meisselbach No. 18 and Edison Triumph,

oblong hole 1.80 1.70 1.65 1.55 1.50

(If the above are desired in assorted sizes, the Quantity price will be allowed.)

TERMS: 2% 10 days or 30 days net, to houses with satisfactory commercial rating. To others, 3%
discount, cash with order. Please enclose Parcel-post charges, if wanted that way.

Our catalogue contains hundreds of illustrations of needed parts.
Can we send you a copy ?

EVERYBODY'S TALKING MACHINE CO.

Largest Distributors of Main Springs in America

38 North Eighth Street PHILADELPHIA, PA.

Exclusive Distributors for the General Phonograph Corporation

No.

April 15, 1921

THE TALKING MACHINE WORLD

163

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THE TALKING MACHINE WORLD SERVICE I

A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll»^

DO you feel that serious longing to be a "clinging vine" or "sturdy
oak"? 'Do you see the birds mating, the lambkins frisking in the
meadow ? Do you have thoughts of a tiny cottage, or a little flat, a
place to hang your hat, with "Welcome" on the mat — and "HER"?
Or "HIM," if by chance you are a "her"? Well, if your mind does
run along like this, then it is all the more reason to suspect that the
other fellow's mind runs along a similar channel, and it is all the
more reason that you should use all the more energy to push your
business in order to make the other fellow buy.

* :(! *

AND while on the matter of "him" and "her," and maybe in
June — "them," it occurs to me that it is high time to start a
clipping bureau of engagements and wedding announcements. May
and June, generally speaking, are the marriage months. Therefore,
keep track of all engagement announcements and notice whether or
not a wedding day is fixed. Also keep track of wedding announce-
ments. See to it that a letter reaches the home of the parents tell-
ing them of the many reasons why a talking machine would be the
ideal wedding present.

* * *

WHEN Greek meets Greek — talk Greek. A dealer whom I re-
cently visited stated that people who were coming in to look
at talking machines-at this time bartered down to the last penny, and
that it was impossible to do business. Another nearby dealer whom
I visited said that he met with the same difficulty of bartering, but
that he met price with price. By talking the cost per day of owning
the instrument, and showing how the investment would be but a few
cents a day, he said that he had successfully closed many sales.

* * *

IN Greek mythology there is a story of an honest man who went
before one of the oracles and asked how he might help to make
all the other people absolutely honest. The oracle is supposed to
have replied to the ef?ect that if he could succeed in making known
the fact that every act of every person would be made public infor-
mation daily he could then succeed in making everybody honest —
for everyone would wish only the best published about him. Now,
in modern times this can also be applied to sales records. By pub-
lishing a record made by your sales force weekly you will exert a
great impetus toward bringing the lower up to a higher standard.
A concern in the East has established a bulletin board, and pub-
lishes each Monday morning the rating of the different members of
the sales force. A prize of a box of candy is given if a girl wins
the highest score, and a box of 100 cigarettes is given if a man wins
the highest score. Through the Summer months, when business
tends to lessen a bit, a half-holiday is given as a prize. This system
has worked admirably, and has resulted in a higher sales record for
all and has had a surprising tendency to pull' those with the poorest
records up to a much higher mark.

THIS is the month when they begin to toss the sphere around once
more. Whether Babe Ruth is going to hold his position as
chief swatsmith of the United States is a ques'.ion which is going to
interest millions of fans throughout the country. Therefore, arrange
a window to meet this particular season. Place a few bats, balls,
gloves, a catcher's mask and other baseball material in your window,
so as to convey the baseball idea. In a single row, across the front
of the window on a rack, display one-half dozen new dance numbers.
Hang a card from the ceiling of your window, with the following
printed upon it : "The BIG LEAGUERS have started off once
more — and here are several of the BEST RECORD.S that were
ever made."

* * *

THEY tell me it has been the custom in Oriental lands for at-
tendants to fan the patrons while they are making their pur-
chases. Although in this country we have gone one better and have
developed the electric fan, at the same time this modern device is
not suitable for talking machine booths, the noise interfering with
the demonstration. However, the booth is a warm spot ''n the Sum-
mer, and it is therefore necessary to devise some means to make
your customers more comfortable.. If you place hand fans where
they can be conveniently reached your ])atrons will readily take
them up for use. Of course, the ideal stunt is to have these fans
bear your name, so that the customers may carry them away, and
thereby gain more comfort, while you gain considerable i)ubHcily.

HAVE you ever walked into a store and queried a salesman in
regard to a particu'ar sale which his firm had featured in an
advertisement, and had him reply, "What ?" It seems extraordinary
that an institution will announce to the public a sale, regarding
which it fails to instruct its sales force. Be sure that your sales-
people know all about any sale you are conducting or any particu-
lar instrument that you are featuring. Erect a bulletin board in
the salesmen's office, and on this affix proofs of all advertisements
which will appear from time to time.

* * *

THERE is an old story toul about an ancient king who, when asked
the difference between noise and music, replied, "To merwhen
I hear my wife sing, it is noise ; when I hear the cries and yells of
my warriors as they go into battle — ah! that is music to my ears."
So, after all, it depends largely on which side of the fence you are.
However, respect the other fellow's viewpoint. You may be in
your store, close to one talking machine which is playing, and hear
music, but any prospective customer may be coming into the door
and hear three or four inachines playing in the establishment, and
what he hears is — noise. Therefore, be sure that only one m.achine
is allowed to be operated in the open, and that the others used in
demonstrating are played with the doors to your booths closed.

* * *

IN the Wintertime we speak of the cozy little nook by the fireplace,
or the warm, sociable room ; and in the' Summertime we talk of
the open country, the large expanse of forest land. In other words,
in the Winter you like things to be cozy and snug ; in the Summer
you prefer a lot of space and open and free movement. Apply this
psychology to your sales window. See that from the time the warm
weather begins until Fall your window is not crowded. Also see
that it is not draped too heavily. To your sales floor this policy
should be applied also. Do not have too many machines on display.
Even though you cannot display all models, it is better to have one
or two stand out prominently than to have a large aumber which
will crowd and give the prospective customer a feeHng of closeness.

FOR very obvious reasons, it has usually been found convenient
to place the booths in the background, often in a badly lighted
section of your store. On a warm day this close, unin\iting aspect
may be overcome, to a large degree, by bringing a breath of Spring-
time into the room in the form of a vase with a few sweet peas, or
nasturtiums, or a branch of dogwood or apple blossoms, or any pretty
flower which unconsciously will enliven and cheer a tired patron.

THERE is a lot of difference in the different letters of the alpha-
bet. Too many people are careless with the use of the alphabet
when making up their mailing list. For some reason or other the
average person takes particular pride in the way his or her name is
spelled. Although it has been said that the height of mistake is
pushing the "e" key for the "i" key in spelling the name of the
honorable Mr. ?Iill, other mistakes equally perturb the recipient.
Be sure, therefore, that the names on your mailing list are correcflv
spelled. Also that the addresses are up to date and do not need
correction.

* * *

SOME people break away for their vacation in May, but the
majority do not go until June or July. It is best to be with
the crowd and not too far in advance. Therefore, feature vour
])ortable vacation model talking machines very sparingly in April
and not too prominentlv in May. You make more on selling large
models. Do not turn to portable models until sales are stagnant with
your leader.

* * *

THE public speaker always winds up with a burst of oratory at
the conclusion of his address in order lo leave a final good im-
pression with his audience. The talking machine dealer should be
equally careful to leave a final good impression with his customers.
A small card bearing the following should be ])laced directly over
the door: "If you are not thoroughly satisfieel with the attention
vou have received, or if you arc not thoroughly con\inced that vou
have made a correct selection, please speak to the manager and he
will be delighted to be of assistance to you." Sucli a card will go
a long way toward making your cu.stomer appreciative of your
endeavor (o render tlie very best possible service.

EDITOR'S NOTE — Mr. Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you.

164

THE TALKING MACHINE WORLD

April 15, 1921

IMPORTANT NOTICE

TO THE

AMERICAN TRADE

The Sterno Manufacturing Company

19 CITY ROAD . - - LONDON, E. G. ENGLAND

Manufacturers of the world known GOMPAGTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXGLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE

High Grade Motors

Manufactured
By

Mermod Freres

St. Groix
Switzerland

WONDERFUL MECHANISM

These motors represent
the acme of workman-
ship and quality. Each
part is made to the finest
gauge limits and as-
sembled to run with the
precision of a watch —
silent and true. Messrs.
Mermod Freres is an
old established Swiss
manufacturer. Back of
their motors are years
of hard practical experi-
ence. The experimental
stage was left behind a
decade or more ago. Re-
liability and quality are
therefore assured.

DIFFERENT MODELS

Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.

CONSULT US

Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.

SPECIAL TERMS TO JOBBERS

Within the near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade inquiries should be directed to

THE STERNO MANUFACTURING CO.

19 GITY ROAD

LONDON, E. G., ENGLAND

April 15, 1921

THE TALKING MACHINE WORLD

165

Six appearances in New York this season tiave estab-
lished the reputation of Kerelijarto, the great Hunga-
rian violinist, with New York's music-loving public.
All the rest of the country wants to hear him. Drdla's
"Serenade" is one of his best selections. Columbia
79577.

Columbia Graphophone Co

NEW YORK

CONDITIONS MOST ENCOURAGING IN NEW ORLEANS TRADE SISSLE TO MAKE EMERSON RECORDS

Some Substantial Reasons for Optimism Expressed by Leading Jobbers and Retailers in the Talk-
ing Machine Field — Dwyer & Co. Increase Equipment — Werlein Activity

Famous Colored Tenor Will Make Emerson
Records Exclusively — A Popular Figure

New Orleans, La., April 7. — Conditions in the
talking machine business in New Orleans, as re-
ported from every source, are very encouraging.
Most dealers are running nicely ahead in the
first three months of the year, as against 1920
figures of the same period. ^

The reasons for this, as one prominent dealer
pointed out, are obvious. Government statis-
tics recently issued show that New Orleans
has the smallest percentage of unemployment in
the United States, and this has its effect upon
the general business in the city. Then the busi-
ness of the pert in exporting and importing is
immense, which, of course, means a large rev-
enue for the city. Another thing that has been
referred to is the huge amount of money in-
vested in New Orleans by outside capital, par-
ticularly by the "chain stores" concerns. This
means increased rentals in particular and, of
course, has much to do with the general pros-
perity.

Conditions in the New Orleans territory and
in the several surrounding States are in a good
many cases improving, and this is viewed with
optimism by the wholesale firms, who are all
looking forward to good business from now on
in these sections.

At Maison Blanche, the "big store," its re-
cent anniversary sale served as a stimulant in
its general business and the talking machine
business was no exception. Manager Gordon
Powell states that sales were keeping up nicely,
due to the drive on several particular models of
machines.

Manager Wm. P. Berry, of the newly installed
Victor account, the Dwyer Piano Co., is making
plans for the early installation of demonstrat-
ing booths and other equipment and expects
to build up a large retail business. These im-

provements are now being completed and one
of the best-appointed talking machine shops in
the South will be the result.

The Collins Piano Co., the well-known house
on Baronne street, near Capal, is also getting
its share of business these days and reports that
the record business particularly has been very
good.

The new types of Victrolas are being featured
by the Ashton Music Co. and Mr. Ashton states
they have met with a fine response and he only
wishes they could come in larger quantities, for
he has no trouble in selling them as soon as they
are put on the lloor.

At Werlein's retail Victrola department Ralph
A. Young, manager, is taking care of the busi-
ness that comes their way and says he expects
the present good business to continue right
through the Summer. Titta Ruflfo records are
being featured at Werlein's since the great artist
appeared in concert here on the evening of
April 4 — in fact, there is a big call for high-
class records.

The Emerson Phonograph Co. has announced
that Noble Sissle, the famous colored tenor, is
now making records exclusively for the Emer-
son library. As soloist with the Jim Europe
Band in the 307th Regiment, Mr. Sissle won
international popularity, and this popularity
was augmented considerably by his recent
vaudeville tour. Mr. Sissle's records for the
Emerson library are now being distributed to
the dealers, and in the rendition of these records
he is accompanied by the "Sizzling Synco-
pators," a musical organization that is unique
in many respects and which is admirably fitted
to accompany Mr. Sissle.

INCREASES ITS SALES FORCE

M. M. Roemer Sales Corp. Adds Four Men to
Sales Staff and Cabinet Repairer

CHAJSGES COMPANY NAME

The Victor Fegley Co., Inc., Newark, N. J.,
has changed its name to the Phonograph Con-
trol Corp. The company manufactures an auto-
matic stop for talking machines.

E. J. CHAPMAN RETURNS

E. J. Chapman, Victor distributor, of Roches-
ter, N. Y., who has been spending a vacation
in Europe, is expected home around the time
The World makes its appearance this month.
He has made an extensive tour through France
and the Continent.

Four additional men have been added to the
staff of the M. M. Roemer Sales Corp., metro-
politan distributor of the Granby phonograph.
Messrs. M. L. Atkins, William C. Rose, F. P.
Howard and Murray L. Cohn. An expert cabi-
net repairer has been added to the service de-
partment of this company in order to extend
practical service to all Granby dealers without
charge for either parts or service. Granby ad-
vertising in the metropolitan district is growing
and has recently been extended to the New
York American, World, Herald, Bronx Home
News and Brooklyn Chat.

The Latona Talking Machine Co., Evansville,
Ind., has been incorporated, with capital stock
of $100,000, to manufacture cabinet talking ma-
chines. The di^rectors are Oscar and Thomas G.
Grimwood and John S. Scott.

AT YOUR SERVICE!

Werlein's

^^^^^^^^^^^

New Orleans

South's Foremost
Jobber

^^^^^^^^ vorc^"'

V^?=r—n:7T r:: peO. U.S. PAT OFF , -„"=- -jV

South's Foremost
City

PHILIP WERLEIN, Ltd., New Orleans, La.

166

THE TALKING MACHINE WORLD

April 15, 1921

CANTON'S BIG MUSIC STORE OPENS

Klein & Heffelman's Talking Machine Depart-
ment a Big One — Smith Buys Brown Stock
— Business Outlook Shows Betterment

Canton, 0., April 9. — Towering above its sur-
rounding structures like a giant sentinel, at the
northwest corner of Market avenue, North, and
Fifth street, is the new seven-stor}' home of the
Klein & Heffelman department store. It stands
as the first gate to Canton's new shopping center,
which is slowly but surely surging northward.

The talking machine and record department
of Canton's most complete department store,
which, until last week, was incorporated in one
of the company's three stores, has been enlarged
to three times its former size and now occupies
a most conspicuous place in the front of the
third floor.

P. Q. Shrake, for man}' j-ears identified with
the Klein & Hefifelman firm, is in charge of this
department. Carpenters are still at work on
this floor and, although doing business, the effi-
ciency of the department is retarded by the
confusion. A tea room is located to the rear
of this floor for the convenience of patrons.

The opening of the store last Thursday saw
a unique Victor displaj^ in this department.
Victor aAd Edison talking machines are this
store's leaders. The sales force has been in-
creased and the music department is resplendent
in lavish appointments. Specially purchased rugs
and floor lamps add to its appearance. In the
old store there were but seven record booths,
and in the new store there will be in all fifteen.

Formal opening of the Canton Phonograph
Co.'s new store in the Y. W. C. A. Building is
announced for late this month b}' Manager E.
H. Woomer.

It is announced that the A. B. Smith Piano
Co., of Akron, O., has acquired the stock of
the W. J. Brown Piano Co., which was operated
here for many 3'ears by the late W. J. Brown.

S. S. Van Fossen, ' president of the newly
organized Van Fossen-Smiley Music Co. here,
announces he will call together all music dealers
of Canton soon to learn their attitude toward
the formation of a Canton Music Trades Asso-
ciation. Mr. Van Fossen was head of the Akron
Music Dealers' Association while located there.

Business with Canton talking machine dealers
the past two weeks has shown decided im-
provement and each day brings more encourag-
ing announcements of steel plant resumption
in the Canton district, which means sounder

soss

Soss Invisible Hinges

preserve beauty. The fine cabinet work which is re-
quired in many instances to preserve the disguise of
talking machine cabinets requires that hinges be as in-
conspicuous as possible. Soss Hinges are
invisible.

Write for Catalogue

SOSS MANUFACTURING COMPANY

778 Bergen Street, Brooklyn, N. Y.

business for the future. Sales held up well in
March, according to dealers here, and it is
predicted that April will be even a better month.
Record departments report increased sales.

ISSUES EFFECTIVE PUBLICITY

Sterling Devices Co. Sends Out Unique Card to
Consumers — Interesting and Practical

NEW SERIES OF WINDOW DISPLAYS

The advertising department of the Emerson
Phonograph Co. has advised its dealers that ar-
rangements have been completed for the pro-
duction of a new series of window displays. T'nis
series will be entirely difi'erent from the former
one, as all of the display matter will consist of
oil-painted designs, which will be very artistic.

The units are arranged so that they adapt
themselves to any size window, and Emerson
dealers who have seen the first displa}- in the
new series are enthusiastic regarding its prac-
tical value. Emerson jobbers are signing up
contracts for the new series and from all indi-
cations the new disolavs will be very successful.

npHE Talking Machine Dealer insists upon
strong, effective, dignified window displays
that sell phonographs and records.

That is why "Einson" created window displays
get into and stay in store windows.

Makers of Talking Machines, Records
and Accessories should consult with

Ein/DtiUTHO

i ^ ^

i"% #^ i Isa

Factory & Plant: 327 E. 29th St.

Offices & Studios: 71 W. 23rd St., New York

Chicago, III., April 8. — The Sterling Devices
Co. is a believer in "personal contact" with pur-
chasers of its attachments. In order to em-
phasize its good will toward purchasers it en-
closes the following notice in every container:

"Dear Owner: When I am not required to
perform for you, wouldn't you please replace
me in the container in which you received me,
as naturally some very delicate parts enter into
my original construction and these must not
be injured b}' rough handling if I am to perform
for your entertainment.

"If some slight injur}' befalls me, or my com-
plexion becomes bad, please return me to my
originators. Sterling Devices Co., 536 Lake
Shore drive, Chicago, and their Dr. Woods will
treat and return me to you immediately, pro-
viding I am received there in my original con-
tainer. If I am taken care of properly I agree
to perform for you as long as any other part of
your machine is able to do so. Yours faithfully,

Edisox Sterling.

"P. S.: M\- brother Victor and sister Columbia
are equally good performers in their respective
places."

BROWN TO HELP SALVATION ARMY

Bayonne Music Merchant Elected Treasurer of
Advisory Board of That Body

E. G. Brown, the live music dealer of Ba.y-
onne, N. J., who has been the treasurer of the
local Salvation Army Home Service Fund for
the past two years, has been elected treasurer
of the Salvation Army Advisory Board, which
will, in the future, have full charge of all Sal-
vation Army activities in Bayonne. Mr. Brown,
with most of the other officers elected, will
represent the Bayonne Lodge of Elks, who
have been indefatigable in the past in raising
funds for the Armj- and who have undertaken
to further support its good work.

Mr. Brown, who is secretary of The Talking
Alachine Men. Inc., the organization of talking
machine dealers of New York, New Jersey and
Connecticut, is also being boomed as a candi-
date for the presidency of the New Jersey
Elks' Association.

April 15, 1921

THE TALKING MACHINE WORLD

167

"Siam Soo," the great Oriental song fox-trot
played by The (always) Happy Six, with a
song interpolation, is sure to be a seller.
Have you ordered a big supply? A-3379.

Columbia Graphophone Co

NEW YORK

COURT OF APPEALS DECIDES BROWNING-JOHNSON CASE

Browning Application Granted by Court of Appeals of District of Columbia — Litigation a Long
Time Under Way — Interesting Comments Made by Counsel for Both Sides

Wash-ington, D. C, April 6. — A decision of un-
usual interest to the talking machine trade was
handed down April 4 by the Court of Appeals
of the District of Columbia in an interference
proceeding involving the application of John B.
Browning, serial number 411,454, filed January
18, 1908, which is controlled by the Brunswick-
Balke-Collender Co., and U. S. Patent 946,442,
issued January 11, 1910, to Eldridge R. John-
son, on application filed January 12, 1906, and
assigned to the Victor Talking Machine Co. The
decision follows:

In the Court of Appeals of the District of Columbia.
John Bailey Browning, Appellant,
vs.

Eldridge R. Johnson, Appellee.
Patent Appeal No. 1407.

The invention in interference relates to a talking machine
with the mechanical parts enclosed in a cabinet. Prior to
the invention in issue, the amplifying horn was situated on
top of the reproducing mechanism and exposed to view.
The present invention was designed to enclose the ampli-
fier in the cabinet in such manner .that it would give
forth sufficient volume of sound. It also contemplates a
plurality of doors to regulate the sound issuing from the
amplifier. The issue is in a single count, as follows:

"The combination with sound reproducing means, of a
co-operating amplifier, a cabinet enclosing the major por-
tion of said amplifier and provided with an opening, of
substantially the same size as the delivery end of said
amplifier, and means to vary the quality of the reproduc-
tion at will on either side of said cabinet."

The party Johnson filed his application January 12,
1906, on which a patent was issued January 11, 1910. The
party Browning filed his application January 18, 1908.

Browning copied the claims in issue from the Johnson
patent in June, 1915, at the suggestion of the Patent
Office, for the purpose of interference.

It appears that Browning, in 1897, prepared a rough
drawing on the back of a dance card, disclosing the inven-
tion in issue. This was signed by Browning and certified

EACH NEEDLE

PLAYS 10 RECORDS

THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE

SUPERTONE NEEDLE WORKS
18 West 20th Street,
New York

to by two competent witnesses. This alone, we think,
established conception and disclosure. This was followed,
however, by other drawings and the construction of certain
rough models which clearly disclosed the invention. As
Johnson's alleged conception is 1903, and the earliest date
to which his proof will entitle him is May, 1905, it must
be held that Browning was the first to conceive and disclose
the invention in issue.

It will be observed that we are here dealing with long
periods of time. The action of neither party is indicative
of great diligence. Browning conceived in 1897, reduced
to practice by the construction of commercial machines at
Kansas City, Missouri, where he was then located, in the
latter part of 1907, filed in 1908, and presented the present
claim in response to the suggestion of the Patent Office in
1915. Johnson conceived in May, 1905, filed in January,
1906, put machines on the market, through his assignee,
the Victor Talking Machine Co., in August, 1906,- presented
his claim corresponding to the present issue in December,
1909, and was awarded a patent January 11, 1910.

But these dates are of little importance, since the case
turns upon the single question of originality. Was John-
son an original inventor, or did he derive the invention
from Browning? Browning entered the employ of the
Victor Talking Machine Co., of which Johnson was the
president, in 1901. His position was that of inspector of
motors, indicating to some extent, at least, skilled knowl-
edge of the business.

In the Summer of 1900, Browning, in company with his
wife, took what is known as "Sketch Exhibit No. 7,"
which is a complete disclosure of the invention, to Horace
Pettit, of Philadelphia, to ascertain the cost of procur.ng
a patent. Pettit was at that time attorney for Johnson,
and. after the organization of the Victor Talking Machine
Co., in 1901, he became its attorney, and continued such
until the date of his death, in 1914. The price named by
Pettit for procuring a patent seemed high to the Brownings,
and they expressed a desire to take time to consider it.
Pettit suggested that the sketches be left with him and he
would submit them to a client of hi^ a Mr. Johnson, of
Camden, who was engaged in the business of manufacturing
talking machines. Browning then attempted to induce a
friend by the name of Stafford to take an interest in the
invention and furnish the money necessary to secure a
patent. To this end. Browning and Stafford visited Pettit's
office to consult him with reference to the procuring of a
patent. Pettit informed them that he had laid the matter
before Johnson but had failed to interest him in the in-
vention; that a patent could be procured, but that they
would not be able to market the machines, because of cer-
tain other existing patents. Following this interview, Staf-
ford, who had taken further time to consider the matter,
wrote Browning the following letter:

"2073 E. Elkhart St., Philadelphia, Pa. Oct. 20, 1900.

"Friend John: — Your letter received. I think the price
H. Pettit asks for securing us the patent on the two
drawings he returned to you is too much. I don't under-
stand his remarks about getting a patent and not be al-
lowed to sell the talking machine on account of some other
patent.

"This probably explains why he was unable to interest
his client, E. Johnson, that he mentioned.

"I will be over to see the machine next week and dis-
cuss the matter more fully. Sincerely yours, Rob."

These facts are positively testified to by Browning and
his two corroborating witnesses. They are also strongly
supported by corroborating circumstances. Browning also
testifies to three disclosures, at least, of the invention to
Johnson and to other officers of the Victor Talking Machine
Co. between 1901 and 1905. Johnson, on the excuse of
sickness, failed to testify. Pettit was dead when the testi-
mony was taken, and while others named by Browning in
connection with the disclosures testified, no positive denial
was interposed by any one of them in reference to the
disclosure of the invention to- Johnson and his associates.
Unless we are to discredit by the wholesale competent wit-

nesses who stand unimpeached, this record overwhelmingly
discloses that Johnson derived the invention from Brown-
ing. Hence, neither he nor his associates are entitled to
benefit from the monopoly conferred by the patent.

This disposes of the case, since neither Johnson nor his
assignee is in position to charge Browning witn lack of
diligence, laches, or estoppel by public use, as has been
attempted. The decision is reversed.

JOSIAH A. \'A.\ ORSDEL,

Associate Justice.

Endorsed. No. 1407 Patent Appeal. John Bailey
Browning, Appellant, vs. Eldridge R. Johnson. Opinion of
the court per Mr. Justice Van Orsdel. Court of Appeals.
District of Columbia. Filed April 4, 1921. Henry W.
Hodges, Clerk.

Statement by Counsel for Browning

Referring to this decision, George W. Case,
Jr., counsel for Browning and the Brunswick-
Balke-Collender Co., issued the following state-
ment:

"While the issue involved in this interference
is claim 19 of the Johnson patent, which de-
scribes the doors at the mouth of the amplifier
of the modern inclosed type of talking machine,
and the decision just handed down awards pri-
ority of invention to Browning on these doors,
the scope of the decision is much broader. The
court records show that arguments were pre-
sented by the appellee stating that if the Brown-
ing sketches were genuine they showed not only
the doors, but also other important construc-
tional features of the modern talking machine.
The Court of Appeals decided that Browning's
sketches are genuine and we are taking steps
immediately to have interferences declared be-
tween the Browning application and the patents
controlling these other important features.

"We will also take necessary steps imme-
diately toward the issuance of a patent to
Browning founded on the application that he filed
January 18, 1908, based on the decision of the
Court of Appeals. This opinion decrees that
Mr. Browning is not guilty of laches, and we
are therefore expectant that this patent will be
granted to Mr. Browning at a very early date.
Our future activities will be of great interest to
the trade, as we believe that Mr. Browning's
application, coupled with this recent decision,
(CiiiitinKcd oil f>agc 168)

CROSLEY PORTABLE

Neat, attractive, light, portable phonograph
with cxcelk'iit Icme qualities. Mahogany and
nickel linish. Uni-
versal tone arm.
Box for records.

List Price —
$35.00

Liberal Discounts

Crosley Manufacturing Company

DEFT, 1650

Cincinnati - - Ohi

166

THE TALKING MACHINE WORLD

April 15, 1921

DECIDES BR0WN1NG=J0I1NS0N CASE

{Continued from page 167)

constitutes one of the most important develop-
ments of recent years in the talking machine
industry.

"The interference in the Browning-Johnson
patent suit was declared by the Patent Office
in 1915. Testimony began to be taken in No-
vember, 1917, and was completed in April, 1918.
The first argument was made before the Exam-
iner of Interferences in the Patent Office in
September, 1918, and three months later the
examiner filed his decision, awarding the inven-
tion to Browning, but recommending that no
patent be granted to Browning because of his
laches.

"Johnson appealed from this decision in Jan-
uary, 1919, to the Board of Examiners-in-Chief,
the second highest tribunal of the Patent Office,
and the appeal was argued in April, 1919. John-
son won this appeal, and Browning immediately
appealed to the Commissioner of Patents, who,
in July, 1920, sustained the findings of the Board
of Examiners.

"We then appealed to the Court of Appeals
of the District of Columbia, the court of last
resort. This appeal was argued on March 17
and decided on April 4 in Browning's favor."
Statement by Counsel for Victor Co.

In a statement issued by its legal department
the Victor Talking Machine Co. said:

"The decision of the Court of Appeals of the
District of Columbia on April 4, in the interfer-
ence in the United States Patent Office between
the application for patent of John Bailey Brown-
ing and Patent No. 946,442, issued January 11,
1910, to the Victor Co. as assignee of Eldridge R.
Johnson, involves as its issue a single claim. The
decision does not invalidate the Johnson patent,
and the Victor Co. will continue to assert its
rights under this patent and will enforce the pat-
ent against infringers.

"The testimony in this proceeding was taken
some years ago when certain important witnesses

in behalf of the Victor Co. were incapacitated
or otherwise unavailable, and in any new case
involving this patent the Victor Co. expects to
present testimony completely denying and dis-
proving any alleged disclosures of the invention
from Browning to the Victor Co. or Mr. John-
son prior to the filing of the Johnson application
in the Patent Office in January, 1906. Through
unfortunate circumstances the Victor Co. could
not have the benefit of such testimony in the
present proceeding.

"This decision does not determine the right of
Browning to obtain a patent, as that matter was
not considered or passed upon by the Court of
Appeals and remains in the jurisdiction of the
Patent Office. All the three tribunals of the
Patent Office, before whom the present proceed-
ing came, held that Browning was not entitled
to a patent. Of these three tribunals the last
two hearing , the case, viz.: the Board of Exam-
iners-in-Chief and the Assistant Commissioner of
Patents, rendered decisions in favor of Johnson
on the matter in interference."

Kenyon & Kenyon represented Johnson and
Melville Church and George W. Case, Jr., rep-
resented Browning and the Brunswick-Balke-
Collender Co.

THE NEW RECORDS MAGAZINE

Attractive and Useful Nev7 Piece of Publicity
for Talking Machine Dealers

Equip Your Phonographs

with Triangle tone
arms and sound boxes

and raise the standard of your product.

The Triangle is a perfect sound
reproducing combination. Harsh and
metallic sounds so common to the
average tone arm and sound box are
entirely eliminated. Only a trial can
prove to you the sterling quality of this
tone arm and sound box. It is a mar-
vel of beauty with a surprising and
wonderful tone, clear as a bell. Every
detail of the record is brought out in
a marvelous manner.

Manufactured in two lengths, 8^"
and 9", in both nickel and gold finish.

We make everything for the phono-
graph manufacturer except the cabinet
— motors, tone arms and cabinet hard-
ware, samples upon request.

Triangle Phono Parts Company

722 Atlantic Ave., Brooklyn, N. Y.

The New Records Magazine is the title of
an interesting and attractive little publication
designed to be issued monthly for the service
of Victor talking machine dealers, and to provide
an individual bit of literature in addition to the
usual supplements from the manufacturer. The
first half of the new magazine, which is of a
size to fit in the regular number six envelope, is
devoted to interesting short stories about noted
record artists, composers, etc., short stories of
general import, and other matter of a musical
sort. It is published by the Reincke-Ellis Co.,

Inc. The last half of the sixteen-page magazine is
given over to the monthly record list, each record
being followed by pertinent descriptive matter.
The last page, which forms the outside back
cover, bears a selected list of records as com-
piled by the wholesaler himself, records he is
desirous of moving. The little magazine is at-
tractively designed and printed and includes a
number of special illustrations. The first reg-
ular issue for the use of the dealers will appear
in June.

At the funeral services at the grave of John
Burroughs, the naturalist, a talking machine was
used to supply the music.

QCp NEW CARDINAL RECORDS fi^p

Utiv NOW READY FOR DELIVERY UOXf

10— NEW CARDINAL RECORDS— 10

ALL HITS

The
Phonograph
With The
Tongue

rCOOK IN THE KITCHEN— Medle.T of Irish

,/,(>„ J Reels By Tom Ennis

I LITTLE JUDY— Medley of Irish Keels

^ By Tom Ennis

(TRIM THE VELVET— Keels. . .By Tom Ennis

2029^ HCMORS OF B.^NDON- Irish Long Dance
( By Tom Ennis

f^WBAP THE GKEEN FLAG 'ROUND ME
BOYS — Irish Song Patriotic

2030 >^ Sung by Hugh Donovan

SINN FEIN AWAHN — ^Irish Song Patriotic
I Sung by Dennis 0*Hara

("NOW I LAY ME DOWN TO SLEEP

oftoi J New Stellar Quartet

1 DOWN ABOUND THE 'SIP 'SIP 'SIPPY
SHORE New Stellar Quartet

I^ALL FOK YOU

J Harry Baderman's Jazz Orchestra

SIAKE BELIEVE

Harry Kaderman's Jazz Orchestra
rWANG WANG BLUES

; Played by Cardinal .Jazz Band

2033-j Direction Chas, Kritzler

WEARY BLUES
L Played by Cardinal Jazz Band

2036

r MOLLY

Played by Ray Miller, Melody King, and
his Black & White Melody Boys
TWO SWEET LIPS
I Played by Kay Miller, Melody King, and
I his Black & White Melody Boys

, HUMMING

Played by Ray Miller, Melody King, and
I his Black Si White Melody Boys

I WITHOUT YOU

Played by Ray Miller, Melody King, and
I his Black & White Melody Boys

rAT THE NEW JUMP STEADY BALL

Sung by Ethel Waters, accompanied by
Albury's Blue and Jazz Seven
THE NEW YORK GLIDE

Sung by Ethel Waters, accompanied by
I Albury's Blue and Jazz Seven

The
Record
That
Talks

rHELD FAST IN A BABY'S H.iNDS
J Sung by Chas. Harrison

I DRIFTING APART

^ Song by Chas. Harrison

Jobbers and Dealers — Write for Information

CARDINAL PHONOGRAPH CO.

106 EAST 19th ST., NEW YORK CITY

FACTORIES — HEWARK, OHIO — ZANESVILLE, OHIO — PT. PLEASANT, N. J.

April 15, 1921

THE TALKING MACHINE WORLD

169

How to Open

a Small Goods Department

More and more phonograph dealers are appreciating the
advantages of carrying a Hne of musical merchandise.

There are others planning to add this depart-
ment, but are not sure just how to go about it.

To these dealers we

address this announcement:

The first consideration is: Who will the supply hovise be?
In offering our services we would call attention to our 38 years
of experience in musical merchandise, our co-operative service
to the dealer and the wide range and sterling quality of
Gretsch instruments.

The second question of what is needed to
start a department is answered in our special
assortments from $500 up.

We have made a study of the installation of musical merchan-
dise departments. Our experience is at your command.

Send for our new confidential price list, just off the press.

THE FRED. GRETSCH MFG. CO.

MUSICAL INSTRUMENT MAKERS
Since 1883

54-82 BROADWAY BROOKLYN, N. Y.

170

THE TALKING MACHINE WORLD

April 15, 1921

Dealers Attention!—

Our Special Offer
Introducing the Masterphone

The Masterphone, a scientiiic instrument, easily attached
in a feiv seconds, -which will help you discover
the soul of YOUR Phonograph

Live dealers seeking a fast selling,
moderately priced article of superior
merit to add to their line of acces-
sories will find in the MASTER-
PHONE an article that recom-
mends itself to all discriminating
lovers of music and owners of
phonographs.

THE MASTERPHONE

^'The Soul of the Phonograph''

is an attachment for the improved reproduction of tone, reproducing with absolute fidelity
to the original the tones and expressions of all instruments and the human voice with com-
plete absence of the grinding and scraping that detracts so much from the charm of a
phonograph.

The MASTERPHONE method of tone reproduction embodies absolutely new principles for
improving the quality of rendition, bringing out with all virility and naturalness the tones
originally recorded and at the same time saving the wear and tear on the records.

Instantly attachable to the sound-box of any make of phonograph, and as easily removable,
as the mood dictates, the MASTERPHONE makes immediate appeal to every owner of a
phonograph.

In performance and appearance, the MASTER-
PHONE is an article of high selling quality,
selling easily and without resistance. Gold-plated
throughout, it is packed in a handsome velvet-lined
fabrikoid case, and effective counter displays and
literature, furnished all dealers, aid greatly in
moving this wonderful little instrument from the
dealers' shelves.

Moreover, every MASTERPHONE is backed by
the unqualified guarantee of the makers as to satis-
faction in performance, workmanship and materials,
or money refunded.

•V-

Every Masterphone is packed in an attractive fabrikoid case
phish lined — resembling in compactness and beauty
a high grade jewel case; a fitting receptacle
for such a high quality product.

Write for our special introductory offer to dealers, without obligation, and prove
for yourself in your own store the great selling merit of the MASTERPHONE.

The Masterphone Corporation of America

Manufacturers and Patentees

29 West 34th Street, New York

April IS, 1921

THE TALKING MACHINE WORLD

171

THE FAVORITE RECORD POSTERS

Elaborate New Sales Help Offered to Dealers
by Victor Talking Machine Co.

BUY YOUR
ACCESSORIES

Ml From One /Source

NEEDLES r-"^*

24-hour service on all orders

Special Until MAY 15th

RECORD DELIVERY
ENVELOPES

YOUR ADVERTISEMENT
WILL BE PRINTED
IN THIS SPACE

Made of No. 1 Kraft Paper with Buttons
and String

10" $8.50 per M.
12" 10.25 per M.

Headquarters for

BBIIiLIANTONE STEEL NEEDLES

MAGNEDO MULTI-PLAYING NEEDLES

SCJPEBTONE STEEL NEEDLES

SHEET MUSIC

ABTO RECORDS

MUSIC ROLLS

RECORD CLEANERS

RECORD ALBUMS

BUBBLE BOOKS

FIBRE NEEDLES

FIBRE NEEDLE CUTTERS

RECORD FLASHERS

REPEATER STOPS

TONOFONE NEEDLES

REFLEXO NEEDLES

MOTROLAS

DANCING RASTUS

MAIN SPRINGS

SUPPLEMENT MAILING ENVELOPES
SAPPHIRE BALL NEEDLES
SAPPHIRE POINT NEEDLES
DIAMOND POINT NEEDLES
UNIVERSAL DISPLAY RACKS
SHEET MUSIC RACKS
SPRING LUBRICANT
MICA DIAPHRAGMS
PHONO MOVIES
STOCK ENVELOPES

NULIFE MUSIC ROLL ATTACHMENT
Watch for Next Month's Special

Plaza music Co.

18 WEST- ZOl^ STREET
NEW YORK

On more than one occasion talking machine
dealers have found that the admirer of a certain
artist has been particularly anxious to learn just
what record was that artist's particular favorite
in order that it might find a place in the library
of the admirer. Sometimes this information has
been forthcoming from the dealer, but more often
he is not in a position to answer the question
because the artists have not provided the answer.

It was for this purpose of advising music lov-
ers just what records the artists considered their
best recordings that the Victor Co. recently is-
sued the elaborate series of "Favorite Record
Posters" for the use of dealers, the first two
of the posters being sent out with the March
tube service. The posters, printed on heavy,
smooth-coated paper and ideal for framing, are
about sixteen inches wide and ten inches high.
Each poster bears the portrait of the artist in
full colors, and a personal note by the artist,
followed by a list of five or six favorite records
and a facsimile signature.

The new posters have made a decided impres-
sion upon dealers who realize the great value
of such material in increasing the sales of records
made by the various artists of note. They add a
most desirable personal touch that helps sales.

NEW KIMBALL REPRESENTATIVE

The W. W. Kimball Co., Chicago, 111., has
announced the appointment of Geo. M. W.
Kobbe, formerly vice-president of the Crescent
Talking Machine Co., as its Eastern representa-
tive in charge of sales of Kimball talking ma-
chines, pianos and player-pianos in the East-
ern territory. Mr. Kobbe will establish sales
offices and showrooms in the course of the
next week or so, and full details regarding
his plans will be announced later.

ENTERS TALKING JVUCHINE FIELD

The Vogelsanger Hardware Co., of Cape
Girardeau, Mo., has entered the talking machine
field and has secured the agency for the Sonora
line. A third of the company's floor space
has been set aside for the talking machine
department. The Vogelsanger Hardware Co.
stands high in its territory, having been estab-
lished in business for over twenty-six years.

RECORD OF BIRD IMITATIONS

The educational department of the Columbia
Graphophone Co. has just announced a record
of bird imitations made by Edward Avis that
is attracting considerable attention. Mr. Avis
is recognized as one of the leading bird imita-
tors in the country and he has given many re-
citals and lectures of bird imitations. His record
issued a year ago by the Columbia Co. met
with an enthusiastic reception everywhere, and
his new record is considered one of the best
bird-imitation recordings ever produced. Among
the birds imitated by Mr. Avis on his new rec-
ord are the blue bird, hermit thrush, Southern
mocking bird, red-winged blackbird, screech owl
arid others.

The J. N. Johnson Co. has made arrange-
ments to handle the Victor line of Victrolas
and records exclusively in Mt. Vernon, 111. Miss
Grace Maxey has been placed in charge.

RESURRECTONE NO. 5

Ortlpr now.
"Turicil I'P I.il"' ii ri"!"'"
HOFFAY PHONOGRAPH CO.

FREE OF BLAST
CLEAR AND SMOOTH SOUND

Money ri'I'iMi.lc.l If ii"t siilisructory.
,11, 1," Wiili' Un QUU11III.V I"rU'i'3

59 Fourth Ave. New York City

IMPORTANT
DISTRIBUTING
TERRITORY
OPEN

Demand has increased over
800%

Since January 1st for

MELODISC
RECORDS

3 5c each— 3 for $1.00

This phenomenal increase
is not due alone to the fact
that Melodises are the only
7" double disc records on
the market, and therefore
without competition.

It is because Melodise
quality is identical with
that of similar products of
the largest record manu-
facturers.

New releases every month
of the very latest dance and
song hits, by well-known
artists, bands and orchestras.

Write for samples and discounts

Emerson Phonograph
Company, Inc.

Melodise Department
206 Fifth Avenue, New York

(Makers of the f&mous Emerson Stand-
ard 10" Gold Seal Records)

172

THE TALKING MACHINE WORLD

April 15, 1921

WILL HOLD INFORMAL OPENING

New Wurlitzer Victrola Department Will Be
Informally Opened Next Week — Paul White-
man and Palais Royal Orchestra Will Appear

The Victrola department in the new Wurlitzer
Building, 120 West Forty-second street, which
has been open for the past three weeks, is plan-
ning to hold an informal reception and opening
on April 23. The company will announce this
reception and opening with full-page advertise-
ments in the local newspapers, and also by
means of attractive bulletins and special invita-
tions. It is planned to have many attractions
for this reception, the headliner being Paul
Whiteman and his Palais Royal Orchestra, ex-
clusive Victor artists, who will play all afternoon.

Ma.x Kortlander, composer of "Tell Me" and
"Any Time, Any Day, Any Where"; Vic .A.rden,
popular pianist, with the All Star Trio; Phil
Ohman, writer of "Dixie Kisses," and J. Rus-
sell Robinson, writer of "Margie," will all ap-
pear during the day. singing and plaj'ing their
own compositions for the entertainment of
visitors to the store.

R. A. Brennan, manager of the Victrola de-
partment, states that while this will be the first
public announcement of the opening of the Wur-
litzer Victrola department, it will be entirelj'
informal, and that he is planning to hold similar
entertainments and receptions at frequent inter-
vals during the year.

The store will be specially decorated for this
event, both windows carrying a displaj^ featur-
ing the artists that will be present. Many
advertising innovations will be introduced, and
every effort is being made to bring this beau-
tiful and modern retail Victrola store to the
attention of the most discriminating talking ma-
chine clientele in New York City.

GOT IN TOUCH WITH THE TEACHERS

Russell N. Smith, who conducts a talking
machine store in Carthage, 111., carried on a very
successful campaign in bringing the Victrola to
the attention of the teachers of Hancock County
at their recent meeting. He saw to it that every
teacher got a letter full of facts showing how
the Victrola aids in the development of music
appreciation in the school.

Bert Ranger, formerly with F. E. Bolway,
Inc., and W. V. Goff, of Syracuse, N. Y., has
opened a talking machine repair business of his
own at 153 James street, that city.

MOVE EXECUTIVE OFFICES

Stewart Phonograph Corp. Moves From Buffalo
to New York — A. C. Moreland in Charge cf
Executive Offices as Director of Sales

The Stewart Phonograph Corp., manufacturer
of the Stewart phonograph, has recentlj' moved
its offices from Buffalo, N. Y., to Nev/ York
City. This company is now located, with very
attractive offices, at 461 Eighth avenue, on the
eighth floor of the Printing Crafts Building.
A feature of these new offices is a large
demonstrating room where the company is ex-
hibiting its portable models and also its new
cabinet phonographs, a recent addition to the
popular portable line.

A. C. Moreland will have charge of the
executive offices in the capacity of director of
sales for the Stewart line in the United States.
Carl Reimers, general sales manager, is located
with headquarters at Toronto, Can., and will
spend part of his time in the New York office,
co-operating with Mr. Moreland. The com-
panj- is now making plans for an intensive ad-
vertising campaign for the Stewart phonograph,
with the expectation of doing a very fine Sum-
mer business.

PLANS IMPORTANT SALES CAMPAIGN

Bubble Book Sales Corp. Will Hold "Parties '
in Leading Trade Centers — Dealers Co-oper-
ate With Company in Developing Its Sales

The Bubble Book Sales Corp., New York, has
inaugurated an intensive Spring and Summer
campaign in co-operation with dealers handling
Bubble Books. This campaign will be nation-
wide and is primarily designed to create a desire
for Bubble Books in the homes. One novel way
of bringing Bubble Books to the attention of
prospective buyers is by means of Bubble Book
parties given at local Y. M. C. A.'s, churches
and town halls under the direction of the local
dealer. These parties attract the heads of the
families, who bring the children, and while it is
of 'special interest to the "kiddies," mothers
become interested as well, with the result that
sales in Bubble Books show a decided increase.

The Bubble Book Sales Corp. in putting on
these Bubble Book parties has designed and
created attractive stage settings, each one repre-
senting a scene from fairyland, with the char-
acters portrayed by children who pantomime
the scenes while the records are being played.

EACH NEEDLE

PLAYS 10 RECORDS,

THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE

SUPERTONE NEEDLE WORKS
18 West 20th Street,
New York

General Manager Foster, who recently re-
turned from a trip to New England, states that
one of the most successful of these parties was
held by the Jordan Marsh Co., of Boston, Mass.
Special invitations were sent out and extensive
local advertising was used. Similar parties will
be held in Alemphis, Houston, Topeka and Den-
ver, with a series of parties in metropolitan
New York, Chicago, Philadelphia and many
other large cities.

THE EDUCATION OF THE DEALER

Interesting Article by Roland Cole in Printers'
Ink Tells How the Victor Co. Educates the
Dealer to Sell Red Seal Records

The leading article in Printers' Ink of March
31 was an extended description of "How Victor
Educates the Dealer to Sell Red Seal Records,"
by Roland Cole, and the matter throughout the
article is of a nature that makes it deserving
of special study by every talking machine dealer
who is desirous of acquiring new ideas for the
building up of his business.

In the introduction to his article Mr. Cole called
attention to the two methods of selling, that of;
giving the customer what he asks for, rather than
chance killing the business by salesmanship, and
the other endeavoring to lead the customer's mind
into new channels, with the resultant making of
new sales. He tells of one dealer who received
350 records of a popular song sensation, adver-
tised it heavily and cleaned out his stock of that
particular record in one day. He hadn't tried to
sell anything else because it might interfere with
the sale of the "hit." At the same time another
Victor dealer down the street had only fifty rec-
ords of that particular success, but by trying out
his selling ability on each customer moved many
other records of the regular stock, with the result
that his gross sales for the day exceeded in value
those of his competitor. In other words, he used
the "hit" as bait to bring customers into the store
and realized on the opportunity.

There are many interesting stories of salesman-
ship in the article, all of which point a moral.

Telling of what the Victor Co. is doing and
has been doing towards the education of the sales
person as a step toward the education of the
public to the value of good music, Mr. Cole gave
a lengthy description of the Victor salesmanship
classes that have been held at Camden for some
time past, dwelling upon the manner in which the
class is organized, the sort of instruction given,
and the practical way in which the student is
taught to not onlj' appreciate the value of better
records himself, but to arouse a similar apprecia-
tion on the part of the customer.

The cross index system adopted by the Victor
Co., which enables the salesman to learn from the
descriptive text on the record envelopes what
other records are in the same class and calculated
to make a similar appeal, comes in for special
favorable comment, as do other successful Victor
sales methods.

R S

s RAINBOW RECORDS s

Now Ready tor Distribution

Wide awake dealers are looking for Sacred Records to add to their regular line.
Rainbozv Records are leaders in the field of Sacred Records. Twenty-four
numbers now ready for release. Rainbozv Records li'ill prove profitable to any
dealer, because Rainbow Sacred Records have no special season, but sell twelve
months in the year. Write — Wire or Telephone Today for our complete list of
records and terms to dealers and distributors proposition.

RODEHEAVER RECORD COMPANY

PHILADELPHIA, NEW YORK CHICAGO

814 Walnut St. 219 E. 39th St. 440 S. Dearborn St.

April 15, 1921

THE TALKING MACHINE WORLD

173

Model B — The quaint Queen Anne. One of
the most desirable designs. In keeping with
the furnishings of many music rooms in
modern American homes.

Made in Mahogany and American Walnut.

Model D — The ever-popular Louis XVI., an
especially favored design which finds its
place in the drawing rooms of prosperous
Americans all over the land.

Made in Mahogany and American Walnut.

The Fern-O-Grand
Company

"Makers of the Baby Grand
Design Phonograph"

KNOWN FOR STYLE AND TONE

BABY GRAND

DESIGN

PHONOGRAPH

The most distinctive type of
phonograph on the market.
Provides the dealer with un-
limited sales possibilities. A
welcome addition to any high
class lines.

New and Exclusive in Design

our Ellis Reproducer and large amplifying
Chamber is the secret of its wonderful vocal
and instrumental tone.

The only Fibre Reproducer on the market.

Its Musical Qualities are Incomparable

PROTECT YOUR TRADE and stimulate your
phonograph business by having THE BABY
GRAND DESIGN LINE on your floor.

Our Reproducer

Patented U. S. A.

( Guaranteed for Twenty Years)

1. Its light weight will always keep your records new.

2. Plays all makes of records without any extra attachments.

3. Diaphragm is insulated from all metal parts, assuring
natural tone without the metallic phonograph tones.

4. By off-setting the bridge connection to the diaphragm pro-
vides a short and long area over which the high and low notes
respectively must travel for best results.

5. Oval bar provides ample protection for bridge connection.

model

BAT EM TED

Price $225 2B

Model C — The Hexagon design fits in with
almost any character of home furnishing.
Its solid and artistic appearance is in
keeping with the best of periods.

Made In Mahogany and American Walnut.

Model E — For "the "Chippen<lale room. Delicate
carvings, perfect design and the last word
in arts and crafts workmanship. Study the
perfection of this design.

Made In Mahogany and Amcric.in Walnut.

The Dimensions of the Amplifying
Chamber are 24 ins. in width and 10 ins.
in height. Think of that. The Cabinet
is 36 ins. high, 27 ins. wide and 34 ins. 'in
depth — Shipped K. D., which assures
lowest freight rates.

Model A — Baby Grand in Adam period design.
The marvelous simplicity and beauty of the
period faultlessly carried out. Much favored
by the critical buyer.
Made III Mahogany and AmtTican Walnut.

Distributors for New York and surrounding territory:
Kroll-Horowltz Furniture Co., Inc.. 258 Canal St.,
New York.

Distributors for Denver and West:
Music Co., Denver, Colo.

Casscll Bros.

Distributors
territory.

Agencies write for prices and

212-220 West Canal Street

Cincinnati : Ohio

FULLY PROTECTED BY PATENTS, DEALERS' DISCOUNTS PROMPTLY FOLLOW UPON YOUR REQUEST

174

THE TALKING MACHINE WORLD

April IS, 1921

SPECIAL TALKING iHACHINE SESSION

National Association of Music Merchants Sets
Aside Morning of May 11 for Special Meet-
ing Devoted to Talking Machine Interests

The National Association of Music Merchants,
which has invited talking machine dealers
throughout the country to meet with it in na-
tional convention in Chicago during the week
of May 9 for the purpose of forming a national
association of talking machine retailers, has just
announced that a special session of the conven-
tion on the morning of May 11 will be devoted
entirely to a program of talking machine topics.
President E. Paul Hamilton, of the Association
of Music Merchants, will speak on "What the
National Association Offers," and there will be
other speakers on business topics of particular
interest to the talking machine men.

Secretarj- C. L. Dennis, of the National Asso-
ciation of Music Merchants, has sent a letter to
the various local associations of talking ma-
chine retailers, in\ating the members to attend
the Chicago meetings, or at least to send dele-
gates.

OPENS EDUCATIONAL DEPARTMENT

Columbus, O., April 3. — One of the most inter-
esting features of the recently augmented Perry
B. Whitsit wholesale organization was the open-
ing of an educational department, under the di-
rection, of Esther Rejmolds Beaver, a musician
of some note, who has succeeded in establishing
courses in opera appreciation, taught with the
Victrola, in public schools throughout the State.

DEALERS TO MEET IN ALBANY, N. Y.

Albany, N. Y., April 9. — A meeting of the Edi-
son dealers in the Albany zone, which is ex-
pected to bring together over 100 retailers, will
be held at the Hotel Ten Eyck here on next

\\'ednesda3', April 13. The plans call for a
morning and afternoon session with a special
luncheon in between, and in the evening a for-
mal dinner. The dealers will be the guests of
the American Phonograph Co., local Edison
Jobber, and Nathan D. Griffin is personally
looking after the arrangements.

ALL READY FOR SECOND MUSIC WEEK

Celebration Beginning on April 17 Expected to
Surpass All Previous Efforts

Preparations have been completed for New
York's Second Annual Music Week to begin
on Sundaj-, April 17, and run until Sunday,
April 24, inclusive, and from the information
available the celebration will outshine in every
particular the most successful Music Week held
here last year. Churches, schools, clubs and
musical organizations in general, together with
the Metropolitan Opera Co. and prominent in-
dividuals, have arranged to co-operate in the car-
rying out of the program, under the direction
of the Music Week Committee of which Otto
H. Kahn, the noted banker and music patron,
is honorary chairman, Berthold Neuer, chair-
man, and C. M. Tremaine, Director of the Na-
tional Bureau for the Advancement of Music,
secretary.

One of the interesting developments this year
is that a material part of the expense of the
celebration will be borne by public-spirited cit-
izens outside of the music trade and profes-
sion, and it is the hope of those back of the
movement that it will eventually become an an-
nual event of a self-supporting nature.

It will be a week of music in every particular,
with special opera performances, professional
and amateur concerts, musical services in the
leading churches, sermons and addresses on
music in churches and schools, special programs
in motion picture houses, and other features calcu-
lated to bring home to every New Yorker the beauty

MTI^NEDV

EACH NEEDLE ;

PLAYS 10 RECORDS

THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE

SUPERTONE NEEDLE WORKS'
18 West 20th Street,
New York

and value of music in its fullest sense. The
talking machine trade is, of course, co-operating
in a full measure, and a number of prominent
talking machine artists will appear in the various
musical events.

J. MILNOR DOREY HONORED

A signal honor was bestowed recently upon
J. Milnor Dorey, educational representative of
the Columbia Graphophone Co., when he was
given a place on the program of the Pennsyl-
vania State School Directors' Association, which
held its annual meeting at Harrisburg. On a
crowded program devoted to administrative
problems a place was made for Mr. Dorey to
discuss the importance of music in the public
schools and his address was highly applauded.

The Brooks Automatic Repeating Phonograph

is justly termed The Wonder
Instrument. It has all the good

DEALERS

There are some com-
munities where the
BROOKS is not rep-
resented effectively as
yet. Write us at once
regarding your terri-
tory. We are planning
a sales campaign of
wide scope this year
and large distributors
and dealers will find
the acquisition of the
BROOKS line a big
factor for business
volume during 1921.

THE REPEATING DEVICE

The Brooks Automatic Repeating and Stop
Device is an exclusive Brooks feature. It gives
this phonograph a broader scope than any
other make and requires no attention beyond
setting the needle and turning a little knob.
It is to the phonograph what the self starter
was to the automobile.

style is
with th
device

qualities of other high grade
makes, but is completely put in
a ' class by itself by virtue of
the inbuilt Repeating Device,
which enables
the operator
to play any
make of
record, any
desired num-
ber of times.

Shown are three
Brooks models of
different sizes, all
beautifully carved
and finished. Each
identically equipped
e repeating and stop

The

Wonder
Instruments

Automatic Repeating

Phonographs

BROOKS MANUFACTURING COMPANY, SAGINAW, MICH.

April 15, 1921

THE TALKING MACHINE WORLD

175

Protect Your Phonograph
Instalment Accounts

OVERWINDING or fear of winding too
much is the direct cause of most complaints.
OVERWINDING causes escutcheon to shift,
thereby ruining the side of cabinet, breaking
handle, shearing off screws and pins, forcing
graphite out of cups, in consequence of which
thumping occurs, pulling out rivets that hold
spring in place, springs breaking in various
forms, thereby forcing turn table backward,
pressing needle into record, thus damaging
the reproducer.

WHY NOT eliminate above complaints, sav-
ing time and money on free repair work and
make a profit through the sale of the PHONO-
GRAPH MOTOR AND SPRING SAFETY
DEVICE? This device, automatically pre-
venting overwinding, can be attached by any-
one in a few minutes, without altering any
part of the phonograph. It is screwed on
winding shaft, inside of cabinet. Once placed,
it needs no further attention. It is constantly
lubricated with graphite, tested to 10,000 wind-
ings, and proves all claims ; is equipped with
a sound indicator when the proper tension is
reached, at which the handle automatically
ceases winding, notwithstanding' continuous
turning of handle.

Retail price, $3.75 each. Samples and terms
mailed to dealers on receipt of price, $2.25.

Phonograph Specialties Mfg. Co.

67 Fleet St. Jersey City, N. J.

EXTRA LOUD TUNGS=TONE STYLUS

Victor Co. Announces Introduction of New
Tungs-Tone Reproducing Point

The Victor Talking Machine Co. has just an-
nounced to the trade the new Extra Loud
Tungs-Tone Stylus, which has been developed and
placed on the market to meet the demand for
such a stylus for use with dance records and
on other occasions when unusual volume is de-
sired. The introduction of the extra loud stylus,
in addition to the Tungs-Tone Stylii, with
which the trade has long been familiar, makes
this line of distinctly Victor reproducing points
complete, and the trade is urged to give due
publicity to the fact.

RECEIVER FOR EJECT=0=FILE CO.

High Point, N. C, April 6. — Judge James E.
Boyd, U. S. District Judge for the Western Dis-
trict of North Carolina, has recently appointed
R. B. Terry receiver for the Eject-O-File Co.,
of this city, against which concern an involun-
tary petition -in bankruptcy was recently filed
by a number of creditors. Mr. Terry will serve
until such time as a trustee is appointed, which
will be about the latter part of May. At present
it is impossible to give any estimate of the as-
sets and liabilities.

We are introducing a reproducer which is different
from anything on the market. In principle it is non-
metallic, at the same time practically indestructible and
not affected by moisture or temperature changes.

We guarantee it as a quality product.

All principles of construction covered by basic patents.

Samples to the trade $7.00 each.

Requests for Tests and Demonstrations Are Solicited
from Manufacturers, Jobbers and Dealers.

Steurer Reproducer Company, Inc.

158 West 21st Street New York City

HANDLING OF INSTALMENT PAPER

United Phonograph Dealers' Association Holds
Interesting Meeting at Hotel McAlpin — Dis-
cusses Important Trade Subjects

The United Phonograph Dealers' Association,
comprising talking machine dealers in Greater
New York whose recent organization is referred
to elsewhere, held a meeting last Friday at the
Hotel McAlpin, which was attended by more
than fifty dealers. Joseph Tylkoff, president of
the Association, was in the chair, and the first
speaker of the afternoon was A. Watkins, of
the National Surety Co. Mr. Watkins outlined
an interesting plan whereby his company could
assist the dealers in handling talking machine
paper through the medium of a finance company
backed by the National Surety Co.'s bonds.

Joseph Mayers, of the executive board of the
Association, advised the dealers that important
plans were in process of consummation relative
to the handling of instalment paper, and stated
that Brownsdorfif & Goell, certified public ac-
countants, were working with the board in pre-
paring these plans.

President Tylkoff informed the dealers that at
a recent meeting of the executive board the prin-
cipal topic of discussion was a suitable basis
for the return of records. The members of the
board had practically decided that a 10 per cent
basis would be, an adequate one and this subject
was discussed at length by the dealers. Recog-
nizing its importance, the dealers left this matter
in the hands of the executive board for further
action, as the return of records by any other
method than the cut-out system constitutes a
most important problem. President Tylkoff
stated further that the executive board wished
to go on record as irrevocably opposed to the
cut-rate methods being utilized by "gyp" dealers
in different parts of the city. He stated that a
confidential committee of two members had been
appointed for the purpose of definitely eliminat-
ing the "gyp" dealer, and he asked the co-oper-

ation of the dealers in driving out this menace.

The executive board advised the dealers that
the Columbia Graphophone Co. had reduced the
price of its records to eighty-five cents, and Mr.
Mayers read an interesting letter from George E.
Brightson, president of the Sonora Phonograph
Co., advising the dealers that his company would
esteem it a pleasure to co-operate with the deal-
ers in every possi'ble way.

THE PLAZA MUSIC CO. RESUMES

Company Again Becomes Active Factor in Field
Following Discharge of Receiver

The Plaza Music Co., jobber of talking ma-
chine accessories, music, etc., at 18 West Twen-
tieth street, New York, has resumed its normal
activities following the recent discharge of the
receiver who was handling the affairs of the
company. In relation to the development of the
company's business, H. Germain said:

"Our future plans are definitely settled and
it is our purpose to develop our company in the
jobbing field of phonograph accessories to a
point where the trade will recognize us as one
of the leading houses in this line.

"Our service, shipping arrangements, and other
plans, as now arranged, have been prepared with
an idea of giving the buyer every convenience.
It is our purpose to carry every staple article
that the phonograph store requires and, inas-
much as the dealer will be able to get much
material from one source, we are looking for-
ward to a constantly increasing business."

EXECUTIVE COMMITTEE AT CAMDEN

Following its meetings in St. Louis and Bos-
ton, the executive committee of the National
Association of Talking Machine Jobbers went
to the Victor Co. factory, on April 11 and con-
ferred with the officers and department heads.
In the evening they were entertained at the
theatre in Philadelphia.

PHONOGRAPH RECORD LABELS

Emerson

No. 503

C A I R O (Medley)

btrailatini: "BEIUND VOUR SILKEN VEIL"

By VAN Ei>S BANTA TRIO

Composers;

That will meet the requirements of the manufacturer
of Records. Our experience along this line assures
you of the best of results, quality as well as artistic
in design. We make record labels for some of the
largest record manufacturers.

If we are not making any of the following Specialties
for you we would be pleased to quote you as our ex-
perience enables us to give you the desired results.

KEYSTONE PRINTED-SPECIALTIES COMPANY

321-327 Pear Street
SCRANTON. PA.

Our Specialties —

Phonograph Record
Labels

Gummed Stickers of
large quantities

Trading Stamps, etc.

176

THE TALKING MACHINE WORLD

April IS, 1921

WORLD'S CLASSIFIED ADVERTISING

Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 2Sc. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.

SALESMEN WANTED— If you have had at
least four years' retail experience in the talking
machine and piano business, we can use you.
The positions we have open are for the type
of men who know how to present a high-class
proposition in a strictly high-class manner. We
do not want amateurs. You Will have to travel.
Drawing account against commission will be
allowed you after you have proved to us that
you are the man capable of presenting our
proposition. This position is good for $5,000
the first year, provided you lend us your entire
time. The concern for which you will work has
been in business over forty years and enjoys an
unquestioned reputation throughout the music
industry. Please outline to us your qualifica-
tions for fulfilling this position in first letter.
Address your reply to Box "930," care The
Talking Machine World, 373 Fourth Ave., New
York City.

WANTED — Traveling man handling phono-
graph line who is in a position to also represent
old-established line of moderately priced pianos
and player-pianos. Address Box "924," care The
Talking Machine World, 373 Fourth Ave., New
York City.

POSITION WANTED— Matrix maker and
plater. Fifteen years' experience. All formulas
and strips. Can install plant. Address Box
"925," care The Talking Machine World, 373
Fourth Ave., New York City.

MANAGER or SALESMAN at present em-
ployed, wishes to make a change. Can furnish
good references. Desires position preferably in
metropolitan district. Address Box "927," care
The Talking Machine World, 373 Fourth Ave.,
New York City.

WANTED — PHONOGRAPH SERVICE
MEN. Retail salesmen familiar vnth repairing
End adjusting phonographs; accustomed to fol-
lowing leads. Preferably men with phonograph,
sewing machine or vacuum cleaner experience.
Salary, expenses and bonus. Address Box "929,"
care The Talking Machine World, 373 Fourth
Ave., New York City.

LABORATORY FOREMAN AVAILABLE
— Capable of taking charge of any recording
laboratory. Thoroughly familiar with the most
up-to-date method of manufacturing backed up
matrix. 17 years' experience in the actual mak-
ing of matrices and mothers, and also familiar
with recording. Will consider a high-class
proposition after April 15th. Address Box "933,"
care The Talking Machine World, 373 Fourth
Ave., New York City.

POSITION WANTED— Experienced pho-
nograph man, eight years' selling, executive ex-
perience, wholesale, retail talking machine busi-
ness, desires good connection representing
manufacturer of either machines or records.
Chicago and Middle Western States. Address
A. L. 5, Talking Machine World, 209 South
State St., Chicago, 111.

SALESMAN WANTED— Energetic sales-
man to cover New England territory with a
complete line of phonograph accessories, sheet
music, rolls and records. Must have experience
and acquaintance with the trade. Address Box
"936," care The Talking Machine World, 373
Fourth Ave., New York City.

WANTED MECHANIC to head experi-
mental and testing department of phonograph
motor manufacturer. Must be an expert. Ad-
dress reply to P. O. Box 123, Grand Central
Station, New York City.

SALESMAN WANTED— Experienced pho-
nograph supply salesman to cover Southern
States with a complete line of phonograph ac-
cessories and other musical merchandise. Ex-
cellent position for man who can produce re-
sults. Address Box "937," care The Talking
Machine World, 373 Fourth Ave., New York
City.

RECORDING EXPERT, by a well estab-
lished company. Opportunity for betterment
and to learn working of other record manufac-
turing departments. Give full particulars regard-
ing experience. Replies treated confidentially.
Address H. W., Box "915," care The Talking
Machine World, 373 Fourth Ave., New York
City.

WANTED — Unusual opportunity for man
capable of managing phonograph, small goods
and sheet music department in growing Western
city of 130,000 population. Man from New
England States preferred. Address "Western
Opportunity," care The Talking Machine
World, 373 Fourth Ave., New York City.

AVAILABLE — An experienced salesman and
capable manager, with thorough knowledge of
buying and selling Victrolas and records, de-
sires connection with a substantial house as
manager of Victor department. Can furnish un-
questionable references. Married man. No ob-
jection to relocating. Address Box "912," care
The Talking Machine World, 373 Fourth Ave.,
New York City.

A SIDE LINE WITH SUBSTANTIAL
PROFIT. Men now selling phonographs or
benches will find it entirely profitable to sell our
popular line of pianos and players. Fine as side
line. Address Opportunity, "Box 848," care The
Talking Machine World, 373 Fourth Ave., New
York City.

PLATER and MATRIX MAKER wanted.
Must be familiar with modern processes and be
able to handle work from wax to finished
stampers. Confidential. Reply to W. L., Box
"916," care The Talking Machine World, 373
Fourth Ave., New York City.

WANTED — Salesmen for splendid side line,
all over the country. Pocket sample. Ten to
twenty dollars easily made daily. Demonstra-
tion requires few minutes only. Write Puritone,
Room 1408, 347 Fifth avenue. New York City.

WANTED — Experienced roll man. Must un-
derstand rolling and mixing and have knowl-
edge of stock formulas. "Box 938," care The
Talking Machine World, 373 Fourth avenue. New
York City.

WANTED — Working foreman for record-
pressing factory. State experience, age and na-
tionahty. "Box 939," care The Talking Ma-
chine World, 373 Fourth avenue, New York City.

SITUATION WANTED— Thoroughly experienced man-
ager of \^ictor talking machine department, retail, desires
connection with reliable house in or near New York City.
I^Ioderate salary. Would consider outside selling proposi-
tion. Address Box "'935," care The Talking Machine
World, 373 Fourth Ave., New York City.

POSITION WANTED— Young lady desires position as
saleslady in Columbia store, also familiar with Victor. Ad-
dress Box "923," care The Talking Machine World, 373
Fourth A\'e., New York City.

POSITION WANTED— By young man, thirty-five years
old, as foreman or an all around repair man. E.xperienced
in all kinds of talking machines as I have had full charge
of motor and assembling department and in soimd bo.xes
and tone arms. Address Box "415," care The Talking
Machine World, 373 Fourth Ave., New York City.

YOUNG MAN, twenty-five years old, with several years'
experience in repairing of all makes of talking machines,
wishes to connect with some reliable concern. .Address
Box "926," care The Talking Machine .World, 373 Fourth
Ave.. New York City.

REPAIRS

All makes of Phonographs
Promptly and Efficiently

CENTRAL MUSIC SALES CO.
173 Sixth Street, Milwaukee, Wis.

VICTROLA STORE FOR SALE

Only Victor agency in good-sized Illinois city. Ad-
dress Box "931," care The Talking Machine World,
373 Fourth Ave., New York City.

WANTED

Slovak records, any make, 10 and 12 inch, also
Red Seal Victor. Write full particulars with lowest
prices. Mr. John Danko, care Silver Bell Phono-
graph Co., 3941 Milwaukee Ave., Chicago, 111.

FOR SALE

Imperial and Rex 10-inch records, brand new, at
20c. Job lots always on hand. Anything required
in the phonograph line we will sell at reduced
prices. Mandell & Co., 88 Rivington St., New
York City.

FOR SALE

An assortment of Heineman No. 12, 16, 17 and 19
motors, also some No. 77 Okeh. Address Stradi-
vara Phonograph Co., 45 Fourth St., Portland, Ore.

AN EXCEPTIONAL
OPPORTUNITY

If you are a distributor or retailer selling one thou-
sand or more phonographs yearly, let me submit to
you sketches of both upright and console phono-
graphs by the best designers of furniture in Grand
Rapids. Designs to be your own exclusively. Will
make them under your trade name in a Grand
Rapids plant. Having a reputation for making furni-
ture of surpassing excellence. Address Geo. M.
Cook, 156 Monroe Ave., Grand Rapids, Mich.

WANTED

Phonographs, phonograph cabinets and
musical merchandise. Good farm to ex-
change for above. "Box 934," care The
Talking Machine World, 373 Fourth Ave.,
New York Citv.

EXPERT REPAIRMAN, instructor and assembling fore-
man, thirty-five years of age, ten years' experience on all
makes of machines, wants steady position with growing
concern. Address M. E. Waggoner, 410 Jackson Ave.,
Jersey City, N. J., care Murray.

POSITION WANTED as manager in a phonograph store
or department in New England or New York. Best of
references as to integritv and as a business getter. Address
Box "928," care The Talking Machine World, 373 Fourth
Ave., New York City.

POSITION WANTED by repairman. Five years' ex-
perience on all makes of motors. Also experience at
shipping, receiving and inspecting. Best of references.
Address Mr. W. Henderson, 469 Central Ave., Brooklyn,
N. Y.

POSITION WANTED as manager of phonograph de-
partment by young man, twenty-three, with lots of pep and
initiative. Salary to start no object. Prefer Ohio, Indiana
or Michigan. Best of references. Address Box "932," care
The Talking Machine World, 373 Fourth Ave., New York
City.

YOUNG MAN with eight years' experience wishes to
connect with some reliable concern as either salesman or
manager. Box "886," c/o The Talking Machine World,
373 Fourth Ave., New York City.

April 15, 1921

THE TALKING MACHINE WORLD

177

FOR SALE

7,300 pes. Mahogany, one side, SOxllV^xVi, S-ply
3,600 pes. Maliogany, one side, 30xl0%x%, 3-ply
3,600 pes. Maliogany, two sides, 13M>xl4i4x%, 5-pIy
3,600 pes. Mahogany, two sides, 19xl6%x%, B-pIy

4,000 pes. Gum 18xl~J/2X%, 3-ply

4,000 pes. Gum ISxliV-xVi, 3-ply

4,000 pes. Gum 9xl6xVj, 5-ply

4,000 PCS. Gum 18xl9J4x%, 5-ply

800 pes. Walnut, one side 30x171^x14, 5-ply

400 pes. Walnut, one side 30xl6%xi4, 3-ply

400 pes. Walnut, two sides 13i4xl4i^x%, 5-ply

400 pes. Walnut, two sides 19xl6i4x%, 5-ply

400 pes. Mahogany, one side. .. .15x15x14, 5-pIy
145 pes. Butt Wal., one side, 12x12x13/16, 5-ply
300 pes. Mahogany, one side, 32xl8i4xi/i, 3-ply

150 pes. Maple, one side 19xl6i4xi4, 3-pIy

500 pes. Jlahogany, one side, 29x16x14, 5-ply
1,000 pes. Mahogany, two sides, 20%xl8x5/16, 5-ply
500 pes. Mahogany, one side, 15V&xl5Vlsxi/4, 5-pIy

1,000 pes. Gum 74x22x%, 3-ply

400 pes. Gum 74xl8xVs, 3-ply

Any or all of the above stock ean be i>ur-
ehased at very attractive prices.

Jamestown Panel Company, Inc.

Jamestown, N. Y.

EDISON TONE=TEST IN PORTLAND

Audience of 2,800 Enjoys Recital Held Under
Auspices of Hyatt Co. — Remick Song Shop
Expansion — Wax Co. Increases Capital — Some
Recent Visitors of Note — Other Items

Portland, Ore., April 9. — The big event of the
month among the dealers of Portland was the
Edison tone-test recital, which was put on by
the Hyatt Talking Machine Co., at the Munici-
pal Auditorium, when Arthur Collins and Byron
Harlow appeared before an audience of 3,800
people. The recital proved to be the most suc-
cessful affair of its kind ever put on in the
Pacific Northwest and Mr. Hyatt was congratu-
lated by Mr. Harlow on the big turnout at the
recital.

The test was not only a great thing for the
Edison phonograph, but it also brought to the
notice of many Portland people the existence of
the Hyatt Talking Machine Co., which is one of
the oldest and largest exclusive phonograph
stores in the State. Sales of the Edison ma-

RECORDS PRESSED

With or without your stock

STOCK ROLLED or
BLANKED or BOTH

Brooklyn, N. Y. Plant now prepared
to accept additional contracts, large or
small. Densite Products Mfg. Co.,
311-313-315 Ellery St., Brooklyn, N. Y.

ALBUMS FOR SALE

Cash bargains: 15,000 twelve-inch record albums,
23 cents; 7,500 ten-inch, 19 cents. Immediate de-
livery. Address Herman Schlacht, 112 East
23rd St., New York City. Phone Gramercy 5699.

BUSINESS OPPORTUNITY

WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers.
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day.
Fogarty Manufacturing Co., Dayton, O.

CABINETS

Beautiful new design in maliogany,
oak and walnut. Send for circular.
Everett Hunter Mfg. Co., McHenry, 111.

chine have been stimulated since the recital, for
with every sale of the official laboratory model
the Hyatt Co. has been giving an engraved cer-
tificate of authenticity signed by Messrs. Collins
and Harlow.

The Remick Song Shop has just completed the
installation of three beautiful demonstrating
rooms for Columbia Grafonolas, which it han-
dles exclusively. The rooms are 12 by 12 and
are well ventilated and Taylor C. White, man-
ager, had an acoustic chamber built in each
room, which is an entirely new idea of his own.
The color scheme is in soft grays and gold,
with white enamel woodwork, making the ma-
hogany Grafonolas stand out to the best advan-
tage. Comfortable upholstered wicker settees
and chairs are in each room and small rugs are
over a heavy cork flooring. The five rooms
which the Remick Shop have had are to be re-
tained for the selling of records.

D. C. Peyton, manager of the Meier & Frank
department, reports improved business. An-
drew Sherbert, his valuable floor salesman, is
going into business for himself and will handle
phonograph accessories and Okeh, Gennett and
r'.iTierson records.

The Remick Song Shop, on Washington street,
was the first to introduce "Siarn^ Soo" to the
Portland public. As a consequence traffic in
front of the shop was blocked. The Wiley B.
Allen Co. and Bush & Lane also presented "Soo"
to their customers.

Portland was visited last month by I. C.
Ackley, manager of the Coluntbia Co., with
headquarters at Seattle, Wash. Other visitors
were: W. H. Alfring, vice-president and general
manager of the Aeolian Co., New York, and

H. M., Hull, general manager of the San Fran-
cisco branch of the company.

One of the prettiest windows in Portland dur-
ing the Easter season was the main window of
Sherman, Clay & Co. The background was a
huge white Easter egg, with a Victrola burst-
ing forth and lilies and rabbits artistically at-
tached to it by purple ribbons completed the
picture. The window was designed by F. D.
Addis, who coined the quotation, "The kind of
an egg that will hatch a Victrola."

The M. J. W'ax Co., Inc., has increased its
capitalization from $20,000 to $50,000 and has
recently opened up a chain of retail stores cov-
ering the entire Pacific Coast. It is exporting,
jobbing and importing "talkers" and supplies.

Miss Jessie Meighen, well known in the talk-
ing machine trade, having been connected with
the Hyatt, Columbia and Reed-French stores,
was married last month to W. K. Royce, promi-
nent business man of Clackamas, Ore.

Kathleen Kla-wah-na, harpist, appeared as
guest artist at the monthly Victrola concert
given in the concert hall of Sherman, Clay &
Co. She is a native Oregon Indian, and re-
ceived her musical education in Paris and Eon-
don. These monthly concerts are under the
management of Evelyn McFarland McClusky,
head of the educational department.

Soule Bros., who handle the Pathe records,
are having a big sale of the new needle-cut
Actuelle records.

H. G. Reed, president of the Reed-French
Piano Co., is on a business trip to the East.

Two of Portland's music houses are under the
necessity of finding new locations. The Wiley B.
Allen's store has been leased to others at an
annual rental of $26,666, covering a fifteen-year
lease. The company has until March 1, 1922, to
lind a new location. The other firm is the Hyatt
Talking Machine Co., which has until August

I, 1923, when its lease expires.

ISSUE AN EFFECTIVE FOLDER

A very effective folder, in which Victor rec-
ords are heralded as "Buried Treasures," was
recently issued by the Block & Kuhl Co., Peoria,
111., whose Victrola shop is under the capable
direction of John D. O'Malley. This little
volume contains a list of records which make
a wide appeal, and which can be checked and
returned to the dealer by the customer. As a
means of getting business by mail it is excellent.

CABINETS

Models in All Sizes at a

Big Cut in Prices

GENUINE MAHOGANY,
AMERICAN WALNUT and
GOLDEN QUARTERED OAK

SIX MODELS, ALL SIZES and
FINISHES, IN COMPLETE
PHONOGRAPHS AT A
PRICE

.A-l Cabinet Work in Construction and
Finish

Large Double Spring Motors and Universal

Tone Arms
VKn'/c for Special Prices on Large and
Small Quantities

SAMPLES SHOWN
New York Furniture ExchanKe
APRIL 18lh to 30th
Corner Thirty-sixth Street and Seventh Avenue
In West Michigan Furniture Co.'s Space

Player-Tone Talking Machine Co.

967 LIBERTY AVE., PITTSBURGH, PA.

178

THE TALKING MACHINE WORLD

April 15, 1921

[IIR.OPEAN HEADQUARTER

kwl^^^^^ I mil 2GR.ESHAM BLDG.,BASINGHALLST..E.C.LONDON ^

W. LIONEL STURDY, MANAGER

Many Notable Exhibits at British Industries
Fair — J. E. Hough, Ltd., Display Interests
H. M. the Queen— Fair a Success Despite
Some Feeling of Disappointment — Manufac-
turers and Wholesale Dealers Dine — How
Aeolian Co. Makes Records Educational — The
Reparations Bill and Its Effect on Trade— His
Master's Voice Records of "Beggar's Opera" —
Death of Geo. L. Newman Regretted — Retail-
ers Discuss Bogus Publicity — News of Month

London, Eng., March 28. — For the two weeks
ending March 4 the British Industries Fair, at
the White City, was the center of attraction for
thousands of traders from all parts of the United
Kingdom and oversea countries. There were
about four miles of stands, the different parts
being sectionized alphabetically, representative
of almost every class of British industrial effort.
Among the most prominent was the section de-
voted to the exhibits of British musical instru-
ments, comprising some fine examples of grand
and upright pianos and players, gramophones,
etc. The following brief particulars of the out-
standing exhibits of gramophones will be of
interest:

"Boynton, Dowsett & Co. interested the trade
with a small range of gramophones of their own
design fitted with the Reliograph sound box and
auto stop. The latter is a specialty which evoked
much favorable comment as being extremely
effective.

The British Polyphone Co. set itself out to
make an imposing display of all types of "Dul-
cetto" gramophones and accessories. Some nice
examples of art-cabinets with suitable fitments

were given pride of place. An electric model of
pleasing construction and utility gave one an
indication of the progressive efforts of this
house. Another exhibit on this stand was the
"Capital" record album, the strength of its bind-
ing and of the record envelopes being amply
demonstrated b}^ the suspension therefrom of a
weight totaling fifty-six pounds.

Messrs. J. R. Eccles made an interesting ex-
hibit of several gramophone lines, including
the Radiola portable, which won approbation
from the trade. When closed the Radiola looks
n^ore like an attache case than a gramophone.
It is provided with a collapsible horn meas-
uring 19xl7j^ inches, which, when not in use,
folds up into the lid of the machine.

Cooper Bros. Co. made a feature of cabinet
n achines of extremely pleasing design and good
all-around workmanship; also parts and acces-
sories galore and Coliseum records.

Craies & Sta\Tidi decorated their stand with
rich silks of Eastern manufacture. It made a
fine setting for their very attractive exhibits
of Apollo cabinets, hornless and portable gram-
ophones. These instruments clearly indicated
by their quality and art characteristics that the
firm is out on a progressive effort to uplift
the industry by the total exclusion of shoddy
goods. On account of its vmique features the
"Apollo" portable found many buyers.

Disque Cabinet Co. — At this stand were to
be seen several models of gramophone record
filing cabinets, some for the ordinary gramo-
phonite; others more particularly appealing to
the dealer. The Disque Salon fixtures have a
carrying capacity of 1,000 to 20,000 records. In

these models dealers were greatly interested,
as also in the ordinary cabinet styles.

The Garrard Eng. & Manufacturing Co. ex-
pressed to m.e its satisfaction with the amount
of orders booked at the B. I. F. As an all-
British concern that has achieved a real success
in the manufacture of gramophone motors the
Garrard people are deserving of special praise.
This is a branch of industry at which, unfortu-
nately, many have failed to make good here
Be that as it may, this company's mechanism is
now coming into its own by reason of its effi-
ciency and value. The new model — No. 3s/s
motor, specially designed for portable gramo-
phones— made its first appearance at the Fair
and won hearty approval.

Alfred Graham & Co. really made their bow
to the trade at the Fair. Their instruments are
representative of the highest art in gramophone
conception. This statement is applicable to
every part — the case work, motor, tone-arm,
sound box, etc., all made in their own factories
at Crofton Park, London. Everything con-
nected with the "Algraphone" was designed by
Alfred Graham, whose complete knowledge of
the science of sound reproduction is evidenced
by his invention of the loud-speaking telephone
as far back as 1887, and which, in its much-im-
proved state, was adopted by the Government
for use on warships and in other spheres dur-
ing the war. It is impossible, in this space, to
describe the Algraphones, which are charac-
terized by beauty of design and art craftsman-
ship. The motor is built on exclusive lines and
capable of running eight ten-inch records per
wind. A very ingenious automatic stop device

*His Master's Voice'

— the trade-mark that is recognized
throughout the world as the

HALL-MARK OF QUALITY

"His Master's Voice'

This intensely human pic-
ture stands for all that is
best in music

— it is the "His Master's Voice"
trade-nicirk, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records

DENMAEK: Skandinavisk Grammophon-Aktl-
eselskab, Frihavnen, Copenhagen.

FRANCE: Cie. Prancaise dn Gramophone, 115
Bouleyard Richard Lenoir, Place de la R6pnb-
llque, Paris.

SPAIN: Compania del Gramfifono, 56-58 Balmes,
Barcelona.

SWEDEN: Skandinaviska Grammophon-Aktie-
bolaget, Drottning Gatan No. 47, Stockholm.

RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanoi Dvor, Moscow; 9, Golovinsky
Prospect, Tlflla; Nowy-Swlat 30, Warsaw; 11
MichailoTskaya Ulitsa, Baku.

INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.

Great Britain:

AUSTRALIA: S. Hoffnnng & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophoninm, Ltd., 118-120
Victoria Street, Wellington.

SOUTH AFRICA: Darter & Sons, Post Box 174.
Capetown; Mackay Bros., Post Box 251, Johannes-
burg; Mackay Bros. & McMahon. Post Box 419,
Durban ; Ivan H. Haarburger, Post Bos 105.
Bloemfontein ; Franz Moeller, Post Box 108, East
London; B. J. Ewins & Co., Post Box 86, Queens-
town ; Handel House, Kimberley ; Laurence &
Cope. Post Box 132, Buluwayo ; The Argus Co..
Salisbury.

EAST AFRICA: Bayley & Co., Lourenzo
Marques.

HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.

ITALY: A. Bossl & Co., Via Orefici 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K, Pr. Vogel, Post Box 414,
Alexandria.

The Gramophone Company^ Ltd.

HAYES

MIDDLESEX

ENGLAND

April 15, 1921

THE TALKING MACHINE WORLD

179

FROM OUR LONDON HEADQUARTERS — (Continued from page 178)

operating by movement of the tone-arm is most
eftective, while the "Sonat" sound box calls for
unqualified appreciation.

The Algraphone' is made in 'various models —
hornless, table-grand, portable and cabinet de-
signs. Each cabinet model carries a complete
filing system of "albums and index guide. The
trade has not been slow to recognize the pro-
gressive effort of this new company in the field
of gramophone endeavors. Messrs. Graham de-
serve all the praise bestowed upon their goods
and their methods.

J. E. Hough, Ltd., was the next prominent ex-
hibit claiming attention. The stand was most
tastefully arranged for effective presentment of
"Dis'Caphone" models in a dozen different de-
signs, and Winner records. Many of the instru-
ments were equipped with the company's own
mechanism, a handy and serviceable motor of
merit. Of pleasing design and workmanship,
the Discaphone art models won unstinted praise
from trade visitors.

When the Royal party visited the Fair, H. M.
the Queen spent some little time on the Edison
Bell stand. Her attention was particularly cen-
tered upon the beautiful Hepplewhite instru-
ment built to the lines of a sideboard. The
Queen inquired of Mr. Alec Hesse if it were
not a new kind of gramophone and, being an-
swered in the affirmative, expressed a wish to
hear it played. With wonderful presence of
mind Alec put on a Winner record of the St.
Hilda Colliery Band, the prize winners of the
1,000-guinea all-England championship, and which
gave a special command performance at Buck-
ingham Palace a few weeks ago. Her Majesty
was delighted and expressed her pleasure ac-
cordingly.

Melodia, Ltd., introduced to the trade a new
ball-bearing tone arm with flat bevel elbow, by
which it is claimed the sound is reflected more
directly than through the round type of elbow.
Their "Ultone" sound box also attracted great
attention. With its 2j/2-inch diaphragm of spe-
cial material, insulation, rigid steel stylus inge-
niously mounted, this sound box is constructed
faithfully to reproduce any kind of vocal or in-
strumental record.

Pathe Freres Pathephone, Ltd. — -This well-
known firm is making great strides here. Its
fine range of models in every conceivable de-
sign bespeaks a clear appreciation of market
requirements. The new model "Actuelle" met
with the reception it deserved. Through the
American Branch advertisements in this journal
readers are familiar with the unique nature of
this instrument. Most of the English dealers
saw it for the first time at the Fair and were
very favorably impressed by its tonal qualities.
Messrs. Pathe count their exhibit a success, all
things considered.

Repeating Gramophones, Ltd. — This firm's re-
peating device, as shown on several models, en-
couraged "repeating" inquiries from all sections
of the trade. Dealers were particularly inter-
ested in this most useful and efficient method
of playing records over again and again without
attention. H. M. the King evinced quite an en-
thusiastic pleasure in watching its operation.
His pertinent questions to Mr. Cotton, the in-
ventor, showed a surprising knowledge of mat-
ters gramophonic. For over ten minutes His
Majesty listened to the Three Muses Gramo-
phone and really seemed loath to leave it, so
impressed was he with its purity of tone. The
Three Muses is very much under Royal favor.
I understand that the Prince of Wales, H. M.
the King of Spain and other royalties have suc-
cumbed to the charm of this new instrument.

The Standard Manufacturing Co., Ltd., dis-
played a range of "Vesper" gramophones, mag-
nificent examples of cabinet work in various
periods of designs. These instruments are
equipped with wooden tone arms, and a unique
reproducer, which, in fidelity of tone, beats the
band. Good orders were placed by dealers for
immediate and future delivery. One model
was equipped with a sounding board at the
back of the cabinet, across which a scientific

system of keyed music wires was arranged.
The sound impinges on these wires and clarity
of tone is thereby secured.

The Sternp Manufacturing Co. accomplished
some fine propaganda work at the Fair, bring-
ing to the notice of traders a number of new
models in cabinet and table-grand types. For
sound workmanship and reasonable prices these
instruments made a very strong appeal to buy-
ers, who evinced special interest in the new
Sterno cabinet grand, a machine designed upon
dignified lines with pleasing ornamentation. This
well-known house also exhibited the "Tower"
record, which was introduced to the trade some
few months ago. It won instant favor. The
Sterno people are in the fortunate position of
offering the trade a complete sales proposition
on both machines and records.

Space precludes mention of all exhibits in
this report, thougih it should be mentioned that
attractive displays were made by the Aston
Cabinet Co., L. E. Jaccard, the Johnson Talking
Machine Co., Ltd., Gerophone, Ltd., Barnett
Samuel & Sons, Ltd., and others.

To sum up, it cannot be denied that the Brit-
ish Industries Fair, as a trade exhibition, proved
a little disappointing in its results generally.
The music exhibitors were, for the most part,
satisfied. One or two complained that the sales
results were not so good as at last year's show,
but after careful inquiry I am convinced that,
on the whole, it was a success. It gave a splen-
did opportunity of demonstrating to the trade
that British manufacturers are no whit behind,
foreign goods as regards cabinet craftsmanship,
motor, tone-arm and sound box construction
and finish, and improvement in methods of re-
production. Trade buyers from overseas did
not come along in any great number, but what
they lacked in that regard was counterbalanced
by quality. Good orders were given and new
agencies placed for certain of the British Do-
minions.

Amiual Dinner of Gramophone Association

Over 160 members of the Association of Gram-
ophone and Musical Instrument Manufacturers
and Wholesale Dealers dined together at Fras-
cati's Restaurant last month, under the ohair-
nianship of their popular president, Mr. Wm.
Manson. During the dinner (exceedingly well
served, by the way) a pleasing program of
music was given by de Groot's Orchestra, and
some leading gramophone and concert artists
contributed at intervals between the speeches.

The chief guest of the evening, Sir George

Croydon Marks, G. B. E., M. P., pleased the
members by remarking at the outset of his
speech that their work was of national im-
portance. He welcomed the growing use of the
gramophone in workshops, where, through its
influence, the workers attained a greater output.
Referring to the Federation, Sir George re-
marked that no man could stand alone any more
than one nation could live alone. . . . He
delighted in the being of the Association, which
brought together the trade interests by which
each could learn something of the other. He
proposed the toast of the Association and
coupled with it the name of their president, Mr.
Manson.

In repl}' Mr. Manson expressed his pleasure
that so many were able to be present. In every
direction the objects of the Association had been
maintained and the membership increased to
121. The supply to members of statistics re
exports and imports was now undertaken by
the Federation of British Music Industries — no
less than 500 special replies to questions had
been promised to menibers. Their General
Committee had dealt with many problems and
in the handling of which a vast amount of work
fell upon the shoulders of their indefatigable
secretary, C. E. Timms, to whom he was in-
debted for much useful help. The hearty ap-
plause which followed evidenced the apprecia-
tion of these present. Sir Harry Foster, Alexan-
der Dow, H. J. Cullum, M. B. E., Lt.-Col. R.
H. Tatton and M. F. Cooksey also addressed
the audience.

A Spear Point of Merit

Messrs. W. H. Steel (Redditch), Ltd., have
sent for review some of their spear point needles.
No. 3. These are certainly of excellent quality,
their brittleness being sufficient testimony of
the highly carbonized steel of which they are
made. The business ends are as sharp as they
should be; I am told that every needle receives
the attention of the grinder no less than three
times. There is little sign of wear after one
playing and I should think these needles are
good for at least two ten-inch records. On the
flat a good volume is obtained; with the needle
edge on the record the result is of pianissimo
effect. A really good product.

Gramophone Retailers Meet

The Gramophone Dealers' Association is now
\Nell established. It is making satisfactory prog-
ress and recently has received an average of
six applications per week for membership. At
{Continued on foge 180)

"PERFECT
POINTS"

BRITAIN'S BEST

Gramophone Needle

(Guaranteed made from High Carbon Steel)

IS MADE BY

W. R. STEEL, of REDDITCH,

Head Office and Works— QUEEN ST.

Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.

RESULT:

A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality

INQUIRIES SOLICITED

Special Quotation* for Quantities

Manufacturer of all Kinds of Sewing Needles

180

THE TALKING MACHINE WORLD

April IS, 1921

EDISON BELL

honeR^rdsJ

CABLE
"PHONOKINO.
LONDON"

ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN

TEN INCH DOUBLE SIDED NEEDLE CUT

PLAY ON ALL GRAMOPHONES

Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands

of the British Empire

DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH

Proprietors snd Manofactnrers, J. E. HOUGH, Ltd., 62 Glen^rall Road, London, S. E. 15, England

FROM OUR LONDON HEADQUARTERS — (Continued from page 179)

the last meeting a goodly gathering of the com-
mittee discussed the question of bogiis adver-
tisements, examples being given of the damag-
ing influence of such advertising. This is a
subject that requires broad treatment, and, w-hile
good work can undoubtedly be done in elimi-
nating wilfully misleading announcements, I
think the trade at large would welcome an offi-
cial interpretation of "bogus" advertising that
it may set a standard of guidance not only for
members of the Association, but other retailers
v.-hose good wnll, if nothing else, should be en-
couraged in every possible Wciy. The trade
awaits a definite lead from its Association.

An Interesting Move by the Aeolian Co.

Gramophonists will undoubtedly appreciate a
recent innovation of the Aeolian Co., which
has arranged to publish records bearing a mu-
sical item on one side, the reverse being devoted
to recording interesting particulars, comments,
etc., of that item. The first of these discs are
of an operatic nature.

Records of "The Beggar's Opera" Issued

The recording of an English opera is always
of interest, and especially so in the case of
"The Beggar's Opera," which is as attractive
to-day as it is said to have been when first
played at the Theatre Royal in 1728. It is now
pleasing big audiences nightly at the Lyric The-
atre. The work is characterized by a wealth
of delightful music and witty songs of a bygone
da}-. While not complete, the pick of the songs,
duets, etc., have been well recorded on three
double "His Master's Voice" records. These
constitute a real treasure among operatic records
of this nature and there can be little or no doubt
that pride of place will be given them in the col-
lections of all gramophone enthusiasts.

Brief Paragraphs of Interest

Apropos the question of carriage and packing
charges as between manufacturers, wholesalers
and their retail agents, it is interesting to learn
that Messrs. Pathe Freres have adA-ised dealers
tl;at on orders of two pounds and up they will
pay carriage charges. Cases are charged at
cost and credited when returned.

The Federation of British Music Industries
is now installed in its new offices at 117-123
Gt. Portland street, London, W.

According to all reports the Leipsic Messe.
March 6-12, was again a great success. There
were about 160 musical instrument exhibitors.
As usual, a number of novelties were shown,
hut they cannot be said to represent any real

Horn, Hornless and Table-Grand

GRAMOPHONES

FOR

EXPORT

Pleaifte State Your Requirement*

REX GRAMOPHONE CO. 2 Elizabeth Place
RiTinston Street, LONDON, E.G. 2, England

C&bJe Addreu "Lyreco^K. Loodon"

progressi\'e ideas of value in the advancement
of sound-reproducing mediums. The attendance
was good and included a few visitors from the
United Kingdom.

That the use of the Gramophone for teaching
music and languages has caught on is evidenced
by the fact that instruments are now installed
in schools all over the countrj-. This method
has even been taken up by such public schools
as iiton, Winchester and Repton.

The recent death of my old friend, George
L. Newman, leaves a gap in the ranks of gram-
ophone journalism that will be difficult to bridge.
He was connected with the Sound Wave, and
to him fell the task of reviewing each month all
the new records issued by the different com-
panies. Possessed of a whimsical personalitj-
and good natured to a fault. "George" is sadly
missed hy an unusually large circle of friends.

When most firms have eased up considerabl}'
on advertising expenditure, it is a good sign
to see another £1,000 advertisement by "His
Master's Voice" Co.

Jt should be understood that the Reparations
Bill to extract from the German Government
some of the monej- claimed by the Allies will,
as far as we are concerned, be a thing apart
from present tariff measures. The 50 per
cent on the invoice price of goods imported from
Germany is additional to the present 33
per cent on dutiable products. The Bill oper-
ates as from March 31, if it ever reaches the
statute book, which some think unlikel}', believ-
ing that a settlement must quickly be attained
by German}-. All that can be said at the mo-
ment, however, is that German commercial
houses are organizing a boycott on trade with
England. I have it on good authority that al-
ready German exports have been stopped. Im-
porters here fear they will be seriously affected
in any case.

New Zonophone Records

The latest discs to hand from the British Zon-
ophone Co. would seem to be more generallj*
representative of the ephemeral type of song and
dance than usual; at least, of the records sent
for mention there is a very noticeable absence
of serious music. However that may be, the
so-called "popular"' class of song is seemingly
what the public most favors, and in this respect
the Zonophone program conforms with the slo-
gan adopted, i.e., "The record the public will
have." The only instrumental record to hand
is by that premier organization, the Black Dia-
n:ond Band. It contributes two acceptable fox-
trots. "Whispering" and "Avalon." Suggestive
of the plantation tj'pe of song is "Old Fashioned
Mammy," with which is coupled "Dear Old
Songs." in the rendering of which familiar airs
like "Dolly Gray" can be identified. This rec-
ord is by Hedges Bros. & Jacobson, with piano
accompaniment. The great Jack Pleasants con-
tributes two characteristic ditties, "Have You
Ever Seen?" and "The Old Top Hat." Robert
W'oodville, in "Cuddle Up" and "Rose of Vir-

ginia," provides two attractive songs with a
sv.-inging tune that should prove big sellers.
"Touch a Sailor For Luck" and "Sailing on the
Good Ship Friendship" will make instant ap-
peal, the more so as they are sung by Florrie
Ford. Lastly, Herbert Payne offers two senti-
mentals, "Whispering" and "Girl of Mine."

The interesting fact that the Gramophone Co.
had awarded Francis Barraud an annuity of
£250 was revealed the other day at a gather-
ing of artists by Sir David Murray, R. A. In
this connection the daily papers have been de-
voting considerable space to how Mr. Barraud
came to originate this famous little dog with the
caption "His Master's Voice," which is known
throughout the world. The picture, it appears,
was painted twenty years ago for the Academy,
but was rejected. Later, after some alterations,
it was purchased by the Gramophone Co. for
£100. Mr. Barraud stated that the annuity was
entirely unsolicited, but greatly appreciated. He
further said: "I have painted many copies of the
picture for the company, which has sent them to
its branches in America, Canada and other parts
01 the world. America is much interested in
'His Master's Voice,' and perhaps more people
over there know the name of the artist than in
England. American visitors to London often
call to see me."

"The Music Without the Blur!"

This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the

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April IS, 1921

THE TALKING MACHINE WORLD

181

LATEST PATENTS
RELATING

Stalkinc m0f^^M

Washington, D. C, April 5. — Variable Sound
Conveyer or Horn for Talking Machines or the
Like. George W. Beadle, New Rochelle, N. Y.,
assignor to the Columbia Graphophone Mfg. Co.,
Bridgeport, Conn. Patent No. 1,362,919.

This invention is intended primarily for talk-
ing machines of the "concealed-horn" type, but
may be employed with other machines, and in-
deed as a sound conveyer for other purposes.

It is an object of the invention to provide a
variable horn — that is, a horn whose discharge
area and inclosed space can be varied at will.
This object is accomplished by providing means
for varying the geometrical volume of the horn
from its discharge end toward its sound-receiving
end. The construction preferably, though not
necessarily, includes a horn that is substantially
rectangular in cross-section, with two opposite
sides stationary and the other two sides mounted
movably, as by being hinged at their rear ends;
and, preferably, the two stationary walls flare
outwardly, while the movable walls are of a
similar flare in shape.

The invention also comprises means for swing-
ing the movable walls into the different desired
adjustments, preferably simultaneously, for con-
tracting or expanding the mouth of the horn;
means for hinging the movable walls slidingly,
so that their front edges can be moved rec-
tilinearly; means for producing a snug fit against

the stationary walls in the different positions of
the movable walls; and, when installed into a
talking machine cabinet, means for concealing the
open spaces at the rear or outside of the mov-
able walls.

Figure 1 is a perspective of a machine contain-
ing the invention, showing the partly expanded
mouth of the horn; Fig. 2 is a fragmentary verti-
cal section, from front to rear, through Fig. 1 ;
Fig. 3 is a fragmentary horizontal section through
the same, but showing the horn with its mouth
completely contracted; Fig. 4 shows an elevation
of the outer side or rear of one of the two
adjustable side-walls of the horn, and a perspec-
tive of the adjacent flexible shield for concealing
the exterior opening; Fig. 5 is a perspective of
an anchorage for the actuating cable; Fig. 6 is
a horizontal section of a detail, showing the con-
nection between the outer edge of one of the
adjustable side-walls and the adjacent actuating
means; Fig. 7 is a fragmentary horizontal sec-
tion, indicating, by broken lines, different posi-
tions of the adjustable side-walls.

Sound-Reproducing Instrument. Robert L.
Poe, Chicago, 111., assignor to the Shellophone
Talking Machine Co., same place. Patent No.
1,363,482.

This invention relates to improvements in
sound-reproducing instruments, and has for its
object to provide in combination with such in-
struments means to clarify and improve, and also
amplify, the sound thereof.

The main object of the invention is to apply
a shell, such as a coiled or convolute seashell
of the conch or similar types. It has been found
that a convolute seashell is most advanta-
geous when combined with a sound-reproduc-
ing machine, since the natural seashells are seam-
less in construction, and very highly polished on

their interior surface, the effect being, when
joined to the tone arm of a talking machine, for
example, to increase and clarify greatly the
transmitted sound.

Figure 1 is a plan view of a disc type of
talking machine embodying the invention; Fig. 2
is a side elevation of the same; Fig. 3 is a front
elevation of the same; Fig. 4 is a detail of the
application of the shell to the continuation of the
tone arm; and Fig. 5 is a side elevation of the
construction shown in Fig. 4.

Phonograph. Ralph E. Utley, Oak Park, III.
Patent No. 1,362,972.

The principal object of the invention is to pro-
vide a simple, economical and efficient phono-
graph or machine for reproducing sounds, adapted
to enable a plurality of records to be played in
successive order, or selectively.

A further object of the invention is to pro-
vide in a phonograph or a machine for repro-
ducing sounds a simple and efficient means for
automatically placing a plurality of records upon
a turntable or rotative record support in succes-
sive order, and removing them from the turn-
table successively, in such a manner as to enable

any desired one or more of a plurality of records
to be successively played and returned to posi-
tion to be readily accessible for further and re-
peated use.

In the accompanying drawings Figure 1 is a
plan view of a machine constructed in accordance
with the invention and improvelnents; Fig. 2, a
view in vertical section, taken on line 2 of Fig.
1, looking in the direction of the arrow; Fig. 3,
a view in vertical section, taken on line 3 of
Fig. 1, looking in the direction of the arrow;
Fig. 4, a diagrammatic view showing the connec-
tions between the motors and the source of
electrical supply, and means for connecting the
electrically actuated parts, and the means for

automatically making and breaking the electric
circuit; and Fig. 5, an enlarged detail sectional
view, taken on line 5 of Fig. 3, looking in the
direction of the arrow and showing the manner
of connecting and supporting the turntable sup-
porting spindle and the means for rotating the
same.

Sound Box Raising and Lowering Attachment
for Phonographs. John W. Evans, Weyers Cave,
Va. Patent No. 1,362,859.

This invention relates to phonographs, and par-
ticularly to the tone arms and sound boxes there-
of.

It is necessary to lower the sound box in order
to bring the stylus into engagement with the
record or raise the sound box in order to carry
the stylus out of engagement with the record.

At the present time this is accomplished by
shifting the gooseneck which carries the sound
box, and in order to carry the stylus away from
the record it is necessary to turn the gooseneck
almost completely over until the gooseneck rests
upon the tone arm or upon a bracket carried by
the tone arm, and when it is desired to play the
record the gooseneck must be reversely shifted
through a relatively great angular distance until
the stylus rests upon the record.

Aside from the relatively great extent of move-
ment involved in the above operation and the
amount of work which must be accomplished
each time that a record is changed, this opera-
tion is objectionable for a number of reasons. For
instance, the shadow of the hand used in rotat-
ing the sound box and gooseneck tends to pre-
vent the stylus from being seen and thus prevents
the stylus from being lowered accurately into
engagement with the record groove. Oftentimes
the stylus is thus lowered on the margin of the
record instead of in the record groove, thus
scratching the record and injuring the stylus.
Furthermore, rings on the fingers of the operator
or buttons on his coat tend to scratch the record
while the sound box is being raised or lowered.

This invention is designed especially for use
in connection with what is known as the tungs-
tone stylus, and it is well known that a great
many persons object to the use of this type of

stylus, claiming that the sound box is liable to
be lowered too quickly or unsteadily by nervous
persons, whereby the stylus will dig into the
record groove and whereby the point of the
needle is liable to be injured by a too sudden or
too hard contact with the record.

With these and other objections in mind the
object of the invention is to provide means
whereby the sound box and free end of the goose-
neck may be raised or lowered to a requisite
extent to lift the stylus from the record or bring
the stylus into engagement with the record with-
out the necessity of the operator taking hold of
the soimd box or gooseneck and rotating the
gooseneck as described.

And a further object is to provide means
whereby the sound box need only be raised or
lowered through a relatively short distance and
may be lowered gently onto the record.

Still another object is to provide means where-
by not only the sound box may be raised from
the record table but the sound box may be sup-
ported in its raised position as long as desired.
{Contimied on page 182)

182

THE TALKING MACHINE WORLD

April IS, 1921

Still another object is to provide a device of
this character in the nature of an attachment
which may be readily applied to the knuckle at
the connection of the gooseneck with the tone
arm.

The invention is illustrated in the accompany-
ing drawings, wherein:

Figure 1 is a perspective view of a tone arm
and gooseneck, showing the attachment applied
thereto and showing the sound box in dotted
lines; Fig. 2 is a fragmentary side elevation of
the tone arm and gooseneck of the device; Fig.
3 is a perspective view of the clip; Fig. 4 is a
top plan view of the blank from which the clip
is made.

Tone Arm Base. Attilio Regulus Spicacci,
West Hoboken, N. J. Patent No. 1,363,061.

This invention relates to talking machines,
and an object of the invention is to provide a base
and tone arm constructed to permit a free turning
movement, while at the same time presenting a
mechanical construction which will not readily
get out of order and which will wear for a long
time.

Figure 1 is a longitudinal vertical section
through part of a talking machine, the same
disclosing an embodiment of the invention; Fig. 2

is a fragmentary sectional view through Fig. 1
on line 2 — 2; Fig. 3 is a front view of the base
shown in Fig. 1, the same illustrating certain
parts of the invention.

Record-repeating Device. William H. Fink,
Diagonal, la. Patent No. 1,362,091.

The object of this invention is to provide a de-
vice of simple, durable and inexpensive construc-
tion which will efficiently move the tone arm of
a phonograph after a record has been played to
its starting position for repeating the playing of
the record without interfering with the ordinary
use of the phonograph and without injury to the
record.

A further object is to provide such a device
including a disc or wheel having a flat portion in
its periphery, and balanced by means of weights
or the like, causing the wheel to stand in posi-
tion with the flat portion away from the disc,
which device has coacting parts, including means
for holding the wheel or disc in position with
the flat portion above the record, and a device
adapted to be engaged by the moving tone arm
when the record has been played for releasing
said holding means, and which device also has
means adapted when the holding means is re-
leased and the wheel rotates to its normal posi-
tion to be actuated by the rotation of the wheel
in contact with the disc for lifting the tone arm
and moving it to starting position, and lowering
it to plaj'ing position.

Figure 1 is a top or plan view of a phono-
graph equipped with a repeating device embody-
ing this invention; Fig. 2 is an end elevation of
the tone arm and sound box, showing the engag-
ing arm thereon; Fig. 3 shows a rear elevation
of the repeating device, part of the phonograph
being shown in section on the line 3 — 3 of Fig. 1,
the tone arm being omitted; Fig. 4 is an en-

REPAIRS

Ail Makes of Talking Machines
Repaired Promptly and Efficiently

REPAIR PARTS FOR ALL MACHINES

ANDREW H. DODIN

2S Sixth Avenua New York

TELEPHONE. SPRING 1 194

larged top view of a portion of the repeating
device shown in Fig. 3; Fig. 5 shows a front
elevation of the flat wheel or disc shown in Fig.
3; Fig. 6 is an enlarged, detail view shown in
plan of the locking arm and trigger device; Fig.

7 shows a vertical, sectional view of the support-
ing sleeve forming part of the repeater; Fig. 8
shows a detail view of a portion of the disc or
wheel; Fig. 9 shows a detail view of one of the
pivoting devices.

Phonograph. Everett H. Bickley, Philadel-
phia, Pa. Patent No. 1,364,689.

The nature of this invention consists of a
m.eans for cutting into a sound record an addi-
tional groove having a different and steeper
pitch than the groove used to record the sound
waves, said groove being a continuation of the
sound groove, the object being to provide a
guiding groove which will throw the sound arm
of any phonograph to a predetermined center or
inner circle of the record quickly, after the rec-
ord has been played. The steeper pitch groove
is cut by this mechanism in the master record
disc, from which duplicates are afterward made,
at the termination of the music, by operating a
lever conveniently provided, and the sound arm
is raised ofi the disc at the predetermined radius,
automatically. The mechanism is stopped auto-
matically also when the cutting is complete,
said means being incorporated in and a part of
the cutting mechanism to cut the sound record
groove in the master record, from which dupli-
cate records are made. A very simple attach-
ment is now provided on many phonographs
which will trip the "stop" when the tone arm
reaches the last spiral of the record, but it must
be set for each record. By the incorporation
of this additional groove of steeper pitch into
the record, and with the simple attachment
mentioned above, the phonograph becomes self-
stopping without setting or adjusting, for all
records. The shape and character of this groove
has been made the subject of an additional pat-
ent application filed February 23, 1920, Serial
No. 361,243.

It is a very difficult mechanical problem to
cut a spiral of varying pitch at the end of a spiral
of uniform pitch and imdetermined length, and
especially a spiral of certain fundamental char-
acter such as one that will give a uniform side
pressure on the needle point at all times. Fur-
thermore, there must be no angularity as the
needle changes from one spiral to the other,
and, to accomplish the best results, the spiral
should end at a predetermined distance from
the center, \>y the bottom of the groove com-
ing up to the level of the surface. This pre-
vents damage to the fragile needles that are now
used to play a large number of records with-
out change. It'will be noted that a master rec-
ord made on this device is cut completely at the
one setting, with one cutting. The cutter arm
is guided correctly for the fine spiral and when
the music ceases by the operation of a lever a
ciutch is thrown in whereby the pitch is smoothly
and gradually increased and the groove ended at
tlie proper place, in the correct manner, with-
out further attention or operations.

Tn the accompanying drawings Figure 1 is a
side elevation showing the phonograph turn-
table, the driving mechanism and speed con-
troller, tone arm, sound box, the record disc and
top of the phonograph. Incorporated with these
customary parts are the novel mechanism for
superimposing upon the movement of the tone
arm an additional movement controlled by the
njotion of the turntable and a specially de-
signed cam to give a uniformly accelerated
motion to the tone arm as it moves toward the
center of the record. This view is sectiona^zed

on the line A — A. Fig. 2 shows the same
mechanism rotated 90 degrees so that the rear
view may be obtained, sectionalized at B — B
(Fig. 1). Fig. 3 is an enlarged sectional view of
the tone arm elevating device. Fig. 4 is an
enlarged plan view of the special cam and
roller.

Phonograph Needle. Frederick W. Peisch,
Chicago. 111. Patent No. 1,370,763.

This invention relates to improvements in
phonograph needles and has for its object the
provision of an improved construction of this
character by means of which a needle is pro-
vided, capable of producing varying tones and

also capable of prolonged use and ready renewal.

Figure 1 is a perspective view of a phono-
graph needle embodying the invention; Fig. 2,
an end view of the same, and Fig. 3, a longi-
tudinal section of the .same.

Disc Record. Herbert W. Meyer, Chicago, 111.
Patent No. 1,372,822.

This invention relates to improvements in
disc records for phonographs.

In the use of disc phonograph records, trouble
is often experienced in locating the beginning of
the recording groove. This is especially true
where phonographs are located away from good
light, as, for instance, in an apartment building,
some distance from the onl}' window in the
room. Man}' times the needle is placed on the
record considerably within the outer groove,
and thus part of the selection is eliminated. On
the other hand, it frequently happens that the
needle is placed on the very edge of the disc,
and is caused to drop off the edge.

An object of the invention is to eliminate
the objections mentioned above by providing a
locating or guide groove which can be readily
seen and which is of such size that the needle
can be readily placed therein.

A further object of the invention is to provide
a guide groove having an auxiliary groove lead-
ing therefrom to the record grooves, so that
the needle, having been located in the guide
groove, will find its way automatically to the
record grooves.

DAMAGED VARNISH

can be permanently and invisibly repaired by using

LESLEY'S PATCHING VARNISH

Price: 1 pt., $1.00; 1 qt., $1.90
Complete repair outfit, $3.50

Write for catalogue

LESLEY'S CHEMICAL CO.

10 S. New Jertey St. Indianapolis, Ind.

April IS, 1921

THE TALKING MACHINE WORLD

May, 1921

COLUMBIA GRAPHOPHONE CO.

SYMPHONY RECORDS
49720 Norma. "Casta Diva" (Queen of Heaven).

Soprano Solo Rosa Ponsel e 12

79577 Serenade (Drdla). Violin Solo,

Duci de Kerekjarto 10
79636 Barcarolle (From "La Gioconda"). Baritone
^ Solo and Male Chorus,

Riccardo Stracciari and Metropolitan Chorus 10

49914 Eili, Eili! Tenor Solo Hipolito Lazaro 12

79454 I Hear You Calling Me. Tenor Solo,

Tandy Mackenzie 10
.^-3369 Dream Faces. Mezzo Soprano Solo,

Carmela Ponselle 10
Love Song. Mezzo Soprano Solo,

Carmela Ponsel'e 10
A-6178 Lucia di Lanimermoor Selections. Key of "G"
Major. Under the direction of Giuseppe
Bamboschek. Metropolitan Opera House Orch. 12
Vespri Siciliani Overture. Key of "E" Major.
Under the direction of Giuseppe Bamboschek,

Metropolitan Opera House Orch. 12
POPULAR HITS

A-3362 Springtime. Tenor Solo Grant Stephens 10

With the Coming of To-morrow. Tenor Solo,

Grant Stephens 10

A-3J77 My Mammy. Male Quartet,

Columbia Stellar Quartet 10
I'm Missin' Mammy's Kissin' (And I Know She's
Missin' Mine). Male Quartet. The Harmonizers 10
A-3370 Ezekiel Saw de Wheel,

Fisk University Jubilee Singers 10
You're Going to Rca^ Just What You Sow,

Fisk University Jubilee Singers 10
DANCE RECORDS
A-3368 Pebbles (Intro. "Beautiful Annabelle Lee"),

Medley Fox-trot Paul Biese Trio 10

Fandango. Fox-trot Paul Biese Trio 10

A-3378 I Never Knew (I Could Love Anybody Like
I'm Loving You). (Intro. "Marimba").
Medley Fox-trot ..Vernon Country Club Band 10
Look for the Silver Lining. (Intro. "Whip-
Poor-Will," from "Sally"). Medley Fox-trot,

Vernon Country Club Band 10

A-3379 Siam Soo. Song Fox-trot :.• -The Happy Six 10

Make Believe. (Intro. "Hawaiian Blues"). Med-
ley Fox-trot. .. .Waldorf-Astoria Dance Orch. 10
E-7027 Manon's Letter (La Lettre de Manon). Waltz,

Le Maire's French String Orch. 10
Under the Bridges of Paris (Sous Les Ponts de
Paris). Waltz,

Le Maire's French String Orch. 10
MID-MONTH LIST
A-3371 I Ain't Got Nobody. Marion Harris, Comedienne 10
Where Is My Daddy Now Blues?

Marion Harris, Comedienne 10

A-337S Ding-a-Ring a Ring Al Jolson, Comedian 10

Home Again Blues. Tenor Solo.. Frank Crumit 10

A-3374 Over the Hill. Tenor Solo Sam Ash 10

I Found a Rose in the Devil's Garden. Tenor

Solo Sam Ash 10

A-3373 Alice Blue Gown (From "Irene"). Soprano Solo,

Margaret Romaine 10
Do You Hear Me Calling? (From "Little Old
New York"). Soprano Solo. Margaret Romaine 10
DANCE RECORDS
A-3372 My Mammy. Medley Fox-trot,

Yerkes Jazzarimba Orch. 10
Do You Ever Think of Me? (Intro. "Coral

Sea"). Medley Fox-trot The Happy Six 10

A-3376 Answer. (Intro. "Someone Cares"). Medley

>'ox-trot Verkt'S Tazzariniba Orch. 10

O-hi-O. (Intro. "Any Girl Is a Wonderful

Girl"). Medley One-step The Happy Six 10

A-6181 Mello 'Cello. (Intro. "Time Will Tell"). Med-
ley Waltz Metropolitan Dance Players 12

Love in Lilac Time. (Intro. "Thanks"). Med-
ley Waltz Metropolitan Dance Players- 12

VICTOR TALKING MACHINE CO.

POPULAR SONGS
18736 Angels (We Call Them Mothers Down Here),

Henry Burr

Over the Hill Charles Hart

18740 Wyoming (Lullaby) .. .Charles Hart-Elliott Shaw
Blue Jeans Peerless Quartet

18741 Rose I Call Sweetheart William Robyn

Mother of Pearl William Robyn

DANCE RECORDS

18738 Mazie — Fox-trot,

All Star Trio, assisted by their Orchestra
Answer — Medley Fox-trot,

All Star Trio, assisted by their Orchestra

18739 Kiss a Miss— Waltz,

Joseph C. Smith's Orchestra
Romance — Waltz ...Joseph C. Smith's Orchestra

18742 Make Believe — Medley Fox-trot,

Paul Whiteman and His Orchestra
Some Little Bird — ^Medlcy Fox-trot,

Paul Whiteman and His Orchestra
35707 Why Don't You? — Marimba — Medley Fox-trot,
All Star Trio and their Orchestra
Siren of a Southern Sea — Medley Fox-trot,

AH Star Trio and their Orchestra
VOCAL AND INSTRUMENTAL RECORDS
First Victor record by Ernest Thompson Seton
55136 Three Sioux Scouts — Part I,

Ernest Thompson Seton
Three Sioux Scouts — Part II

Ernest Thompson Seton

45244 Pickaninny Rose (Dlive Kline

Butterfly Lucy Isabelle Marsh

45243 First Arabesque (Debussy) — Harp, Ada Sassoli
Chanson de Pecheur (Song of a Fisherman)
(Zabel) — Harp Ada Sassoli

18743 Turkey in the Straw Pietro

Russian Rag Pietro

RED SEAL RECORDS
Frances Alda, Soprano
64948 I Passed by Your Window,

Helen Taylor-May H. Brahe
Gabriella Besanzoni, Contralto — In Italian
74680 Favorita — O mio Fernando (Dearest Ferdinand),

Donizetti

Emilio de Gogorza, Baritone

64953 In Old Madrid Bingham-Trotere

Amelita Galli-Curci, Soprano — In Italian
64945 Traviata — Addio del passato (Farewell to the

Brifht Visions) Verdi

Beniamino Gigli, Tenor— In Italian
64944 Tosca — Recondita Armonia (Strange Harmony),

Puccini

74678

64946
64947
74679
64952

64950
64951

Jascha Heifetz, Violinist
Canzonetta (From Violm Concerto, Op. 35),

Tschaikowsky

Edward Johnson, Tenor

Just That One Hour Werner-Eville

Fritz Kreisler, Violinist

On Miami Shore — Waltz Jacobi

Sergi Rachmaninoff, Fianist

Valse in E Flat Major Chopin

.ToscANiNi and La Scala Orchestra
La Pisanelie — Le Quai du Port de Famagouste
(The Quai of the Port of Famagusta),

Pizzetti

Reinald Werrenrath, Baritone

Story of the Rose "Alice"-Andrew Mack

Kenato Zanelli, Baritone — In Spanish
Ay-Ay-Ay (Creole Song), Osman Perez-Freire

AEOLIAN CO.

OPERATIC SELECTIONS
52607 Ave Maria (from "Otello"), in Italian (Verdi) —

Soprano. Vocalion Orch. accomp . . . Rosa Raisa 12

30119 Manon Lescaut — Donna no Vidi Mai (A Maiden

So Fair), in Italian (Puccini) — Tenor. Voca-
lion Orch. accomp Giulio Crimi 10

30120 Musetta's Waltz (from "La Boheme"), in Italian

(Puccini) — Soprano. Vocalion Orch. accomp.,

Marie Sundelius 10
STANDARD SELECTIONS

30121 Homing (Del Riego) — Contralto. Vocalion Orch.

accomp Mme. Marguerite D'Alvarez 10

30122 Sweetest Story Ever Told (Stuitz)— Baritone. Vo-

calion Orch. accomp John Charles "Thomas 10

INSTRUMENTAL BAi\D SELECTIONS
A-14158 President Harding March (Paul Crane),

Aeolian Military Band 10
To Victory (Henry Hadley) — March.

Aeolian Military Band 10
HAWAIIAN SELECTIONS
A-14159 Dreamy Hawaii (Sherwood- Vandersloot) —

Waltz Ferera, Franchini and Green 10

On the Way to Waikiki ( Kahn- Whiting) ,

Ferera, Franchini and Green 10
MUSICAL COMEDY SELECTIONS
A-14167 There Comes a Some Day (from "The Rose
Girl") (Duncan-Goetzl). Vocalion Orch.

accomp Charles Harrison 10

Sweet Bells of San Jose (MacBoyle-Kortlander).

Orch. accomp Shannon Four 10

POPULAR SELECTIONS
A-14160 I Makes Mine Myself (DeWitt-Bowers).

Orch. accomp Ernest Hare 10

Loveless Love (Handy). Orch. accomp.,

Ernest Hare 10
A-14161 Scandinavia (Ray Perkins-Edgar Carver).

Orch. accomp Harmonizer's Quartet 10

Timbuctoo (Kalmar and Ruby). Orch. accomp.,

Aileen Stanley 10
A-14162 Nestle in \out Daddy's Arms (Lon Herscher-
Burke). Orch. accomp.,

Elliot Shaw and Charles Hart 10
Wyoming Lullaby (Gene Williams-Trinkaus.^.
Orch. accomp. .Elliot Shaw and Charles Hart 10
DANCE SELECTIONS
A-35000 My Mammy (Donaldson) — Fox-trot.

Sefvin's Dance Orchestra 10
Humming (Intro.; "Normandy") (Breau-Hen-
derson- Monte Carlo-Sanders; — Fox-trot,

Selvin's Dance Orchestra 10
A-35001 I Lost My Heart (Intro. : "Strut, iVLss Lizzie")
(Merkur-Davis-Creamer-Layton) — Fox-trot,

The Newport Society Orchestra 12
Nesting Time (Intro.: "Yokohama Lu.laby")
(Hanley -Monaco) — Fox- trot.

The Newport Society Orchestra 12
A- 14163 Romance (Lee David) — Waltz,

The Aeolian Dance Orchestra 10
Mello Cello (Moret) — Waltz,

Selvin's Dance Orchestra 10
A-14164 Underneath Hawaiian Skies (Rose) — Fox-trot,

Ray Miller's Black & White Melody Men 10
Molly (Hager) — Fox-trot,

Ray AiiI.er's Black & White Melody Men 10
A-14165 'Sippi Shore (Donaldson) — One-step,

Al Jockers' Dance Orchestra 10
Pining (Intro.: "Open Arms") (Kendis-Brock-
man-Jockers) — Fox-trot,

Al JocKers' Dance Orchestra 10
A-14166 Siren of a Southern Sea (Weeks & Alford)

Fox-trot Selv.n's Dance Orchestra 10

Without You (Intro.: "Happiness") (Gumble-
Greer-Meyer) — Fox-trot,

Kay Miller's BlacK White Melody Men 10

BRUNSWICK RECORDS

10001
13019

5043

2088
2076
2084

2089
2087

2085

2082
5048

2081

2083

2086

Absent Mario Chamlee

La Paloma (The Dove) i<ichard iionelii

i'uniculi, Funicula (A Merry Life),

Richard Boneili and Ma e Trio

Saw Ye My Savior? — Baritone Lioyd Simonsun

Shepherd, Show Me How to Go — Baritone,

Lloyd Simonson

Evening Chimes Gondolier 1 no

Love's Old Sweet Song Gondolier Trio

Wailana Waltz. Frank I'erera and Anthony Franchini
Dreamy Hawaii . Frank Ferera and Aiilhoiiy Franchini
Sweet Mamma (Papa's Getting Mad),

Al Bernard, with Carl Fenton's Orchestra
Strut, Miss Lizzie,

Al Bernard, with Carl Fenton's Orchestra

Scandinavia Harmonizers Quartet

In the Heart of Dear Old Italy . Harmonizers Quartet
Mammy's Little Sunny Honey Boy,

Irene Audrey and Sam Ash

Love in Lilac Time — Uaritoiie .Ernest Hare

Rebecca (Come Back From Mecca) — Tenor,

Billy Jones

I Like It — Tenor and Baritone,

Biliv Jones and Ernest Hare
Kitten on the Keys — Pianoforte solo....Zez Confrey

My Pet — Pianoforte solo /.tz l ^inr y

Love Bird — Fox-trot Isham Jones Orchestra

I Never Realized — Fox-trot (Intro.: "Two Sweet

Lips') Isham Jones Orchestra

Humming — Fox-trot. ... Rudy Wicdoeit's Californians
Na-Jo (Na-Ho)— Fox-trot,

Rudy Wiedoeft's Californians
Spread Yo' Stuff— Fox-trot,

li.iinie Krucger's Orchestra
Wang Wang lilues — Fox-lroi,

Bennie Krueger's Orchestra
Mazie — Fox -trot Green Brothers' Novelty Band

„ Arabia— One-step Green Brothers' Novelty Band

5049 Make Believer— Fox-trot Isham Tones Orchestra

Do You Ever Think of Me? — Fo.x-trot,

Isham Jones Orchestra

EDISON RE=CREATIQNS

82211 Ange adorable (Tho' I Adore Thee)— Romeo et

Juliette (Gounod) — Soprano-tenor, in French,
„ , . ^ Alice Verlet and Rabh Errolle

Polonaise — Je suis Titania (I Am Titania^ —

Mignon (Thomas) — Soprano, in French.

Alice Verl^t

82212 Canzonetta — From the "Concerto Romantique"

for Violin (Godard)— Violin Albert Spalding

Nocturne Op. 27, No. 2 (Chopin-Wilhelmj )—

^ Violin Albert Spalding

82213 Tutti i fior (Duet of the Flowers) — Madama

Butterfly (Puccini) — Soprano-Contralto, in

Italian Marie Rappold and Carolina Lazzari

Povera Mamma! (My Poor Mamma) (Tosti) —
Baritone, in Italian Mario Laurenti

82214 A quoi bon I'economie (What's the Good of

Economy?) — Manon (Massenet) — Baritone, in

French Torcom Bezazian

Ingemisco (Sadly Groaning) — Requiem (Verdi)
— Tenor, in Latin Giovanni Zenatello

80602 Casse-Noisette Suit(^-Part III (Nut Cracker

Suite), Danse Arabe and Danse Russe
(Trepak) (Tschaikowsky),

American Symphony Orchestra
Casse-Noisette Suite — Part IV (Nut Cracker
Suite), Valse des Fleurs (Tschaikowsky),

American Symphony Orchestra

80603 My Dreams (Tosti)— Tenor Ralph Errolle

Little Mother of Mine (Burleigh) — Baritone,

Thomas Chalmers

80604 I Am Praying for You (Sankey) — Tenor-bari-

tone John Young and Frederick Wheeler

Sweet Hour of Prayer (Bradbury) — Mixed
voices Metropolitan Quartet

80605 Voci di Primavera — Valse (Strauss),

Armand Vecsey and his Hungarian Orchestra
Sunshine of Your Smile (Ray) — Cornet,

Louis * Katzman

80606 Giannina mia — The Firefly (Friml) — Tenor,

Allan Rogers

Gipsy John (Clay) — Basso Chas. F. Robinson

80607 Old Refrain (Viennese Popular Song) (Kreisler)

— Tenor Paul Reimers

Son-o'-Mine (Zamecnik) — Soprano. . Elizabeth Spencer

80608 Menuett (Boccherini) — First violin, second vio-

lin, viola and violoncello. .Zoellner String Quartet
Intermezzo, Quartet Op. 13 (Ippolitoff-Iwanow)
■ — First violin, second violin, viola and violon-
cello Zoellner String Quartet

50712 Bonnie Brier Bush March Conway's Band

Pretty Dick Polka (Vzmgucci),

New York Military Band

Claudia Muzio Re-Creations

82223 Tacea la notte (The Night Was Calm and

Peaceful)— II Trovatore (Verdi) — Soprano, in

Italian Claudia Muzio

D'amor suU' ali rosee (Love, Fly on Rosy
Pinions) — II Trovatore (Verdi) — Soprano, in
Italian Claudia Muzio

82224 Sei forse 1' angelo fedele? (The Letter Scene)—

Eugene Onegin (Tschaikowsky) — Soprano, in

Italian Claudia Muzio

La mamma morta (The Dead Mother)-;-Andrea
Chenier (Giordano) — Soprano, in Italian,

Claudia Muzio

Edison Re-Creations — "Bits of Broadway"

50756 All for You (Davis-Johnson) — Fox-trot for danc-

ing Harry Raderman's Jazz Orchestra

I Like It (Intro.: "My Mammy") (Berlin-
Donaldson)^ — Medley Fox-trot for dancing,

Lenzberg's Riverside Orchestra

50757 Toddle (Intro.: "No Wonder I'm Blue") — Med-

ley Toddle for dancing,

Harry Raderman's Jazz Orchestra
I Call You Sunshine (Intro.: "Dear Me")
(Silvers-Golden) — Medley Fox-trot for danc-
ing Harry Raderman's Jazz Orchestra

50758 Arabian Yogi Man (Kendis-Brockman) — Fox-trot

for dancing ....Max Fells' Delia Robbia Orchestra
Calling (Squires) — Fox-trot for dancing.

Max Fells' Delia Robbia Orchestra

50759 Come and Nestle in Your Daddy's Arms

(Herscher-Burke) — Fox-trot for dancing,

Lenzberg's Riverside Orchestra
Deenali (Scharf) — Fo.x-trot for dancing,

Harry Raderman's Jazz Orchestra

50760 Make Believe (Schilkret) — Fox-trot for danc-

ing Harry Raderman's Jazz Orchestra

Siren of a Southern Sea (Weeks) — Fox-trot for
dancing Green Bros.' Novelty Band

50761 Strut, Miss Lizzie (Creamer-Layton) . . . . Al Bernard
Scandinavia (Sing Dose Song and Make Dose

Music) (Perkins) Aileen Stanley

50763 Margie (Conrad-Robinson) — Tenor,

Harvey Hindcrniycr and Mixed Chorus
In the Heart of Dear Old Italy (Glogau) —
Mixed voices Metropolitan Quartet

Edison Re-Creations — May Special

50720 Deep In Your Eyes — Half Moon (Jacobi)- —

Soprano-tenor,

Elizabeth Spencer and George Wilton Ballard
Half Moon — Selection ( Jacobi) .... Peerless Orchestra

50721 Wond'ring (David) — Baritone Thomas Chalmers

When I Found You — Poor Little Kitz Girl

(Romberg) — Tenor Sam Ash

50722 Pickaninny Rose (Shcppard) — Soprano,

Margaret A. Freer
Bells of St. Mary's (Adams) — Tenor.. Lewis James

50723 Grieving for You — Medley Fox-trot for dancing,

Lenzberg's Riverside Orchestra
Rose (Sizemorc-Magine-Hicse) — Fox-trot for
Dancing Max Fells' Delia Robbia Orchestra

50724 Annie, My Own (Scharf) — Fox-trot for dancing,

Harry Raderman's Jazz Orchestra
Toodles (J. Green) — One-Step for dancing.

Green Bros." Novelty Band

EDISON AMBEROL RECORDS

SPECIALS

4224 Broadway Rose (West-Fried Spencer) — Fox-trot,

for dancing. ... Harry Kadcnnan's Jazz Orchestra

4225 Home Again Blues ( l!crliii-.\kst) — Fox-trot, for

dancing Harry Raderman's Jazz Orchestra

{CoiUiiiued on page 184)

184

THE TALKING MACHINE WORLD

April 15, 1921

ADVANCE RECORD BULLETINS FOR MAY— (Continued from page 183)

4226 Palesteena (Conrad-Robinson) — Fox-trot, for

dancing Green Brothers' Novelty Band

4227 My Mammy (Donaldson) — Male voices,

Premier Quartet

4228 Timbuctoo (Kalmar-Rubv) Al Bernard

ROYAL PURPLE RECORDS

29074 Roses of Picardy (Wood) — Violin. Piano accomp.

by Andre Benoist Albert Spalding

29075 Give a Man a Horse He Can Ride (O'Hara)—

Bass-Baritone Arthur Middleton

REGULAR LIST

4229 Rosie (Clarke-Merkur) — Fox-trot,

Max Fells' Delia Robbia Orchestra

4230 Good-bye (Levy) "Lady Billy" — Soprano and

tenor Elizabeth Spencer and Lewis James

4231 Caresses (Monaco) — Fox-trot,

Lenzberg's Riverside Orchestra

4232 Pocahontas (MacMeekin) — Male voices.

Premier Quartet

4233 She Walks in Her Husband's Sleep (H. Von

Tilzer) Aileen Stanley

4234 Royal Tourist (Jacques) — March novelette.

Banjo Shirley Spaulding

4235 No Wonder I'm Blue (Ahlert) Ernest Hare

4236 That Old Irish Mother of Mine (H. Von Tilzer)

— Tenor Allen McQuhae

4237 Sweet and Low (Barnby), lules Levy's Brass Ouartet

4238 Down the Trail to Home, Sweet Home (Ball) —

Tenors Charles Hart and Lewis Tames

4239 Recollections of 1861-65 — Trumpet Edna White

4240 Toodles (J. Green) — One-step, for dancing.

Green Brothers' Novelty Band

4241 Favorite Hymns of Fanny Crosby, No. 2 — Mixed

voices Calvary Choir

FRENCH RECORDS

Margoton (Perilhou) — Tenor Paul Dufault

En Passant Par la Lorraine (Passing Through

Lorraine) (Tiersot) — Tenor Paul Dufault

GERMAN RECORDS
Annamirl (Landler) . . . .Oberbayerische Bauernkapelle
D' Baum Schneid (Landler),

Oberbayerische Bauernkapelle

27200
27201

26210
26211

PATHE FRERES PHONOGRAPH CO.

"POP" SUPPLEMENT No. 44
POPULAR VOCAL
25057 Broken Moon (Callahan-Roberts) — Baritone,

Percy Hemus 10
Monastery Bells (Leslie-Wendling) — Baritone,

Percy Hemus 10

20507 Do You Hear Me Calling? from "Little Old

New York" (Young-Schroeder) — Soprano,

Gladys Rice 10
Nobody's Rose (W"ood-White-Fried) — Tenor,

Lewis James 10
- 20509 Scandinavia (Sing Dose Song and Make Dose

Music) (Perkins) The Harmonizers 10

You Ought to See My Baby (Turk-Ahlert) —
Comedienne Aileen Stanley 10

20510 Wandering Home (Case-Stevens) — Tenor Duet,

Lewis James and Charles Hart 10
Orange Blossoms (Piantadosi-Glogau-Green) —
Tenor Carlton Williams 10

20508 Pining (Kendis-Brockman-Russell) — Baritone,

Ernest Hare 10
' Mammy's Little Sunny Honey Boy (Caddigan-

Story) Crescent Trio 10

HAWAIIAN
20501 Dreamy Paradise (Van Alstyne-Schmidt),

Ferera and Franchini 10
Dreamy Hawaii (Vandersloot),

Ferera and Franchini 10

DANCE

20511 There's Something About You (Jolson-Ribaud-

Gibson) — Fox-trot. .Joe Gibson and His Orch. 10
Longing for Someone (Ribaud-Gibson) — Fox-trot,

Toe Gibson and His Orch. 10

20512 Arabia (Green) — One-step,

Green Brothers' Novelty Band 10
Siren of a Southern Sea (Weeks) — Fox-trot,

Green Brothers' Novelty Band 10

20513 Wyoming (Williams) — Waltz, Casino Dance Orch. 10
Sweet Lavender (David) — Fox-trot

Casino Dance Orch. 10

20514 Spread Yo' Stuff (Levy) — Fox-trot,

Lanin's Roseland Orch. 10
Hawaiian Blues (Motzan) — Fox-trot.

Green Brothers' Novelty Band 10

20515 Moonbeams (Price-Stept) — Fox-trot,

Bennie Krueger and His Orch. 10
Some Little Bird (McPhail-Van Alstyne) — Fox-
trot Bennie Krueger and His Orch. 10

20516 Pretty Face (Young-Lewis-Donaldson) — Fox-trot,

University Five 10
My Mammy (Lewis-Young-Donaldson) — Fox-trot,

University Five 10

20517 Someone Else (Rosey) — Fox-trot,

Joseph Samuels' Music Masters 10
Skied of Normandy (Breau-Carlo-Sanders) — Fox-
trot Joseph Samuels' Music Masters 10

REGULAR PATHE MAY LIST
NEW OPERATIC RECORDS
59090 Carmen (Bizet) "Chanson Boheme" (Gypsy Song)

in French — Soprano Emma Calve 12

Barcarolle (Gounod) in French — Soprano, with

piano Emma Calve 12

60090 La Paloma (Yradier) in Italian — Tenor,

Aristodemo Giorgini 12
Don Pasquale (Donizetti) "Serenata" (Soft Beams
the Light) in Italian — Tenor,

Aristodemo Giorgini 12
STANDARD SONGS SUNG IN ENGLISH
25054 Colleen o' My Heart (Dick-Penn) — Baritone,

Percy Hemus 10
The Lamplit Hour (Burke-Penn) — Baritone,

Percy Hemus 10
TWO FAVORITE MODERN CLASSICS
20500 Forgotten (Wulschner-Cowles) — Tenor,

Arthur MoUer, 10
Little Grey Home in the West (Wilmot-Lohr) —

Tenor Henry Burr 10

SONGS OF TENDERNESS AND SENTIMENT
22507 — Let Me Love Thee (Maynard-Arditi)— Tenor,

Eugene Spencer 10
Eyes of Irish Blue (Clark Cook) — Soprano,

Rosalie Miller 10
SWEET VOCAL MEDLEYS OF DIXIELAND
FAVORITES

22504 Southern Medley. .Acme Male Quartet, unaccomp. 10
Plantation Medley, Acme Alale Quartet, unaccomp. 10
SOUTHLAND SINGERS' DELIGHTFUL NOVELTIES

20488 Go Down Moses (Freman) — Negro Spiritual,

Noble Sissle's Southland Singers 10
Year of Jubilee (Freman) — Negro Spiritual,

Noble Sissle's Southland Singers 10
NEW INSTRUMENTAL RECORDS
25052 Love Sends a Little Gift of Roses (Openshaw) — ■

Violin solo. Piano acc. .. .Alexander Debruille 10
When You're Gone I Won't Forget (DeRose) —
Violin solo. Piano acc Alexander Debruille 10

20489 Home, Sweet Home and My Old Kentucky Home

(Foster) Jules Levy, Jr.'s Brass Quartet 10

Old Black Joe and Massa's in De Cold, Cold
Ground (Foster),
^_ ■ " Jules Levy, Jr.'s Brass Ouartet 10

2/0j6 tcossaises (Beethoven-Busoni) — Piano solo,

■ Jose.Dh Lhevinne 10

El Conlrabandista (Schumann-Tausig) — Piano

Joseph'Lhevinne 10

THREE FAMOUS BANDS RECORD FOR PATHE

40218 The Wearmg o' the Green (Douglas) — Humorous

paraphrase. . .Band of H. M. Grenadier Guards 12
La Tourterelle (Damare) — Piccolo solo,
„ , ^ Versailles iliiitary Band 12

40219 Le Calife de Bagdad (Boieldieu) — Overture,

Versailles Military Band 12
Parade Militaire (Massenet) — March,

Garde Republicaine Band of France 12

4686
4687

4693

4691

4688

4668
9109
4674
9110
4680

4290

4291
4283

4295

4275

4292

GENNETT LATERAL RECORDS

Dreamy Hawaii (F. W. X'andersloot) .. Honolulu Trio
Drowsy Waters ( VVailaina Waltz) .. Ferera-Franchini
Do You Ever Think of Me? — Intro.: "(^ral Sea"

(Earl Burtnett),

California's Brass Marimba Orchestra
Arabia (Geo. liamilton Green),

Green Brothers' Novelty Band
Dreaming ( Jas. Caruso) — Intro. : '■All fcr Vou,"

, Yerkes' Jazzarimba Orchestra

Wishing (Isham Jones) — Intro.: "My Dream

Rose" ierkes' Tazzarimba Orchestra

Broken Moon (Lee Roberts-Will Cailahan),

Joseph Knecht's Waldorf-Astoria Dance Orchestra
There Comes a Some Day (Anselm ' Goetzl) —

From mus.cal comedy, "The Rose Girl,"

Joseph Knecht's Waldorf-Astoria Dance Orchestra
Aunt Jemima's Jubilee (Tracey-Pmkard) — Orch.

accomp The "Harmonizers" \'ocal Quartette

I'm Missin' Mammy's Kissin' (Pollack-Clare) —

Soprano, Orch. accomp Ai.een Stanlev

Learning (Tucker-Buffano-Stieger) — Intro.:

"Pleading" Yerkes' Dance Orchestra

0-HI-O (\ellen-01man) — Intro.: "Any G.rl is a

Wonderful Girl" Y'erkes' Jazzarimba Orchestra

Love Bird (Earl-Fiorito) — Intro. : "Yokohama

Lullaby" Broadway "Blue Moon" Orchestra

Happiness (Geo. Meyer) — Intro.: "Nobody to

Love" Joe Coleman's Dance Orchestra

Wandering Home (Case-Stevens) — Tenor and

contralto duet, Orch. accomp Hart-Terrell

Angels (Kalman-Ruby) — Tenor and baritone

duet, Qrch. accomp Hart-Shaw

Blackthorn Stick — ^Accordion solo Pamby Dick

Queen Mary Waltz Pamby Dick

Maid of the Mountain — Part I... Irish Guards' Band
Maia of the Mountain — Part II.. Irish Guards' Band

The Shepherd True John Perry

Hiding in Thee Robert Carr

Simple Aveu — Violin solo N'ictor Willis

Spring Song — Violin solo X'ictor Willis

Oh, Joy— Part I Irish Guards' Band

Oh, Joy— Part II Irish Guards' Band

OKEH RECORDS

Jesus, Lover of My Soul (Sacred) — Tenor-
baritone duet, with Orch.,

Charles Hart-Elliott Shaw 10
Open the Gates of the Temple (Sacred) — Baritone,

with Orch James Jordan 10

The Barefoot Trail — Tenor, with Orch.,

Lewis James 10

When — Tenor, with Orch. ...... ^ .. Lewis James 10

Angels (We Ca.l Them Mothers Down Here) —

Baritone, ■ with 'Orch Elliott Shaw 10 2028

I Want You Morning, Noon and Night — Tenor,

with Orch Sam Ash 10

Jazzbo Ball — Popular Blues, 2029

Mamie Smith and Her Jazz Hounds 10
''U" Need Some Loving Blues — Popular Blues, 2030

Mamie Smith and Her Jazz Hounds 10
My Mammy — Contralto, with Rega Orch.,

Aileen Stanley 10
Gone Are the Days — Contralto with Rega Orch., 2031

Aileen Stanley 10
Look for the Silver Lining (from musical play,

"Sally") — Soprano-tenor duet, with Orch., 2032
Elizabeth Spencer-Lewis James 10
I'm a Little Nobody That Nobody Loves — Con- 2033

tralto, with Orch X'aughn De Leath 10

4293 To Follow You, I'll Not Consent (Until I Know

Which Way You Went) — Baritone, with 2034

Orch Ernest Hare 10

She's Always Singin' the Blues — Baritone, with

Orch Al Bernard 10

3005 Raymond Overture, Part I, 2035
European Symphony Orchestra 12
Raymond Overture, Part II.

European Symphony Orchestra 12
6008 Mignon Overture, Part I, 2036
Henry Hadley's Symphony Orchestra 10
Mignon Overture, Part II,

Henry Hadley's Symphony Orchestra 10

4284- Stradella Overture European Concert Band 10 2037

Zampa Overture European Concert Band 10

4285 Ave Maria — Instrumental trio,

\'iolin, 'Cello and Piano 10
Traumerei — Instrumental trio.

Violin, 'Cello and Piano 10

4286 Souvenir.. Violin Solo, with Piano accomp. 10

Monte Cristo — Waltz,

\'iolin Solo, with Piano accomp. 10

4287 The Song of the Soul — 'Cello solo, with P.ano

accomp Arthur Hadley 10

The Swan (Le Cygne) — 'Ce.lo solo, with Piano
accomp Arthur Had.ey 10

4288 The Stars and Stripes Foiever. .Conway's Band 10
The Invincible Eagle — March .... Conway's Band 10

4289 Aloha Oe — Hawaiian guitar duet, singing chorus

by Crescent Trio Ferera-Franchini 10

Ua Like No a Like — Hawaiian guitar duet,

Ferera-Franchini 10

4274 Make Believe — Fo,x-trot,

Ray Miller, Melody King, and His Black and

White Melody Boys 10
Beale Street Blues — Fo.x-trot,

Ray Miller, Me'.ody King, and His Black and

White Melody Boys 10

4276 Some Little Bird — Fox-trot,

Rega Dance Orchestra 10
In the Devil's Garden (I Found a Rose) — Fox-
trot Harry Raderman's Jazz Orchestra 10

4277 Sweet Lavender — Fox-trot,

Ray Miller, Melody King, and His Black and

White Melody Boys 10
Congo Nights (from "Hitchy-Koo 1920") — Fox-
trot— Ray Miller, Melody King, and His Black

and White Melody Boys 10

4278 Biddy — Fox-trot (accordion with Hager's Novelty

Orchestra) Mario Perry 10

Hi-Yo — -Fox-trot Orlando's Orchestra 10

4279 Do You Ever Think of Me ?— Fox-trot,

Hager's Novelty Orchestra 10
Learning — Fox-trot .... Banj o Wallace's Orchestra 10

4280 Mazie — Fo.x-trot Banjo Wallace's Orchestra 10

Becky from Babylon — Fox-trot,
.,„,„, . ,,. , Hager's Novelty Orchestra 10

4281 Wyoming — Waltz. Green Brothers' Novelty Band 10
'April Showers Bring May Flowers — Fox-trot,

.iioT T , J^^^'^y Raderman's Jazz Orchestra 10

4282 Jabberwocky — Fox trot,

_ . , Joseph Samuels' Jazz Band 10

Tropical Blues — Fox-trot,
A-,n, T. , „ Joseph Samuels' Jazz Band 10

4294 Broken Moon — Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orchestra 10

Na-Jo — Fox-trot (Saxophone solo by Rudy

, ni^-i?-''°^*V.,- ■ • ■ • ^"^^ ^^"^"^ Orchestra 10

4296 Old-Time I'.lues — Fox-trot,

^ Mamie Smith's Jazz Hounds 10
Ihat ihmg Cailed Love — One-step,

Mamie Smith's Jazz Hounds 10

EMERSON RECORDS

LATEST DANCE HITS

10343 Two Sweet Lips (Milton Ager) — Fox-trot,

Lanin's Roseland Orchestra
.\Iy Mammy (Walter Donaldson) — Fox-trot,
,,, . „ Lanin's Roseland Orchestra

10j45 Wyoming (Gene Williams) — Waltz,

Green Brothers' Novelty Band
Good-Bye — Medley. Intro.: "Just Plant a Kiss"
(From Musical Production "Lady Billy")
(Harold Levey) — Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orchestra
10346 Moonbeams (Price-Stept) — Fox-trot,

Joseph Samuels' Music Masters
Some Little Bird (McPhail-Van Alstyne) — Fox-
trot Joseph Samuels' Music Masters

1034/ Do You Ever Thmk of Me? (Earl Burtnett) —

Fox-trot Plantation Dance Orchestra

Na-Jo (Wiedoeft-Holliday) — Fox-trot,

Plantation Dance Orchestra

10348 Sweet Mamma, Papa's Getting Mad (Rose-Little-

Frost) — Fox-trot. .. .Green Brothers' Novelty Band
Arabia (George Hamilton Green) — One-step,

Green Brothers' Novelty Band
10342 Would You? I'll Say Vou Would (Sterling-
McConnell) — Fox-trot,
Joseph Knecht's Waldorf-Astoria Dance Orchestra
Congo Nights (\iolinsky-Cowan) — Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orchestra
BIG SONG HITS

10349 I Never Knew I Could Love Anybody Like I'm

Loving You (Pitts-Egan-Marsh) — Fox-trot

ballad, orch. accomp Eddie Cantor

I'm Missin' ilammy's Kissin' and I Know She's
Missin' Mine (Clare Pollack) — Baritone solo,
orch. accomp Arthur Fields

10350 Over the Hill (Klein- Allen-Rubens) — Tenor solo,

orch. accomp Charles Harrison

Now I Lay ile Down to Sleep (Mitchell-Meyer)
— Tenor solo, orch. accomp Charles Harrison

10344 County Kerry Mary (Pease-Nelson) — Tenor solo,

orch. accomp Hugh Donovan

Wrap tne ureen Fiag 'Round Me, Boys
(O'Reilly-Crofts) — Tenor solo, orch. accomp.,

Hugh Donovan

H.\WAIIAN SELECTION

10351 Dreamy Hawaii (F. W. \'andersloot) — Waltz,
Hawaiian guitars Ferera and Franchini

Kohala March — Hawaiian guitars,

Ferera and Franchini

CARDINAL PHONOGRAPH CO.

Cook in the Kitchen — Medley of Irish Reels,

Tom Ennis

Little .Tudy — Medley of Irish Reels Tom Ennis

Trim the Velvet — Reels Tom Ennis

Humors of Bandon — Irish Long Dance. .. .Tom Ennis
Wrap the Green Flag 'Round Me, Boys —

Irish Song. Patriotic Hugh Donovan

Sinn Fein Awahn — Irish Song. Patriotic,

Dennis O'Hara

Now I Lay Me Down to Sleep^ — New Stellar Quartet
Down Aroimd the 'Sip 'Sip 'Sippy Shore —

N ew Stellar Quartet

All for You Harry Raderman's Jazz Orchestra

Make Believe Harry Raderman's Jazz Orchestra

Wang Wang Biues Cardinal Jazz Band

Direction Chas. Kritzler

Weary Blues Cardinal Jazz Band

Molly Ray Miller, Melody King,

and his Black and White Melody Boys
Two Sweet Lips Ray Miller, Melody King,

and his Black and White Melody Boys
Humming Ray Miller, Melody King.

and his Black and White Melody Boys
Without You Ray Miller, Melody King,

and his Black and White ilelody Boys
At the New Jump Steady Ball —

Ethel Waters, accom. Albury's Blue and Jazz Seven
The New York Glide —

Ethel Waters, accom. Albury's Blue and Jazz Seven

Held Fast in a Baby's Hands Chas. Harrison

Drifting Apart Chas. Harrison

ARTO RECORDS

DANCE AND VOCAL RECORDS

9056 Scandinavia (Sing Dose Song and Make Dose
^lusic) — Fox-trot tempo — Tenor solo... Billy Jones

All For You — Fo.x-trot. Chorus by A. Hall,

Yerkes' Dance Orchestra

9059 Underneath Hawaiian Skies — Fo.x-trot. Inci-
dental piano chorus by Norman Spencer and
Harry Rosey Selvin's Novelty Orchestra

Would You? I'll Say You Would — Fox-trot.
Chorus by A. Hall Moulin Rouge Orchestra

9057 Now I Lay Me Down to Sleep — Ballad. Bari-
tone solo Ernest Hare

I Call You Sunshine — Fo.x-trot. Chorus by A.
Hall Arto Dance Orchestra

9060 Nestle in Your Daddy's Arms — Fox-trot. Chorus
by A. Hall Selvin's Novelty Orchestra

Wandering Home — Waltz Arto Dance (Orchestra

IRISH VOCAL AND DAN'CE RECORDS

3063 Wrap the Green Flag 'Round Me, Boys — -Tenor
solo, accomp. by Ridgely's 69th Regiment
Band John Burke

God Made Ireland a Nation — Tenor solo, accomp.
by Ridgely's 69th Regiment Band John Burke

3064 Molly Brannigan — Tenor solo, accomp. by
Ridgely's 69th Regiment Band John Finnegan

Irisli Reels Medley. Intro. : "Garry Owen,"
"The Low-backed Car," "Top o' Cork Road,"
"St. Patrick's Day," "Bag Pipes,"

Ridgely's 69th Regiment Band
COLORED VOCAL RECORD

9058 He's My Man, You'd Better Leave Him Alone —
Vocal Blues,

Lucille Hegamin and Her Blue Flame Syncopaters
Mamma Whip! Mamma Spank! If Her Daddy
Don't Come Home — \'ocal Blues,
Lucille Hegamin and Her Blue Flame Syncopaters

April 15, 1921

THE TALKING MACHINE WORLD

185

REGORD BULLETINS FOR MAY

{CoJitiniicd from parjc 184)

STANDARD VOCAL AND INSTRUMENTAL
RECORDS

3066 The Rosary — Tenor solo Ernest Davis

The Palms — Tenor solo Ernest Davis

3068 Sleep, Baby, Sleep — Yodel song Frank Kamplain

Roll On, Silver Moon — Yodel song.. Frank Kamplain

3067 Jolly Coppersmith — Military band Bergh's Band

Blaze Away March — Military band selection,

Rogers' Band

3069 Southern Melodies Medley: "Massa's in the

Cold, Cold Ground," "Essence," "Kingdom
Coming," "Golden Slippers," "Carve Dat

'Possum" — Banjo solo Fred Van Eps

Dixie Medley: "Dixie," "Arkansaw Traveler,"
"Sailor's Hornpipe," "Turkey in the Straw" —

Banjo solo Fred Van Eps

3065 Kawaha — Hawaiian guitars Ferera-Franchini

Kilo March — Hawaiian guitars Ferera-Franchini

OLYMPIC DISC RECORD CORP.

(First Release)

POPULAR SONGS

14101 Over the Hill (AUen-Rubens-Klem)— Tenor with

orch Hugh Donovan

Now I Lay Me Down to Sleep (Mitchell-Meyer)
— Tenor, with urch Hugh Donovan

14102 Vamping Rose (.Hanlon-Ryan-Violinsky-Schuster)

— Baritone, with orch Arthur Fields

The Scandal of Little Lizzie Ford (Curtis-Von
Tilzer) — Baritone, with orch Arthur Fields

14103 Henry Jones, Your Honeymoon Is Over (Ber-

nard)— Comic duet, with orch,,

Al Bernard and Ernest Hare
I Ain't Afraid of Anything Dat's Alive (Ber-
nard)— Comedian, with orch Al Bernard

DANCE

15101 Strut, Miss Lizzie (Creamer-Layton) — Fox-trot,

orch. accomp Palace Trio

Spread Yo' Stuff (Levy-Crane-Bernard) — Fox-
trot, orch. accomp Palace Trio

15102 Scandinavia (Perkins) — Fox-trot .. Merry Melody Men
I Found a Rose in the Devil's Garden (Fisher-
Raskin) — Fox-trot Merry Melody Men

15103 Home Again Blues (Akst-Berlin) — Fox-trot,

Rudy Wiedoeft's Californians
Midnight Moon (Bernard-Hare) — "Waltz,

Rudy Wiedoeft's Californians
HAVi^AIIAN

16101 Hawaiian Twilight (Sherwood- Vandersloot) —
Hawaiian singing guitars.
Naughty Waltz (Levy) — Waltz — Hawaiian sing-
ing guitars.

STANDARD VOCAL

17101 On the Road to Mandalay (Speaks)— Baritone,

with orch Greek Evans

Little Mother of Mine (Brengle-Burleigh) — Bari-
tone, with orch GreeK Evans

17102 Forgotten (Eugene Cowles) — Baritone, with

orch Percy Hemus

Somewhere a Voice Is Calling (Newton-Tate) —
Baritone, with orch Percy Hemus

17103 At Dawning (Eberhart-Cadman) — Tenor, with

orch Charles Harrison

Macushla (Rowe-MacMurrough) — Tenor, with

orch Charles Harrison

INSTRUMENTAL

18101 Happy Days (Strelezki) — Violin, flute and harp.

Philharmonic Trio (Landau-Wagner-Schuetze)
The Sweetest Story Ever Told (Stults)— Violin,
flute and harp.

Philharmonic Trio (Landau-Wagner-Schuetze)

18102 National Emblem March (Bagley),

Olympic Military Band
My Maryland March (Mygrant),

Olympic Military Band

Concentrate on record sales — it will pay.

NEW BRUNSWICK RECORD CATALOG

New Volume Makes Strong and Favorable Im-
pression Upon Dealers and Public

The new alphabetical reco.fd catalog recently
issued by the Brunswick-Balke-Collender Co.,
and which was referred to in The World last
month, has made a strong impression upon
Brunswick dealers and the public. Of special

soprano, and many others, whose portraits to-
gether with short biographical sketches adorn
the volume.

The new catalog is carefully indexed and clas-
sified, and its fifty pages are full of good music,
so to speak. It affords an excellent idea of the
growth of the Brunswick record list .and is
altogether an imposing volume. The cover de-
sign is reproduced herewith.

EMERSON ARTIST
SCORES SUCCESS

Walter Scanlan, the
well-known Irish tenor
and exclusive Emerson
artist, is appearing this
week at the Crescent-
Shubert Theatre, Brook-
lyn, New York, in the
mus'ical comedy,
"Hearts of Erin." This
comedy has played to
capacity audiences in
all of the leading cities,
and the Crescent-Shu-
bert Theatre is sold out
for every night this
week. This singer has
been steadily increasing
his army of admirers
throughout the coun-
try thanks to his ability
as a singer.

Fred Hillebrand, well-
known tenor and ex-
clusive Emerson artist,
is now the feature star
in the "Rose Girl,"
playing at the Ambas-
sador Theatre, New
York. Mr. Hillebrand's
Emerson records have
been well received by
the dealers and his suc-
cess in the ''Rose Girl"
is adding materially to
his prestige.

Cover of New Brunswick Record Catalog

value is the imposing list of Brunswick exclu- Familton's Music Store, Victor dealer, of 660
sive artists, including such stars as Leopold Go- Fourth avenue, College Poin't, N. Y., was re-
dowskjr, pianist; Dorothy Jardon, well-known cently featured in a lengthy article in one of the

soprano; Ma.x Rosen, violinist; Marie Tiffany, local newspapers.

You Ought to Know

In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in

THE

flUJIC TI^E

RLVIEW

ESTABLISHED 1876

The oldest and leading music trade weekly, which covers every branch of the industry "

It Contains

Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States

''Review the Music Trade With Us"

Send your $2 now for a full year's subscription to

THE MUSIC TRADE REVIEW

373 FOURTH AVENUE NEW YORK

THE TALKING MACHINE WORLD

April IS, 1921

Acme Die Casting Corp 152

Acme Engineering & Mfg. Co 134

Aeolian Co ; 60

Alto Mfg. Co 134

American Felt Co 156

American Mica Works 156

American Odeon Corp 45

American T. M. Co 84

Andrews, Curtis N 77

Andrews, P. L. 71

Argus Phono. Supply Co 91

Arto Co., The 152

Artophone Co 108

Associated Phonograph Supply Co 116

Badger Talking Machine Co 110

Bagshaw Co., W, 11 48

Earnhardt Bros.. & Spindler 41

Bauer, E 93

Beecrnft, Clement 154

Bell Hood Needle Co 27

Blackman Talking Machine Co 155

Blood & Kloer 139

Brandts Furn. Co.. 35

Brilliantone Steel Needle Co 49

Broadway Music Corp 122

Brooks Mfg. Co 174

Bruno & Son, Inc., C 71, 81, 88, 112, 121, 161

Brunswick-Balke-Collender Co. ...Insert following page 18

Buegeleisen & Jacobson 92

Buehn Co., Louis 101

Buffalo T. M. Co 89

Cabinet & Accessories Co 160

Cardinal Phono Co 168

Carter, W. A 136

Casey-Hudson Co 135

Ce'.ina Spec. Co 121

Chamberlain, A. W 98

Charmaptione T. M. Co 81

Cheney Talking Machine Co 14

Chicago Talking Machine Co 127

Cirola Distrib. Co 105

Claremont Mfg. Co 30

Classified Want Ads 176, 177

CoUings & Co 33

Columbia Graphophone Co 16, 24, 39, 47, 56, 67,

100, 110, 118, 125, 165, 167

Consolidated Talking Machine Co 38, 132

Co-operative Mfg. Co 139

Cressey & Allen 97

Crosby Phono Co 167

Dalion T. M. Co 145

Deterling Mfg. Co 54

Ditson Co., Oliver 96

Doctorow, D. R 33

Dodin, Andrew H 181

Droop & Sons Co., E. F Inside back cover

Drying Systems, Inc 134

Duo-Tone Co 19

Dyer & Co., *W. J Inside back cover

Eastern Phono. Corp 153

Eastern Ta'king Machine Co 95

Eclipse Musical Co 59

Edison, Inc., Thos Back cover, 20, 80, 124

Eight. Famous Victor Artists 67

Einson Litho, Inc - 166

Electric Recording Laboratory 117

Emerson Phonograph Co 46, 171

Empire Phono. Parts Co 32

Everhart & Brown 100

Everybody's Talking Machine Co 162

Feist, Leo 44, 70, 116, 142, 149, 160

Fern-OGrand Co 173

Fletcher All Tones Needle Co 123

Fletcher-Wickes Co 107

Flexlume Sign Co 13

Forster Music Publisher, Inc 147

Fox Pub. Co., Sam 150

Frank Corp., Lewis C 64

Fulton Talking Machine Co 144

General Phonograph Corp.,

Inserts following pages 34, 70, 86

General Phonograph Mfg. Co 34

Gibson-Snow Co 23

Glynn, W. B., Distributing Co 23

Gramophone Co., Ltd 178

Granby Phono. Corp 28

Grand Kapids Brass Co 55

Gray Co., Walter S 76

Gray & Dudley Co 39

Gretsch Mfg. Co.. Fred 169'

Grey Gull Records 99

Griffith Piano Co 23

Grinnell Bros 157

Hall Mfg. Co 72

Handy Mfg. Co 142

Harponola Co , 35, 112

Harrison Music Co 150

Heath Co., A. J 104

Hessig-Ellis Drug Co 23

Hoffay Phono. Co 171

Horton-Gallo-Creamer Co 96

Hough, J. E., Ltd 180

Howe & Co., C. W 74

Hutches Eng. Co 141

Ilsley, Doubleday & Co 30

Independent Jobbing Co 62

International Mica Co 76

Interstate Phono. Corp 105

Iroquois Sales Co 25

Jewel Phonoparts Co 82

Jewett Phono. Co 109

Keen Talk. Mach. Supply Co 102

Kennedy-Green Co - 50

Kent Co., F. C 65

Keystone Die Casting Co 103

Keystone Minerals Co 44

Keystone Printed Specialties Co 175

Kichler Co., L. A 64

Kiefer-Stewart Co 23, 73

Kimball Co., W. W Ill, 133

Kirkman Engineering Corp 16

Knickerbocker T. M. Co 29

Knight Campbell Music Co 144

Kohler & Chase 24

Kraft, Bates & Spencer, Inc 97

Kunde, A. G 119

Lakeside Supply Co., Inc., 140

Lansing Co 98

Lee-Coit-Andreesen Hdwe. Co 23

Lesley's 181

Lidseen Products Co 135

Long Cabinet Co., Geo 106

Lorentzen, H. K 154

Lundstrom Mfg. Co., C. J 17

Lyon & Healy 51, 130

Lyons, W. H 134

Magnavox Co 23, 36

Magnola Talking Machine Co '. 43, 142, 152, 180

Manophone Corp 18

Marks Music Co., Edw. B ; 150

Marshall Co., Inc., C. L 23

Masterphone T. M. Co 170

Matthews, F. W 146

Mellor's 42

Mellowtone Needle Co 40

Mermod & Co. 118

Meyercord Co 132

♦Michigan Phono. Co 120

Mickel Bros. Co Inside Back Cover

Milwaukee T. M. Mfg. Co 145

Minneapolis Drug Co 23

Mirrolike Mfg. Co 115

Modernola Co. 85

Montagues, I., & Co 23

Morris Co., J. 0 10

M. S. & E 23

Mutual Phono. Parts Mfg. Co 37

National Decalcomania Co 104

National Publishing Co 6

Netschert, Frank 58

New England Talking Machine Co 98

Newton & Co., Inc 43

New York Album & Card Co 4

New York Recording Laboratories 34

New York Talking Machine Co 127

Nupoint Mfg. Co 137

Nye, Wm. F 32

Ogden Sectional Cabinet Co., Inc 90, 158

Ohio Sales Co 23

Olympic Disc Record Corp 52, 53

Ormes, Inc 9

Oro-Tone Co 131 '

Parks & Parks 47

Pathe Freres Phonograph Co 68, 69

Pearsall Co., Silas E 15

Peckham Mfg. Co 43

Peerless Album Co 6

Penn Phonograph Co 102

Permo Co 61

Phillips, Wm., Phono. Parts Co 25

Phonograph Appliance Co 27

Phonograph Specialties Mfg. Co 175

Phonomotor Co 58

Piknik Portable Phonograph, Inc 58

Player-Tone T. M. Co 177

Plaza Music Co 171

Plywood Corp 50

Progressive Phonographic Supply Co 86

Putnam-Page Co 30

Racine Phono. Co 55

Reflexo Products Co 31

Rene Manufacturing Co 40, 83

Rex Gramophone Co 179

Reynalds, Wm. H. ' 44

Rishell Phono. Co 26

Robinson, Pettit Co., Inc 23

Rodeheaver Record Co .■ 172

Rountree Corp 66

Seaburg Mfg. Co 56

Selle & Co., H. W 138

Sherman, Clay & Co Inside Back Cover

Singer T. M. Co 126

Smith Drug Co., C. D 23

Smith Laboratories, H. J 87

Smith-Schifflin Co 118

Sonora Co. of Philadelphia 23, 103

Sonora Distr. Co. of Texas 21, 23

Sonora Phonograph Co., Inc.,

Inside Front Cover, 22, 23, 65

Sonora Phonograph Co. of Pittsburgh 23

Soss Mfg. Co 166

Southern Drug Co 23

Southern Sonora Co 23

Southwestern Drug Co 23

Standard Music Roll Co 152

Standard Talking Machine Co Inside Back Cover

Starck & Cowan 148

Starr Piano Co 12

Steel, W. R 179

Steger & Sons Piano Mfg. Co 75

Steinert & Sons Co., M 95

Stephenson, Inc 113

Sterling Devices Co 133, 143

Stemo Manufacturing Co 164

Steurer Reproducer Co., Inc 175

Stewart T. M. Co 56, 108

Strevell-Paterson Hardware Co 23

Superior Die Casting Co 76

Supertone Needle Wks 167, 172, 174

Talking Machine World Dealer Service 93, 94

Toledo Talking Machine Co 54

Triangle Phono. Parts Co 168

Udell Works 79

Unit Construction Co 78

United Mfg. & Distr. Co I4l

United States Record Mfg. Co.. Insert following page 50

Universal Devices Co 125

Universal Fixture Corp 159

U-Sav-Your Mfg. Co , 11

Usoskin Litho 107

Val Accessory House 92

Van Houten, C. J.. & Zoon 23

Van Veen & Co 114

Vicsonia Mfg. Co., Inc '. 42

\^ictor Talking Machine Co Front Cover, 5, 7

Volker & Co Inside Back Cover

Wade Co., R. C 57

Wade & Wade 129

Wade, W. H 138

Walthall Music Co 23

Ward Co., C. E 88

Wartell Phono. Co 140

Wax & Novelty Co 146

Weber-Knapp Co 86

Werlein, Ltd., Philip 165

Weymann & Son, H. A 103

Whitsit Co., Perry B Inside Back Cover

Widdicomb Furniture Co 63

Wimpfheimer & Bro., A 70

Windsor Furn. Co 138

VVitmark & Sons, M 149, 151

Yahr & Lange Drug Co 23

Yeuell Co., E. V " 98

THE TALKING MACHINE WORLD

Some Leading Jobbers of Talking Machines in America

Where Dealers May Secure

COLUMBIA

Product

Ready, Full Stocks, and Prompt Deliveries
from ConTenient Shipping Centers
all over the United States.

Distributors

Atlanta, Oa., Columbia Graphopbone Co., 63 N.
Pryor St.

Baltimore, Md., Columbia Oraphophone Co., 16
South Howard St.

Boston, Columbia Graphopbone Co., 1000 Wash-
ington St.

Buffalo, N. T., Columbia Graphophone Co., 737
Main St.

Burling:ame, Cal., Columbia Graphophone Co.,
1130 Balboa Ave.

Chicago, lU., Columbia Oraphophone Co., 325 W.
Jackson Blvd.

Cincinnati, O., Columbia Graphophone Co., 317-
321 Baet 8th Street.

Cleveland, O., Columbia Graphophone Co., 1812
East 30th St.

Dallas, Tex., Columbia Graphophone Co., 316
North Preston St.

Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Ave.

Detroit, AUcb., Columbia Oraphophone Co., 115
State St.

Indianapolis, Ind., Columbia Graphophone Co.,

209 W. WashlnKton St
Kansas City, Mo., Columbia Graphophone Co.,

2006 Wyandotte St.
lrf>s Angeles, Cal., Columbia Graphophone Co.,

809 S. Los Angeles St.
Minneapolis, Minn,, Columbia Graphophone Co.,

18 N. 3rd St.
New Haven, Conn., Columbia Graphophone Co.,

206 Meadow St.
Mew Orleans, I,a., Columbia Graphopbone Co.,

517-526 Canal St.
New York City, Columbia Oraphophone Co., 121

West 20th St.
Omalia, Neb., Columbia Oraphophone Co., Eighth

and Jackson Sts.
Philadelphia, Pa„ Columbia Oraphophone Co.,

40 N. 6th St.
Fittsbnrtrh, Columbia Graphopbone Co., 632-640

Duqueene Way.
Salt l,al<e City, Utah. Columbia Stores Co.,

221 South West Temple.
Seattle, Wash., Columbia Oraphophone Co., 911

Western Ave.
Spokane, Wash., Columbia Store* Co., 161 South

Poet St.

St. liouis, Mo„ Columbia Graphophone Co., 1127
Pine St

Tampa, Fla., Tampa Hardware Oo.

Headquarters for Canada:

Colombia Oraphophone Co., 54-56 WelUnston
St., West, Toronto, Out.

Exmcativm Officm

COLUMBIA GRAPHOPHONE CO.

Gotham National Bank Building New York

TEST IT.

OUR VICTOR

Record Service

has a reputation for eificiency.
Suppose you try it.

E. F. DROOP & SONS CO.

1300 G. STREET. WASHINGTON. D.C.
231 N. HOWARD STREET. BALTIMORE. MD.

WUliam Volker & Co., ^i-ASUj;:;:c".r '"

r ■

DISTRIBUTORS OF
Complete Pathephone and Pathe Record Stocks.
The best proposition for the progressive dealer.

Sherman.^ay & Gp^

San Francisco, Los Anselei, Portland. Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS

The PERRY B. WHITSIT CO.

Distributors of

Victrolas and Victor Records

COLUMBUS, OHIO

W. J. DYER & BRO.

DYER B'LD'G. ST. PAUL. MINN.
NORTHWESTERN DISTRIBUTORS

OF THE

VICTOR

Machines, Records and Supplies

Shipped PromptIr to all
Points in the Northwest

Mickel Bros. Co.

Omaha, Nebraska
Des Moines, Iowa

Victor Distributors

Wholesale Exclusively

EASTERN TALKING MACHINE CO.

85 Essex Street, Boston

VICTOR DISTRIBUTORS

Every talking mschlns iobber In thlt country
should bo rsprstantxl Is tlilt dopsrtmsnt, ns
matter what kind he handles or where he Is
located. The cost Is slight and the advantage
is great.

piiiiiiiiiiiiiiiiuiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiu^

I ARTICLES OF INTEREST IN THIS I
I ISSUE OF THE WORLD I

I Ready Reference for Salesmen,

lllliilllllllllllllllllll»llllllllllllllilllllUIIIIIIIIIIIIIIIIIIIIIIIII

Dealers and Department Heads

fflllllllllllllUIIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIillllllllllllllllllllllllllllll^^

Retail Dealers May Form National Associa-
tion 3

Making the Display Window a Real Force
iot Developing Business 4

Importance of Correct Selling Methods 8

Keeping Alert to the Value of New Ideas . . 9

Co-operating With the Dealer in Winning
Success 8

The Influence of the Talking Machine Artist
on Business ' 8-9

Staging a Home-Town Booster Week as a
Business Developer 11

Five Outstanding Rules for the Successful
Handling of Instalment Accounts 15-16

Development of the Talking-picture Idea.. 21

Salesmanship Is Again in Fashion ..... 27

Memorial Day Publicity as a Means of At-
tracting Attention to the Store 29

Influence of Various Tsrpes of Music on the
Human Being 35

The Advertising of Musical Instnunents in
New York 37

The Value of Technical Education for the
Individual 47

Noteworthy Entertainment of Talking Ma-
chine Men 51

Using the Operatic Idea for Window Dis-
play • 65

Concentrating on Musical Merchandising
Ideas 73

The Great Victor Educational Conference
in Chicago 87-93

Important Discussion on Instalment Prices
by St. Louis Trade 116

Saying It With Music on "Mothers' Day"
a Clever Sales Idea 128

C. G. Steger Tells Why Fundamental Con-
ditions Are Soimd 140

Why the Jobber Who Helps the Retailer
Helps Himself 142-143

Leading Orchestra Leaders Tell the Most
Popular Hits • • 147

Music Publishers Welcome New Sales Out-
lets 147

Canadian Copyright Situation of Great In-
terest to the Trade 158

Keeping Track of Engagements and Wed-
dings for Business PiuT>oses 163

Capitalizing the Baseball Season in Window

Display 163

Robert Gordon's Page of Sales Suggestions 163
Latest Budget of Talking Machine Patents. 181
Record Bulletins Issued by the Leading
Companies 183

Edison Message No. 95

If the Excise Tax on phono-
graphs IS increased, the prices
of Edison Phonographs must
be advanced.

THOMAS A. EDISON, Inc.

ORANGE, NEW JERSEY

JOBBERS OF THE

CAUFORNIA
Log Angeles — £diaon Phonographs,
Ltd.

San Fr«ncitoo — Edison Phonographs,
Ltd.

COLORADO
DenTcr — Denver Dry Goods Co.

CONNECTICUT
New HaTcn — Pardee-EUenberger
Ce., Inc.

GEORGIA
Atlanta — Phonographs, Inc.

ILLINOIS
Chicago — The Phonograph Co.
Wm. K. Lyons (Amberola only).

INDIANA
Indianapolis — Kipp Phonograph Co.

IOWA

Dea Uoiaes — Harger ft Blish.
Swux aty—Harger k BUth.

NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS

LOUISIANA
New Orleans — Diamond Music Co.,
Inc.

MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Irer Johnson Sporting G«*ds
C«. (Amberola only).

MICHIGAN
Detroit — Phonograph Co. of
Detroit

MINNESOTA
Minneapolis— Laurence B,
Lucker

MISSOURI
Kansas City — ^The Phonograph Co.

of Kansas City.
St Louis — SiWerstone Music

Co.

MONTANA
Helena — Montana Phonograph
Co.

NEBRASKA
Omaha — Shnltz Broa.

NEW YORK
Albany — American Phonograph

Co.

New York — The Phonograph

Corp. of Manhattan.
Syracuse — Frank E. Bolway k Sob,

Inc. W. D. Andrews Co.

(Amberola only).

OHIO

Cincinnati — The Phonograph Co.
(HeTeland — The Phonograph Co.

OREGON
Portland — Edison Phonographs,
Ltd.

PENNSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Buehn Phonograph

Co.

Williamsport— W. A. Myers.

RHODE ISLAND
Providence — J. A Foster Co.
(Amberola only).

TEXAS

Dallas — Texas-Oklahoma Phono-
graph Co.

UTAH

Ogden — Prondfit Sporting Goods

Co.

VIRGINIA
Richmond — The C B. Haynea
Co., Inc.

WISCONSIN
Milwaukee — The Phonograph Co.
of Milwatikee.

CANADA
Montreal— K. S. WUliama k

Sons Co.. Ltd.
St. John— W. H. Thome k Co.,
Ltd.

Toronto — K. S. WitUami ft Sons

Co.. Ltd.
Vancouver — Kent Piaao Co., Ltd.
Winnipeg— R. S. Williama ft Sons

Co., Ltd.
Babson Bros. (Amberola only).

VOL. XVII. NO. 5

SINGLE COPIES. 25 CENTS
PER YEAR. TWO DOIXABS

makers jd
sellcTs €f

fnlkinyr
madpnes

Published Bach Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, May 15, 1921

/'fiimiiiiiniiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiMiiiiiiiiiMiiiiiiiiiiiHiiiiiiiiimiilliiiiiliilliiiliiim

ii!iiiiii!iiiiiin«iiiHi»iiiiiiiiiiiiiiiiiiiiiiiiiuiiniiiiiiiiiiiiiiiimiiiniiiiiiiiiiiiii!iiiiiiiiii4[)iw

The instrument by which
the value of all musical
instruments is measured

This trademark and (he trademaiked word
"Victroia" identify all our products. Look
under the lid I Look on the label I

VICTOR TALKING MACHINE CO.
Camden. N. J.

Victrda XVI

auiiiiiiiiiiiiiiiiiiiiiiiiiiiiiifliinnmiiiiiiiiuiijiiiiiuiiiiiiiiiiuiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

■Emercfl as secmd class master May 2, 1905', at tlie p' ?t ciffice at Nfw Vork.

.iiiiitiiiiiiiinuiiiuugiuiiiiuiiugiuiiiiiir

The Highest Class Talking
Machine in the World

A N equal chance and Sonora outsells any
^ ^ other make of phonographs! Ask any
dealer who handles Sonora and other makes.

Sonora is the fast selling phonograph because
it is matchless in value.

The Sonora captivates the most critical, gives
perfect satisfaction, stays sold, and makes every
Sonora owner an ardent Sonora "booster."

Your customers w^ant their money's worth these
days and they get it in full measure when they
buy the Sonora.

Write today regarding ^an agency.

SONORA PHONOGRAPH COMPANY, Inc.

THE INSTRUMENT OF QUALITY

CLEAR AS A BELL

Sonora dealers make money.

George E. Brightson, President

NEW YORK : 279 Broadway

Canadian Distributors: I. Montasmes & Co.. Toronto

The Talking Machine World

New York> May \5, \92\ Price Twenty-five Cents

WILLIAM MAXWELL SEES EARLY STABILIZATION AHEAD

Replies to Questionnaire Sent Out to Banks by Vice-president of Thomas A. Edison, Inc., Indicate
That Agricultural Improvement Will Bring About Upward Trend of Business Shortly

Vol. J 7. No. 5

THE REPAIRMAN DRUMS UP TRADE

Talking Machine Dealer Finds That the Repair-
man Points the Way to New Channels for De-
veloping or at Least Reviving Interest in the
New Records and Even in Machines

One of the larger dealers in talking machines in
the Middle West, who maintains his own repair
department, found recently that the public had
not only shut down on buying new goods, but
likewise appeared disinclined to have repair
work done, with the result that his repairman
was spending most of his time resting himself
or tinkering on odd jobs on which there was
no income. It was the repairman himself, who,
realizing that such a state of affairs could not go
on indefinitely, suggested as a means of keeping
his job safe that he be permitted to call on the
dealer's customers and solicit repair work. As
a result of the first couple of days of effort
there developed a single repair job, that of in-
stalling a new spring, but the repairman had
meanwhile dug up several machine prospects
and filled orders for close to $50 worth of
records.

It was found that by presenting himself as a
repairman he was able to gain entree into the
house in order to inspect the machine. The
housewife in every case kept close at hand,
probably for safety's sake, and it was an easy
matter to swing the conversation around to the
questions of new records and of friends who
should buy, or contemplated buying, machines.
The repairman had wisely carried with him a
half dozen of the latest records and in every
home played at least two of them over, ostensi-
bly for the purpose of testing the speed of the
motor. In most cases the testing records pleased
and an order followed. It is, of course, out of
the question for every dealer to send a repairman
in search of business, nor is it always possible to
secure a repairman with a real selling instinct,
but where the opportunity presents itself, and the
combination exists, there is found a new avenue
for getting close to prospects and old customers
and reviving interest in new records.

Get out and sell goods. Hustle. Fight. Don't
get fastened in one hole.

A talking machine dealer in one of the larger
cities in the East, in casting about for means for
increasing record sales, came to the conclusion
that there were a great number of daily visitors
to the citi' who could be induced to buy their
new records in town, provided facilities were
offered for giving them quick service without
taking them out of their beaten paths from train
to office, or vice-versa.

This particular dealer was located in a fine
business section, but did not let that fact deter
him from going abroad in search of sales rather
than .waiting for the business to come to his
door. After giving the matter of reaching the
transient and the commuter some thought he
finally made arrangements with a company con-
ducting a chain of news and candy stands at
local railways and interurban terminals to take
record orders for his store.

The system is a simple one. A board is pro-
vided, on which is tacked the latest monthly
bulletin, together with a list of other desirable
records. On the board also are fastened two or
three of the latest popular records, and at the
bottom are pockets containing current record
supplements and other literature. A bold sign at
the top of the board announces that record
orders left at the stand in the morning will be
filled and delivered from the stand in the after-

Early stabilization of the agricultural situa-
tion and a rapid upward trend in business gen-
erally are indicated by responses received from
banks throughout the country to a question-
naire recently sent out by William Maxwell,
vice-president of Thomas A. Edison, Inc.

"The replies indicate a larger percentage of
the 1920 grain crop still in the farmers' hands
than other sources of information had led us
to believe was the case," said Mr. Maxwell.
"While the planting season will temporarily
retard the liquidation of bank loans in the coun-
try districts, I believe that there will be a
substantial renewal of liquidation, after the
farmers get their crops in, and I do not share
the opinion of those who feel that a further
marked reduction in farm loans in the grain
country must wait on the new crop.

"The banks in the corn belt report quite
generally a marked increase in the breeding of
hogs. In numerous localities an increase in
dairy cattle and the feeding of beef cattle is
reported. These can be regarded as most en-
couraging signs, for cattle and hogs are the
great stabilizers of agriculture.

"We are pretty well convinced that there will
be a material reduction in the 1921 cotton crop,"
Mr. Maxwell continued. "Without exception
Southern bankers report reduced purchases of
commercial fertilizer, and this, apart from a re-
duction in acreage, will automatically result in
a reduced crop. I do not anticipate so large a
reduction in cotton acreage as some people ex-
pect. However, judging by the past, the acre-
age decrease does not have to be very large

KNOWING YOUR OWN LINES

The kind of selling knowledge for you to
always have in "mental stock" on all occasions
is knowledge of your own goods, not knowl-
edge of what the other fellows are making or
doing. If a customer wants to ask about the
product of some other concern let him ask the
other concern. Tell him your knowledge is

noon. The "front" really attracts the attention
and does the selling and the attendant simply
takes the actual order itself and collects upon
delivery. As a result of this a very moderate
selling commission satisfies the newsstand people.

The new scheme proved its value during the
first week, for not only did it attract many new
customers, but proved most satisfying to some
older customers, who thus saved the time former-
ly taken to go to the store proper. Following up
the plan the dealer, in sending out his monthly
l)ulletins, explained that record orders could be
left at the various terminal stations, even when
they were placed with the store by telephone.

The dealer's plan has served to bring about an
increased volume of business at an expense far
less than would be incurred were a salesman
to be sent out on a general soliciting campaign.
This particular dealer does not claim originality
for his scheme, but adopted the idea from the
practice of New York department stores in main-
taining booths at the big railway terminals for
the convenience of commuters, who may place
their orders in the morning and pick up the
goods at night.

This particular instance is cited to show that
there are still new ways of developing record
business, provided the dealer really makes a
point of seeking them.

to have an effect on prices. In 1892 an acre-
age decrease of approximately 16 per cent was
followed by a price increase of 15 per cent. In
1895 a 14 per cent acreage decrease was followed
by a price increase of 65 per cent. In 1907 a
5 per cent acreage decrease was accompanied
by an 8 per cent increase in price. In 1915
a 14 per cent decrease in acreage was followed
by a 66 per cent increase in price. Needless
to say, there were various abnormal influences
in 1920, but the fact remains that the price of
cotton has always seemed quite responsive to'
acreage reduction, and I doubt if international
economic conditions will be sufficient to abro-
gate the rule this year.

"Business in general is weighed down by nu-
merous bad influences. When some of these are
removed, or even when a fair promise of re-
moval is apparent, the upward trend may be
rather rapid, particularly in view of the short-
age of many kinds of merchandise and the im-
mense amount of gold which we have.

"I am sorry to note the attitude in Congress
that certain things must be done, whether they
are right or not, because the West will 'raise
hell' if they are not done. Recently, I spoke
before the Chamber of Commerce, at Hutchin-
son, Kan., which is right in the heart of the
militant West, and I must say that I observed
very little of this hell-raising tendency. On the
contrary, the men in Hutchinson and vicinity
seemed to be conservative, broad-minded men
and keenly conscious of the fact that Kansas
cannot be prosperous unless the rest of the
country is also prosperous."

confined mainly to what you produce and what
you have to sell and, above all, avoid finding
fault with, or running down, the product of a
rival. It is a wise and profitable policy.

SAMAROFF TO MAKE RECORDS

Famous Pianist, Who Has Been Heard With
Favor Throughout Country, to Record Ex-
clusively for Victor Talking Machine Co.

Olga Samaroff, the distinguished pianist, in
fact one of the foremost women pianists before
the American public, recently signed a three-
year contract to make records exclusively for
the Victor Talking Machine Co. The first
records of Mme. Samaroff will be announced at
an early date, as this prominent artist recently
made extended visits to the Victor laboratories.

Mme. Samaroff just recently finished a series
of eight Beethoven recitals in Aeolian Hall,
New York. Her interpretations of the piano
sonatas of the great master came in for the
highest praise. The critic of tfie Sun said:
"The undertaking was one of serious character
and it was carried forward in a serious spirit.
Mme. Samaroff is a pianist of more than com-
mon intelligence, a devoted student of her art,
and a woman of alert mind. Her playing of
the adagio of opus 106 was a truly beautiful
performance."

NEW POST FOR H. L. OBERT

H. L. Obert, dealer service manager of the
Columbia Graphophone Co.'s Omaha branch,
has become associated with the Dorian & Shields
Furniture Co., of Omaha, and will manage the
talking machine department of both stores in
that city. Mr. Obert has to his credit a num-
ber of years' experience in the talking machine
field, and is also well known in the music pub-
lishing business.

GETTING THE BUSINESS OJ THE HURRYING COMMUTER

How the Establishment of Order-taking Facilities at Railroad Terminals Helped to Develop
Record Sales for One Live Retailer at Small Increase of Effort or Expense

See closing pages for Index of Articles of Interest in this issue of The World

THE TALKING MACHINE WORLD

May 15, 1921

miiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiili

The Return to Normalcy in the Matter of |
Talking Machine Merchandising

By Edward Katt |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiioiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiy^

We are told that this is the day of the go-
getter. One of the largest newspapers in the
country is conducting a campaign based on the
• idea that salesmen to get results must be "fight-
ing men." On the whole, the same influence of
stirring up, stimulating and spurring to action
to which Uncle Sam's sons, ages 21 to 35, were
subject three and four years ago is now taking
hold of the man who wins his bread by hound-
ing down that most elusive game — orders.

What is being proposed as the "New Thought"
of salesmanship is in fact based upon the prin-
ciples which have alwaj-s been the fundamentals
of good salesmanship. Certain it is that t ack-
bone has always been just as much a requisite
to getting maximum sales results as it is to-
daj'. The difference is that until a short time
ago the average salesman could get by on liis
wishbone. This he cannot do to-day.

It might be well, however, to recede for a
moment or two, to some quiet spot away from
the madding crowd and the raving sky pilots
of business, and soberly consider the problem
before us. After all, aren't the merchandising
methods which have been tried in the acid test
of experience the ones which should be employed
now with more diligence than before? Aren't
we in our feverish and fretful struggle for more
business overlooking or sidetracking the stable,
tried and true "sure bets" for getting results?

The writer, during a recent investigation into
the subject of house-to-house talking machine
selling, learned from a large Pennsylvania dis-
tributor that this "old-fashioned" method has
always been an essential for the best results
in that territory.

It should not be out of place then to suggest

to the dealer the time-worn, not worn-out, prin-
ciple of getting a clear conception of one's task
before undertaking it. Who are the prospc:ts
that can be looked to for future business? The
answer can be obtained only after it is deter-
mined in which homes, schools, clubs and com-
munity centers talking machines are and are
not. The result of such an investigation would
undoubtedly reveal that although the surface had

pililllllllllilH

I Time for the Retailer |
I toForgetPrecedentand ■
B Put Into Force Some B
I New Practical and Ef- |
■ ficient Selling Ideas |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^

ing machine was in the home and paved the way
for obtaining additional information.

Further ingenuity was employed by the dealer,
who used a corps of boys in boy scout uniforms
to canvass the town, house-to-house, with forms,
one being filled out for every family as follows:

Ward or Section:

Date

Name:

Address:

Where employed :

Position:

No. children:

Ages:

What musical instrument:

What talking machine:

What newspaper read :

Reporter's name:

been more than scratched there remains a con-
siderable depth of fruitful soil in which to dig.

Persistence has more than once outdistanced
zeal, as exemplified by the dealer who, using
his local phone directory patiently, called up
every home listed to determine who were with-
out talking machines and what kind others had.
Tact and diplomacy were needed. Each party
called was greeted courteously and asked, "Is
j^our talking machine in good condition?" The
answer of course revealed whether or not a talk-

The women who would have objected to giv-
ing the desired information were ready to en-
courage the young men and assist their organiza-
tion to which part of the canvass proceeds was
to be contributed.

The endeavor of each of the above dealers was
to construct a trestle-board of prospects in his
territory on which to base the plans for the fu-
ture selling campaign. Without this basis of
procedure the go-getter, fighting and dare-devil
salesmen would undoubtedly have spent con-
siderable time and expensive energy fanning
thin air. Isn't it reasonable, now isn't it, to sug-
gest to the talking machine dealer to spend some
time investigating no man's land before sending
the boys over the top?

The installation of a new Victrola depart-
ment by the Boyson Jewelry & Optical Co., of
Belle Plaine, la., was recently celebrated by a
formal concert in which the Victrola and local
artists participated.

The Talking Machine's Helpmate ggj^yjy of a Nyacco Set in a Machine

When equipped with 12 in. albums to hold 10 in.
and 12 in. records, they give the cabinet a uniform
and attractive appearance.

They also help to sell 7nore records.

Our sets are made up in our latest improved
NYACCO album No. 600, which is a loose-leaf,
patented, solid wood and metal back album as well
as in our old style album with a one-piece cover,

No. 4.

We make our NYACCO album sets for
every style machine to hold five, six, seven
and eight to a set.

When purchasing albums be sure they
NYACCO albums.
Look for the Trade-Mark..

are

Accept No Substitute.

Jobbers and Distributors Tbrougbout
the United States and Canada

Write for quotations. Samples submitted upon request.

New York Album & Card Co., Inc.

Executive Office
23-25 Lispenard St.
New York, N. Y.

Chicago Factory
415-17 S. Jefferson St.
Chicago, 111.

May 15, 1921

THE TALKING MACHINE WORLD

Victor
Supremacy

Victor supremacy is the natural
reward of merit.

And it is responsible for the
success of every Victor retailer.

"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company

designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.

'Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.

Victor Wholesalers

Albany. N. T.

Atlanta, Ga

Baltimore, Md. ■

Birmingham, Ala,
Boston, Mass. . . .

Brooklyn, N. T...
Buffalo, N. t

Burlington, Vt.,
Butte, Mont, ..
Chicago, III, . .

Cincinnati, O. .
Cleveland, O. ..

Columbus, O, ..c
Dallas, Tex. ..,
Denver, Colo. <

Des Moines, la.. .
Detroit. Mich. . ,

Elmira, N. Y

El Faso. Tex

Honolulu, T, H...
Houston, Tex. ...

Indianapolis, Ind.
JacI<sonvilIe, FIs.
Kansas City, Ma.

Los Angeles, Cal,
Memphis, Tenn. ,

. .Gately-Haire Co., Inc.

. .Elyea Talking Machine Co.

Phillips & Crew Piano Co.
..Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons, Inc.
. .Talking Machine Co.
..Oliver Ditson Co.

The Eastern Talking Machine
Co.

The M. Steinert & Sons Co.
..American Talking Mach. Co.

G. T. Williams Co., Inc.
..Curtis N. Andrews

Buffalo Talking Machine Co.,
Inc.

..American Phonograph Co.
. .Orton Bros.
..Lyon & Healy.

The Rudolph Wurlitzer Co.

Chicago Talking Machine Co.
..Ohio Talking Machine Co.

The Rudolph Wurlitzer Co.
..The Cleveland Talking Ma-
chine Co.

The Eclipse Musical Co.
..The Perry B. Whitsit Co.
..Sanger Bros.

..The Knight-Campbell Music
Co.

, .Mickel Bros. Co.
. .Grinnell Bros.
..Elmira Arras Co.
..W. G. Walz Co.
. .Bergstrom Music Co., Ltd.
..The Talking Machine Co. of
Texas.

..Stewart Talking Machine Co.
..Florida Talking Machine Co.
. .J. W. Jenkins Sons Music
Co.

The Schmelzer Co.
..Sherman, Clay & Co.
, .O. K. Houck Piano Co.

Milwaukee, Wis. .
Minneapolis, Minn.

Mobile, Ala

Newark, N. J

New Haven, Conn.

New Orleans, Iia..
New York, N. Y...

Omaha, Nebr.

Peoria. Ill

Philadelphia, Fa.

Pittsburgh, Fa.

Portland, Me

Portland, Ore. . . .
Richmond, Va. . . .
Kochester, N. Y...
Salt Lake City. V.
San Francisco, Cal
Seattle, Wash. . . .
Spokane, Wash, . ,
St. Louis, Mo. ...
St. Paul. Minn...
Syracuse, N. Y....
Toledo, O

Wasiiington, D. C.

.Badger Talking Machine Co.
.Beckwith, O'Neill Co.
,Wm. H. Reynalds.
.Collings & Co.

,The Horton-Gallo-Creamer
Co.

.Philip Werlein, Ltd.
,Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
,Ross P. Curtice Co.
Mickel Bros. Co.
Putnam-Page Co., Inc.
Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
,W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
, Cressey & Allen, Inc.
.Sherman, Clay & Co.
The Corley Co., Inc.
. £. J. Chapman.
The John Elliott
.Sherman, Clay &
Sherman, Clay &
.Sherman, Clay &
. Koerber-Brenner

Clark
Co.
Co.
Co.
Music

Co.

W. J. Dyer & Bro.
W. D. Andrews Co.
.The Toledo Talking Machine
Co.

Cohen & Hughes.

E. F. Droop & Sons Co.

Rogers & Fischer.

Victor Talking Machine Co.

Camden, N. J., U. S. A.

Victrola VI, $35

Mahogany or oak

Victrola IX, $75

Mahogany or oak

Victrola 90, $125

Mahogany, oak or walnut

Victrola XVI, $275
Victrola XVI, electric, $337.50
Mahogany or oak

THE TALKING MACHINE WORLD

May 15, 1921

IMPORTANT TO THE TALKING MACHINE TRADE

Lower Prices for
Record Albums

Yes, due to lower costs, we are mak-
ing substantial reductions in prices.

We solicit your orders and corre-
spondence.

OUR ALBUMS ARE MADE TO CONTAIN VICTOR.
COLUMBIA, EDISON, PATHE, VOCALION
AND ALL OTHER DISC RECORDS

SELECTING THEIR FAVORITES

NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.

THE PERFECT PLAN

LYRAPHONE CO. IN NEW QUARTERS TETRAZZINI AUTOGRAPHS VICTROLAS

Announces Removal of Its Plant to New Fac-
tory Building in Newark, N. J.

Visits Sherman, Clay & Co. Store in Sacramento
and Delights Staff With Her Graciousness

The Lyraphone Co. of America, manufacturer
of Lyric records, whose plant has been located
at 117 Mechanic street, Newark, N. J., announces
the removal to its new factory at 704 South
Eleventh street, Newark, N. J.

The new home is almost a block square and
was the former home of the American Piston
Ring Co. It has been undergoing alterations
during the past few months and entire new
equipment has been installed. The new home
now allows the Lyraphone Co. to confine every
process of the manufacture of its product to
one building, with the exception of recording,
which is done in its New York studios. The fac-
tory is splendidly located in regard to shipping
facilities and the company expects to be able to
give its distributors and dealers excellent serv-
ice from the new quarters. There has been a
decided increase in production.

Sacramento, Cal., May 2. — During the recent
visit of Luisa Tetrazzini, the famous operatic

connected with this estabhshment. Before she
left she autographed several Victrolas and rec-
ords and complimented Mr. Van Horn and the
balance of the staff on the artistically arranged
warerooms in which the Victrola and Victor
records are displayed and sold to the public.

COLUMBIA'S NEW MUSIC STORE

A music store at 430 Locust street, Columbia,
Pa., under the proprietorship of Mr. Wirth, for-
merly the manager of the Home Music Co., of
that city, was opened a week ago. Mr. Wirth
has secured the sole agency for the Columbia
Grafonolas and records, which fact should be
enough to assure him the continued good-will
and patronage of his long list of friends and the
making of many more.

TALKING MACHINE MEN OPTIMISTIC

EvansviUe April Trade DvHl Thus Far, but Signs
Point to Banner May Business

EvANSViLLE, Ind., April 25. — While the month
of April, thus far, has brought little improvement
in the talking machine business, dealers here are
taking a most optimistic view-of the situation and
are firm in the expectation that a few weeks
hence a decided change for the better will set in.
All are agreed that May will see a trade stimulus
in the talking machine lines such as has not pre-
vailed for six months past. There is confidence
galore among the dealers in this territory, for
already some signs of improvement in certain
lines are to be noted and collections are better.
From the rural communities come the most en-
couraging reports where farmers are planning to
plant bumper crops again this year despite the
fact that prices of farm products are a little dis-
appointing to them.

Famous Artist in Sherman, Clay Store

soprano and Victor artist, when she sang at the
State Armory here, she called at the local ware-
rooms of Sherman, Clay & Co. and became
acquainted with the capable Victor sales force

The Apollo-Phone Player Co. has been incor-
porated under the laws of the State of New York
with a capital stock of $50,000, for .the purpose
of making phonograph-player devices. Those
interested in the new organization are: A. Melt-
'/tr and M. Lazarus.

Peerless Superiority Demonstrated

Q In every line of business there is a leader — -some one
manufacturer who blazes the trail that others follow.

Q By timely action in providing the trade with a perfected
album interior for Victrola No. 80, Peerless has again
demonstrated its leadership in the Album industry.

CL, Whether it is a slogan or a new album, Peerless originates
— that, combined with top-notch quality and honest work-
manship is the secret of Peerless popularity and success.

Peerless Album Company

Phil Ravis, Pres.

636-638 Broadway
Atlanta Office, 74 Forsyth St. Boston Office, 20 Sudbury St.

Manufacturers and patentees
of the original indestructible
wooden back album. Write
for revised prices.

Showing Victrola No. 80 with

Peerless equipment.
Sets also furnished for all
other flat shelf machines.

New York
Chicago Office, 59 E. Van Buren St.

May 15, 1921

THE TALKING MACHINE WORLD

May is, 1921

PUBLISHED BY EDWARD LYMAN BILL, Inc.

J. B. SPILLANE, Editor
RAY BILL,B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON. Advertising Manager
L. E. BOWERS, Circulation Manager

Trade Bepresentatlveg: A. F. Carter, Wilson D. Bush, C. Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, Chas. A. Leonard, Scott Kingwill, A. J. Nicklin

Western DlTlslon: Republic Building, 209 So. State Street, Chicago, 111. Telephone,

Wabash S774.
Boston: John H. Wilson, 324 Washington Street
Lfondon, Eng., OflBce: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.

The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.

ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.

REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.

NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.

Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.

NEW YORK, MAY 15, 1921

THE TURNING OF THE BUSINESS TIDE

LEADING financial and business authorities seem to be of the
opinion that the trade tide is turning; that the nation has
reached the bottom in the way of depression and that business is now
bound to move omvard, not to a flood, but along lines of steady bet-
terment, which within the next six months will manifest itself in a
greatly improved condition in retail and wholesale fields.

The talking machine industry has come through the readjustment
period with a much better showing than a great many other indus-
tries. There has been a great deal of house-cleaning financially. A
great many fly-by-night concerns have gone out of business, so that
the industry to-day is proceeding along healthier, constructive lines,
all leading to newer and better conditions. Talking machines and
records have won a recognized position in the music and trade
worlds. They are not luxuries, but necessities, for they bring cul-
ture, refinement and happiness into the home, as well as a knowledge
of the very best in music.

There is still a tremendous market for the talking machine. We
have only scratched the surface, so to speak, and the industry is
entering newer and broader phases all the time. The business is
there, but like the ore in the mine it must be dug out by hard and
persistent work. The dealer who develops the most original plans
of enthusing that element of the population not now well disposed
toward the talking machine is bound to be rewarded for his labors.

It is a stock market axiom that the time to buy stocks is when
the market is so low that everybody is discouraged. And this might
be applied to business conditions generally, to the end that when
business is dull the dealer should expend his best efforts to develop
his business by aggressive salesmanship and newspaper publicity
and by inspiring confidence. W'^ith this policy being carried out by
an army of dealers throughout the United States there can be no
question that a greater measure of success will be achieved.

THE IMPORTANCE OF THE TAX QUESTION

ALTHOUGH the members of the talking machine trade, par-
ticularly the retailers, have not apparently taken any great
amount of active interest in the fight being waged by the Music In-
dustries Chamber of Commerce and other interests to have some sort
of Sales Tax provided for in the new Revenue Bill to take the place
of existing excise and excess profits taxes, the fact remains that the

talking machine dealers, through their jobbers, have contributed
much valuable material for the Chamber to base arguments upon.

One of the chief arguments against the excise tax has been that
on instalment sales, as a rule, the first payment received by the dealer
does not equal the tax, and therefore the Government would be the
only one to realize any immediate return on the sale. Of several
hundred dealers who have supplied information supporting this con-
tention, four-fifths have been talking machine retailers.

The big fight on the Revenue Bill is still to come and talking
machine men, having aided indirectly in the campaign, might do
well to give direct support to the efiforts being made by the Chamber
of Commerce to win the desired relief for the industry. It must
be remembered that, although the excise tax Qf five per cent is a
burden, there have been suggestions made that this tax be doubled,
which would mean the wiping out of a large portion of the industry.
The cause is not that of special interests, but rather of the trade as a
whole.

I AGGRESSIVE SALESMANSHIP IS NEEDED I

AGGRESSIVE salesmanship is the need of the hour. Too many
dealers think otherwise, apparently. They are disposed to find
fault with conditions and assume an attitude of "waiting until busi-
ness gets better." Hence there is little evidence of leadership in
ideas or that initiative which is so necessary to win the battle for
trade. If business conditions are as poor as some of the complaining
dealers think they are, they are certainly going to get worse rather
than better unless they inaugurate some new aggressive program.
First and foremost, they must get rid of their pessimistic mood and
realize the necessity of actually selling the products which they
handle.

These are times when direct, intelligent action is necessary. The
dealer who expects to make money to-day must go outside of his
store to sell. He must know his territory; he must analyze and
district it carefully ; he must work on the basis that there is business
to be had and imbue his salesforce with the same optimistic attitude.
He must understand tliat we are facing a condition of undercon-
sumption rather than overproduction, and he must work out a policy
whereby this underconsumption is brought up to a normal consump-
tion. This cannot be accomplished by "knocking one's head against
a stone wall," but rather by using the gray matter within one's head
to evolve a plan of campaign that will make the people in the terri-
tory which he controls buyers of talking machines and records. It
can be done and is being done to-day by many dealers throughout
the country.

Reports from widely separated sections prove unquestionably
that the dealers who are going after business persistently are getting
it. Some unusual means have been adopted to this end, but the fact
remains that these people realize that machines can be sold — ergo
they are sold. Boiled right down, the burden of responsibility for
doing business to-day centers on the dealer. He it is to whom the
trade looks for results, and if he fails to realize that he must get
out and hustle, why, he must undoubtedly suffer.

It is no longer a problem of the dealer getting stock from the
manufacturer or jobber — the goods are available. The question is
of getting the stock into the hands of the consumer, and getting it
not by waiting for the consumer to come into the store but by going
out into the highways and byways and making the people realize
that the talking machine is the best and most necessary purchase in
the world these days, for it brings joy, contentment and happiness
into the home.

I THE GROWING APPRECIATION OF MUSIC

THE recent celebration of ' Music Week" emphasized the fact that
there exists ^ greater appreciation of the importance of music
in the community and in the home than ever before in the history of
the Nation. Evidence accumulates every day that musical instru-
ments of all kinds are playing a great mission as a civilizing and spir-
itual force, and they are acting as an antidote to any over-ten-
dency toward cold-blooded commercialism.

The talking machine dealer can feel proud that the product;
which he handles are playing their part in a most impressive way in
the school, in the home and in other public places in bringing about a
greater appreciation of music and its cultural value. The dealer who
is not doing his part in promoting this improved attitude toward
music is neglecting a very vital element in the success of his business.

May 15, 1921

THE TALKING MACHINE WORLD

The increased interest in music brought about through the effec-
tive labors of the Bureau for the Advancement of Music must bring
about a substantial increase in the demand for talking machines and
records and the dealers should appreciate the opportunity that pre-
sents itself to do their part in their literature and in their recitals
and any other means in bringing their products to the attention of
their clientele in a manner that will increase sales and make their
establishments the centers for those musically inclined.

This may be termed a form of new salesmanship based upon the
idea of selling to the great masses of the people the belief in music in
the home. We should all face the future with the understanding that
all our talk, all our advertising, all our demonstration, should be
based on the idea of selling talking machines and records, not so much
as furniture or merchandise, not as something easy to buy, but as
"means to music," and especially to music in the home. This neces-
sitates, of course, emphasizing as never before the truly musical side
of the talking machine. There are so many illustrations in this con-
nection that it is needless to descant on them, but they all require
intensive cultivation. The dealer who gets this viewpoint correctly
placed in his mind will be working along lines that will give him a
leadership in a musical way in his community. And not only that,
he will be contributing in a very practical way to the advancement
of music in the nation.

A PROBLEM FOR THE INDIVIDUAL

THE question of selling talking machines and records even of
well-known standard makes is largely at this time a problem for
the individual dealer to settle for himself, for no matter how well
known the machine or records may be, or how well they are adver-
tised, the retailer's share of the resultant business is due to the
amount of intelligent effort he puts into attracting trade to his store.

In every locality there is a certain amount of talking machine
business to be had. This business, much of it, has been developed by
national advertising, and it is up to the retailer to divert a full share
to himself and not depend upon the law of averages to give him his
rightful percentage.

There has been much said and written regarding the advantages
of tying up with a nationally advertised product of wide reputation

and featuring that product strongly, but in following this course
the retailer must give some thought to the personal element, and so
plan his campaign that his store will stand out by itself as well as in
association with the products handled. In attaining this end the
retailer must see to it that he has original publicity — publicity of the
sort that will mark his store not simply as one of the places where
a certain line of machines and records may be obtained, but as the
headquarters for the line. The success of his store depends not upon
getting just a proportion of the business, but upon getting the bulk
of it in his district.

There are so many different forms of individual advertising
available for the dealer's use, supplementing the material offered
by the manufacturer, that the average retailer is not called upon to
go to any great expense in the matter of effort or money to put
over a local campaign that is original and forceful. There is a
wide chasm between the retailer who simply acts as local representa-
tive for a well-known line of machines and records and lets the
manufacturer do his selling, and the retailer who, because he is a
good business man, handles a nationally known line and puts his own
personality into the work. It is simply a question of being one of
many in the eyes of the public, or a dominating factor in the local
trade.

TALKING MACHINE MEN AT THE CONVENTION

BY the time this issue of The Talking* Machine World reaches its
readers the annual convention of the National Association of
Music Merchants in Chicago will have come to an end, but not before,
it is hoped, some successful effort has been made either to organize the
talking machine dealers as a division of the Music Merchants' Asso-
ciation or into a separate body of their own.

The official program provides for a special session devoted to
talking machine interests with prominent members of the industry to
discuss the best methods of selling machines and records at retail.
Whatever may be the result of the meeting, so" far as a separate
organization of talking machine dealers is concerned, the point is
emphasized strongly that the selling of talking machines is an im-
portant factor in the music industry — a factor of direct interest to all
those who class themselves as music merchants and live up to the
title. The recognition of this fact is an important forward step.

Wholesale Exclusively

COME. Dealers say they are in
a Slump. Are you? Pearsall
Service will help you.

Ask any Pearsall Dealer — he will tell you.

'Desire to Serve PLUS Ability.'

10 EAST 39th ST.

NEW YORK CITY

SILAS E. PEARSALL COMPANY

THE TALKING MACHINE WORLD

May 15, 1921

Some Uses
for the
Magnavox

Concerts and Enter-
tainments

Lectures and Public
Speaking '

Playgrounds

On Recreation Piers

To take the place of
Band or Orchestra

For Dances

For Church Enter-
tainments

For Social Gatherings

Hotel Paging

For Shopkeepers to
attract attention to
their stores

To demonstrate Rec-
ords

For Beaches

For Skating Rinks

For Fairs and Exhi-
bitions

For Train and Open
Air Announcements

Y. M. C. A., Y. W.
C. A. and Lodge
Entertainments

For Schools

Advertising

Magnavox

A new source of income
for phonograph dealers

Phonograph dealers are greatly increasing their
incomes by selling the Magnavox Telemegafone.
Every phonograph owner is a prospect, and the profit
realized on -each sale makes it worth while.

Every club, school and church should be equipped with
a Magnavox, as it is essential wherever entertainments are
given. For practically no cost a Magnavox converts a
phonograph into a band or an orchestra.

The Magnavox Telemegafone is an electrical device that
increases the volume of sound produced by a phonograph
to any desired degree. It is durable and thoroughly
practical.

Persons interested in the listed pursuits are immediate
prospects for Magnavox dealers.

Send for Bulletin
and full details.

J. O. MORRIS CO., Inc.

Eastern Distributors

1270 Broadway New York

Music transmitted
electrically from tone
arm.

Two wires connect to
6-volt storage battery.

May 15, 1921

THE TALKING MACHINE WORLD

igiiiiniiiiiiiiniiiiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^

A Half Dozen Selling Hints That Will Help
Make Money for the Dealer ::

By Smith G. M'Gregor |

HANDLING ADVANCE ORDERS

It sometimes happens that the customer or-
ders a record in advance, and then does not
come in to get it when he is supposed to. The
dealer, of course, cannot keep such records apart
from the regular stock indefinitely, and to sell
it means the possibility of offending the cus-
tomer who ordered it if he calls after it is sold.

Why not try using a card notification sys-
tem? That is, get the customer's name and ad-
dress when the record is ordered, and when it
arrives send him the card. A printed card,
with spaces for the record number or name, and
the statement that it would be held separate for
a certain number of days would warn the one
who ordered it to come and get it, and would
save the dealer the necessity of holding it indefi-
nitely. The customer will welcome such a
system, as it eliminates guesswork as to when
the record will arrive. It also keeps the cus-
tomer interested in his phonograph and records.

MUSICAL KNOWLEDGE HELPS SALES

Every dealer must have at least a few custom-
ers who buy the best records available, music
of the opera and high-class orchestra and in-
strumental selections. Steady buyers these peo-
ple are, and their trade represents a consider-
able amount during the year. Did you ever
consider that special sales methods give the
•best results with them?

For example, these buyers like to get their
records from a salesman who knows something
about music, and who does not regard the better
music as "highbrow stuff." It isn't necessary
to be able to whistle opera overtures, for the
lovers of the best music are often unable to play
a note, but they do appreciate a sincere effort
on the part of the salesman to help them select
the best. The more you know about the music
you are selling the better qualified you are to
please the discriminating,- "cranks," if you will.

REGARDING TOO MUCH VARIETY

Variety in the talking machine shop is a good
thing for the customer, as it enables him to '
choose the instrument and records that appeal
to him most. But this ceases to be an advan-
tage when the variety changes from week to
week, or as fast as some manufacturer cuts his
prices. Just now there are a great many small
dealers who are handling five or six makes of
talking machines, each one claiming to be the
equal of any machine on the market.

The customer is beginning to regard these
claims in the same light as those of clothing man-
ufacturers who say they have cut their prices
50 per cent and more. He figures that to buy
such machines is a mere speculation, and as for
the records, well, they may not be any better
than the machines. The average user of the
"talker" has learned many things during the
last six months, and not the least of them is
the fact. that quality goods are always the best
in the long run!

THE FIRST FIVE MINUTES

First impressions in the music shop are the
ones that give the customer a line on your
ability and success. The customer instinctively
feels whether the shop is to his liking or not,
and if it is not then the chances for sales arc
hurt just that much. Overenthusiastic welcome
may also have a disagreeable effect on the cus-
tomer, as it may create the belief the dealer is
preparing to unload some undesirable records
on him, if possible.

It is fair' to suppose that the first few days

lllllllllllllllllllllllllllllllllllllllllllllllllllllll,
in the shop you made every effort to be cour-
teous to the customers as they came in. Why
not make the same effort every day? -The dealer
young in enthusiasm has largely solved the first
five minutes' problem, for his enthusiasm over-
comes the reserve of the customer and gains
his interest. Enthusiasm and courtesy are two
sales factors in reach of every salesman, and
they grip the customer.

FEATURING THE "SPECIAL HIT"

The "special hit" is often given extensive
newspaper advertising. But is the same appeal
kept in mind when arranging, the display and
demonstration booth for the record in the shop?
The prospective buyer commences to lose his
interest in the record if the .salesman has to
paw around among other records to find a copy
of it when he calls a;t the shop. If it is worthy
of a special advertising campaign, then it is
worth attention in the shop. The "special"
often means a revival of interest in the family
talking machine, and for that reason it is worth
the extra trouble taken to make its surroundings
in keeping with the advertising.

Illllllllllllllllllllllllll

in one sentence that there had never been a
call for the course I wanted, but he would find
out at once and write to me. That was the
kind of explanation that leaves you knowing
more than you did before. And he sent the
desired information three days later, too.

The same day, at another shop, I inquired if
I could be supplied with a motor similar to the
one used in the instrument this house was fea-
turing. "Well," languidly said the clerk, "I
dunno. Maybe the company only makes enough
for its own use. Drop in some time and I'll look
in the catalog." Get the difference?

TO HANDLE TALKING MACHINES

The Julian Prade Auto Supply Co. Considers
That Talking Machines Will Be a Valuable
Adjunct to Its Present Automotive Line

THE ART OF EXPLAINING

There are two kinds of explanations, those
that leave us knowing more than we did before
and those that leave us wondering what it is
all about. The other day, prompted by a desire
to find out about a foreign-language course, I
entered a talking machine shop and asked about
the records I was interested in.

The dealer, who has some fifteen thousand
records in stock, shook his head and explained

Atlanta, Ga., May 3. — The Julian Prade Auto
Supply Co., 184 Peachtree street, this city, has
added a talking machine department to its busi-
ness. The front of the store has been fitted up
with demonstration booths and a very attractive
display of Brunswick phonographs is being car-
ried, as well as an up-to-date line of records.
In giving his reasons for adding a phonograph
line to his business Mr. Prade stated that his
close-in retail location, together with the fact
that car owners are usually owners of phono-
graphs and other pleasure-giving possessions,
were combinedly responsible for installing his
new department.

The antidote for a slump in business is in-
creased sales aggressiveness.

This will be a

VICTROLA SUMMER!

Dance Any Time'^

YOUR VICTROLA IS ALWAYS READY!

with a

KNICKERBOCKER READY-TO-
PLAY CARRYING CASE

For Victrola IV Case
$20.00 List

For Victrola VI Case
$22.00 List

Trade prices upon application to
your nearest Victor wholesaler, or

KNICKERBOCKER TALKING MACHINE CO.

INCORPORA TED

METROPOLITAN VICTOR WHOLESALERS

ABRAM DAVEGA, Vice Pres.

138-140 West 124th Street New York City

THE TALKING MACHINE WORLD

May 15, 1921

Columbia

Company's

The Columbia Graphophone
Company now occupies its new
quarters — the eight upper
floors of the new Gotham
National Bank Building,
1819 Broadway (at Columbus
Circle), New York.

The Executive, Financial,
Sales and Advertising Depart-
ments, the artists' reception
suites and recording labora-
tories, the Comptroller's and
Export Departments and The
Dictaphone Department are
now grouped under this one
roof.

This location near the
theatres, opera houses and
concert halls will henceforth
be the musical centre where
the scores of exclusive Co-
lumbia artists in every field of
music will congregate.

Here popular headliners and

May 15, 1921

THE TALKING MACHINE WORLD

Graphophone

New Home

Grand Opera stars, famous
concert singers and symphony-
orchestras, great instrument-
alists, dance organizations and
bands will make exclusive
Columbia Records to be played
on the Columbia Grafonola.

The Grafonola is the only
music -reproc/iiCir?g instru-
ment equipped with a Non Set
Automatic Stop. Noiselessly,
at exactly the right moment,
this exclusive Columbia de-
vice switches off the motor.
And this is but one of many ex-
clusive improvements that
make the Columbia Grafonola
the only modern phonograph.

We shall be glad to welcome
all our friends in our new
business home.

Columbia Graphophone Company

New York
Canadian Factory: Toronto

THE TALKING MACHINE WORLD

May 15, 1921

THE TALKING MACHINE WORLD

||||||||||||||||||||||||||||||ill|||||||!lllllll||||||||||||||||||||||||||||ll^

New Record Business Awaits the Dealer Who I
Will Adopt Up-to-date Methods =

ByR.E. Clifton |

lllllllllllllllllllillllllllllllilllllllllllllllllllllllllllllllllllllllllllllll^
There has been considerable discussion in the
talking machine trade the past few months rela-
tive to a shrinkage in record sales. Quite a
number of dealers in different parts of the coun-
try have advised the wholesalers and manu-
facturers that their record sales during Febru-
ary and March showed a decided decrease and
what troubled them most was the fact that they
could not account for this decrease in sales. They
admitted that the monthly supplements issued
by the manufacturers were better than ever,. but
that the public apparently had stopped buy-
ing and their stocks could not be moved.

Here and there some of the dealers advised
their jobbers that their record sales showed a
substantial increase, but these reports were bal-
anced and in many cases outweighed by the
statements of other merchants who presented
figures to the contrary. Being keenly interested
in the record-selling situation the writer de-
cided to investigate carefully and find out if the
public had ceased buying records and when the
trade might look forward for a healthy record
business.

During the course of this investigation a visit
was made to the establishment of one of the
leading wholesalers in the Middle West. The
head of this company is recognized as one of
the best-posted wholesale talking machine men
in the trade and is particularly well versed in
record merchandising. In fact, he has devoted
many years to record selling from every angle
and his organization is a competent and prac-
tical one.

When asked for his opinion regarding rec-
ord sales this jobber stated unhesitatingly that
there was plenty of business for the dealer who
went after it, and to confirm his opinion he cited
his own experience the day previous when he
visited one of his dealers and was informed that
record sales were in a decided slump. The
jobber doubted the strength of this pessimistic
report and asked the dealer to give him ten rec-
ords out of stock so that he could personally
canvass an apartment house and find out if any
records could be sold.

With the ten records under his arm this jobber
went to the residential district of the city and
selected at random a typical apartment house
for his experiment. He rang the bell of each
apartment and as a result of one hour's work

illllllllllUlilllllllllllllllllllllilllllllllUIIIIIII>lllllllllllllllllllllllllllllllllll»^

lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
sold $7.50 worth of records. He also secured
the names of two prospects for machines and
was given a cordial reception by practically
every one he visited.

Returning to the dealer's store, he pointed out
to him just how he could go after record sales
and that he could not expect to secure business
during 1921 without making an effort to get it.
The era when record purchasers flocked to the
stores without any efforts on the part of the

■ Wholesaler Proves to B

M Dealer's Satisfaction J

H That Record Sales M

I Can Be Made if He |

I Uses Right Methods |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

details. This dealer was soon convinced of the
fact that record business was plentiful if he
would go after it and he stated that his entire
crew would be "on the job" the following week.

Just as he left the office another dealer from
out of town telephoned to the sales manager of
this wholesale organization, stating that he had
sent one of his men out in the suburbs the day
previous on an intensive record campaign and
that the first hour's work had produced nine
dollars in sales. All of which goes to prove
that there is record business everywhere for the
dealer who will use 1921 methods, which call for
energy, aggressiveness and hard work.

■ TALKINO MACHINE EXPORTS GROW

Exports, Including Records, for Eight Months
Ending February, 1921, Total $4,738,913

giill

dealers passed out of existence in the Spring
of 1920, and different conditions are in vogue
to-day. The dealer must educate and instruct
his sales organization how to sell two records
instead of one, and how to get maximum re-
sults from prospect lists. New channels of dis-
tribution must be devised, in accordance with
local conditions, and energetic consistent work
of the old-fashioned canvassing type is alrhost
indispensable during these days of cautious buy-
ing.

While discussing this situation with the writer,
one of the dealers served by this jobber's or-
ganization dropped in for a visit and, answering
the inquiry as to the status of his record sales,
stated that March business had been very dis-
appointing. Upon further questioning the dealer
admitted that his organization had been busy
the past few weeks incidental to the removal of
his establishment to larger quarters and that the
members of his sales staff had not attempted to
go out and get business. They had simply
waited for the sales to develop and had used
most of their time taking care of the removal

Washington, D. C, May 4. — In the summary of
exports and imports of the commerce of the
United States for the month of February, 1921
(the latest period for which it has been com-
piled), which has just been issued, the following
figures on talking machines and records are pre-
sented:

The dutiable imports of talking machines and
parts during February, 1921, amounted in value
to $57,147, as compared with $50,558 worth which
were imported during the same month of 1920.
The eight months' total ending February, 1921,
showed importations valued at $532,067, as com-
pared with $510,242 worth of talking machines
and parts imported during the same period of
1920.

Talking machines to the number of 3,851,
valued at $194,600, were exported in February,
1921, as compared with 6,422 talking machines,
valued at $259,945, sent abroad in the same pe-
riod of 1920. The eight months' total showed
that we exported 57,318 talking machines, val-
ued at $2,564,366, as against 51,329 talking ma-
chines, valued at $2,242,271, in 1920, and 33,897
talking machines, valued at $964,251, in 1919.

The total exports of records and supplies for
February, 1921, were valued at $255,058, as com-
pared with $305,076 in February, 1920. For the
eight months ending February, 1921, records and
accessories were exported, valued at $2,174,547;
in 1920, $2,583,421, and in 1919, $1,837,753.

PeS».U.S.PAXOFr

Concentralion

The "Jack-of-all-Trades" is a relic of other days. Whether in
professional or business circles the organization or individual that
specializes in a particular field invariably attains success.

Therefore, the Victor dealer who eliminates scattered energy and
devotes his entire efforts to the selling of Victor merchandise will
find his business increases in proportion to the efforts he expends.

ORMES, Inc.

103 E. 125th St. y^holesale Exclusively j^EW YORK

THE TALKING MACHINE WORLD

May 15, 1921

An always beautiful selection clothed In the fresh
beauty of perfect musicianship is "Canto Amoroso,"
played as a violin solo by Kerekjarto, this season's
sensation. Columbia 79457.

Columbia Graphoplione Co.

NEW YORK

ADVERTISING AS AN INVESTMENT AN ATTRACTIVE STORE HELPS SALES JOIN JEWETT CO.'S SALES STAFF

What Advertising Expenditure Really Buys-
Merit Recognized by Public Opinion Is Riches

The George Batten Co., Inc , distinguished
advertising specialist of New York, has been
carrying some publicity in the daily papers
which is of a distinctly educational and inter-
esting character. The other day a rather timely
point was set forth in one of these ads, when
under the caption of "Your Son's Inheritance"
the following appeared:

"The man who leaves his son a factory pro-
ducing unknown goods leaves him merely a
chance to fight for business.

"The man who leaves his son a factory pro-
ducing goods that have a place in the public
opinion of the nation leaves that son an inheri-
tance which only his own folly can destroy.

"This shows what it is that advertising ex-
penditure really buys. Unknown merit is merely
unknown merit. Merit recognized by public
opinion is riches."

This is a point which some business men do
not always consider and it is well worth storing
for study and digestion.

How the Brunswick Shop in St. Paul Has Built
Up a Large Volume of Business Under the
Management of Roy E. Swanstrom

St. Paul, Minn., May 3. — The picture herewith
shows the interior of the Brunswick Shop in this
city, which is owned by R. N. Cardozo & Bro.
As may be seen, it is very admirably arranged
and an excellent business is being built up in
Brunswick machines and records. The portrait

ORMES ADDSjrO SALES STAFF

Well-known Victor Organization Adds Chester
Luhman to Sales Force — Equipped to Serve
Dealers in the Important Territory Covered

Ormes, Inc., Victor distributors. New York
City, have announced the appointment of Ches-
ter Luhman to their sales staff. Mr. Luhman
is well known and experienced in the talking
machine line and was for two and one-half
years connected with the sales force of the Co-
lumbia Co. He is well equipped and prepared
to render the best of service to his clientele.

Mr. Luhman recently spent two weeks at the
Victor Red Seal School in Camden, where he
added the extensive knowledge gained in that
remarkable course to his previous experience
in the talking machine field.

R. N. Cardozo & Bro.'s Attractive Store
in the circle is that of Roy E. Swanstrom, man-
ager of the Brunswick Shop, who has had con-
siderable experience in the talking machine field
and has scored a big success as manager of this
establishment. Both he and his wife are pro-
fessional musicians and are firm believers in the
higher development of the talking machine and
records. He is thoroughlj' convinced that a
beautiful shop with plenty of display room for
both records and machines is the way to work
up a successful business.

TO PAY 100 CENTS ON DOLLAR

Judge Mack has dismissed the petition in
bankruptcy, filed on December 4, 1920, against
Supertone Talking Machine Co., Inc-r, at 18 West
Twentieth street. New York City. The creditors
have accepted certificates of indebtedness for 100
cents on the dollar, bearing interest at 6 per
cent per annum and maturing in three years.

AUTOMATIC STOPS

The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.

Send 50 cents for Sample Stop

KirkmanEngineeringCorporation

484-490 Broome St., New York

Three WeU-known Talking Machine Men Join
Forces of Detroit Concern

Detroit, Mich., May 5. — A. A. Fair, sales man-
ager of the Jewett Phonograph Co. of this city,
manufacturer of the Jewett phonograph, an-
nounced this week that E. F. Sharp, who had
been associated with the Detroit branch of the
Columbia Graphophone Co. for a number of
years, had joined the Jewett sales staff and would
work in close co-operation with the trade. Mr.
Sharp is well known in this territory, having
attained signal success because of his construc-
tive and practical knowledge of the industry.

A. N. Doty, who has been assistant manager
of the Detroit branch of the Columbia Grapho-
phone Co., has also joined the sales staff of the
Jewett Phonograph Co. and will travel in the
State of Ohio as field representative. Mr. Doty
is a well-informed talking machine man and
thoroughly competent to assist Jewett dealers
in solving their problems.

Geo. D. Phillips, who had been connected
with the Chicago office of the Aeolian Co. for
quite some time, is another acquisition to the
steadily growing sales staff of the Jewett Pho-
nograph Co. Mr. Phillips, who is popular among
the dealers, is a practical talking machine man
who is most enthusiastic regarding the future
of the Jewett line.

THE "EVER BUYING" CLASS

People With Social Position to Sustain Always
Prolific Source of Trade

There is a class of people who have not stopped
buying, because they can't, points out The Puri-
tan. These are the heads of families who have
a recognized social standing and a high standard
of living, and who must buy in order to sustain
their positions.

Many of them are heads of businesses; others
are heads of various social organizations. The
demands made upon them are continuous. Thej^
are the active, aggressive, representative Ameri-
can citizens who buy the best at all times and
who respond quicker to the offer of quality- than
the argument of price.

It is to this class that dealers should devote
their best efforts in selling phonographs. There
are very many families who do not own a phono-
graph. If 5'ou knew them how much 100 per
cent selling force would you put into your
eft"ort to get them to buy?

Remember what Napoleon said of the word
"impossible."

NEW INCORPORATION

The L. H. Keller & Co., of Manhattan, has
recently been incorporated under the laws of
the State of New York with a capital of $100,-
000 for the purpose of doing a phonograph and
jewelry business by G. R. Keller, R. Markowitz
and A. L. Sherwin.

May 15, 1921

THE TALKING MACHINE WORLD

Foremost Exponent of New-
Day Tyfie of Phonograph

Successful phonograph merchants
know that today the phoiwgraph is
more than a musical instrument. It
is used for beautifying the house. It
must harmonize with other furniture,
and as a consequence phonograph de-
sign is daily becoming more artistic.
This development can be expected
primarily from master craftsmen of
the cabinet-maker's art — men who for
long years are steeped in the fashion-
ing and designing of woodwork. It
is a natural step that the Widdicomb
Furniture Company, fine furniture de-
signers since 1865, should be the lead-
ers of this new-day type of phono-
graph. The artistic and beautiful
cabinet designs of Widdicomb phono-
graphs are from the hands of expert
woodworkers and portray faithfully
the various period styles which they
interpret.

Widdicomb console models are made
with divided top, partitions for al-
bums, automatic stop and patented
tone control. The Widdicomb plays
all records. The price range cov-
ers an extraordinarily large field,
from $95.00 to $325.00. Write for
the latest Widdicomb catalog and the
full facts of the Widdicomb dealer's
franchise.

PHONOGRAPH

Q)7ie Aristocrat of Phonographs

Experts Now Give the Real facts
of Widdicomb Tone Supremacy

PHONOGRAPH merchants all over the country are
daily inquiring the real reasons for Widdicomb tone
supremacy. Every day now letters are coming to us telling
of the remarkable tonal qualities in the Widdicomb phono-
graph and how this has materially increased sales.

Scientists Tell the Facts

Some years ago Widdicomb
scientists in their development
of the phonograph determined
to estabHsh tone supremacy for
the Widdicomb. In their scien-
tific experiments they found out
that in order to do this it would
be necessary to eliminate vibra-
tion and metallic harshness in the
playing of all records.

They worked for many months
in order to develop their ideal.
Thousands of dollars were ex-
pended before they accomplished
what they sought. And to-day
they have perfected their inven-
tion. They have made possible
the playing of all records with-
out the slightest metallic harsh-
ness or vibration.

This great feat was accomplished
by the invention of the Widdi-
comb Amplifying Tone Cham-
ber. It is the final result of
construction based upon scien-
tific laws.

With this new tone chamber it rs
possible to play all makes of
records on the Widdicomb with-
out the least bit of "blasting."
In addition Widdicomb scien-
tists have accomplished two ad-
ditional results. First, the
Widdicomb Amplifying Tone
Chamber does full justice to the
lower as well as to the higher
musical notes, and second, when
playing an orchestral record, the
deeper, richer tones are given
equal prominence.

Gives Tone Supremacy

The new Widdicomb Amplifying
Tone Chamber gives supremacy
of tone to the Widdicomb. It
made of a patented composi-
tion and the sound waves as they
pass through it are extended and
expanded in the same manner as
sound emanates from the human

Every day now new evidence
comes to us from Widdicomb
dealers of the Widdicomb
supremacy of tone. It increases
sales and piles up profit. It
makes phonograph selling easy.
Let us send you the full details
of the Widdicomb line and the
1921 franchise.

The Widdicomb Furniture Company

Grand Rapids, Michigan

Fine Furniture Designers Since 1865

PHONOGRAPH

istocrat of Phonographs

JViddicomb
Queen Anne
Console Phonograph

THE WIDDICOMB FURNITURE COMPANY, Grand Rapids

(62)

THE TALKING MACHINE WORLD

May is, 1921

SPECIAL LABEL FOR RECORDS BY EXCLUSIVE ARTISTS

Columbia Graphophone Co. to Place Distinctive Label on All Records by Artists Who Record
Exclusively for the Grafonola — Will Give the Dealer a Most EfEective Selling Help

One of the most important steps ever taken
in the publicity policy of the Columbia Grapho-
phone Co. was the adoption recently of distinc-
tive record labels bearing the words "Columbia
Exclusive Artists," to be placed on all records
made by the many artists who make records for
Columbia exclusively. This important phrase has
been so cleverly worked into the existing design
of the labels that it does not detract from either
their artistic or identifj'ing value.

During recent years the Columbia Grapho-
phone Co. has added an imposing list of artists
to its exclusive library, and these artists have
been advertised through the medium of one of
the most extensive national advertising cam-
paigns ever prepared by any advertiser. Among
the famous opera stars who make records for
the Columbia Graphophone Co. exclusively are
the following: Mary Garden, Jeanne Gordon,
Charles Hackett, Hipolito Lazaro, Florence
Macbeth, Jose Mardones, Rosa Ponselle, Mar-
garet Romaine, Leon Rothier, Riccardo Strac-
ciari and CjTena Van Gordon.

The exclusive Columbia popular artists who
are prominent in the vaudeville and musical
comedy fields include Nora Bayes, Harry C.
Browne, Frank Crumit, Guido Deiro, Marion
Harris, Al Jolson, Van and Schenck and Bert
Williams.

The dance orchestras and organizations which
make records for Columbia exclusively are a
particularly strong group, including the Paul
Biese Trio, the Happy Six, Art Hickman's Or-
chestra, of San Francisco; Ted Lewis' Jazz Band
and Sweatman's Jazz Baud.

In the concert field the Columbia Co. will be
able to put exclusive labels on the records made
by such well-known artists as Lucy Gates, Louis
Graveure, Hulda Lashanska, Barbara Maurel,
George Header, Alice Nielsen, Oscar Seagle and
Carmela Ponselle.

Some of the symphony orchestras which are
making records for Columbia exclusively are
the Chicago, Cincinnati, French and Prince's
Symphony Orchestras, the Philharmonic Or-
chestra of New York and the Gino Marinuzzi
Symphony Orchestra.

The instrumentalists — violinists, pianists and
players of other instruments — who are num-
bered among Columbia exclusive artists include
Josef Hofmann, Pablo Casals, Eugen Ysaj-e,
Percy Grainger, Sascha Jacobsen, Toscha Seidel,
Eddy Brown, Raoul Vidas and the brilliant new
Hungarian violinist who made such a sensational
debut this season, Duci di Kerekjarto.

Columbia exclusive artists also include such
bands as the French Army, Italian Grenadiers'
and Prince's, and such unique artists and special
organizations as the Fiske University Quartet,
Yvette Guilbert, Marconi Brothers and the
Paulist Choristers.

In announcing this important publicity policy
the advertising department of the Columbia
Graphophone Co. stated: "This innovation will
serve to advertise Columbia records in a new
and compelling way. It will advertise them right
in the homes of phonograph owners and record
buyers. It will graphically emphasize the fact
that Columbia records provide selections by
artists whose music can be obtained nowhere
else. It means twice as much as would the
adoption of different-colored labels for exclu-
sive Columbia artists' records because it is
specific. It explains itself at a glance in the
one compelling word, 'exclusive.'

"There is tremendous strength in the newly
adopted Columbia exclusive label. Columbia
magazine and newspaper advertising carries this
exclusive message. It is displayed on the walls
and in the hearing rooms of all Columbia stores.
Columbia salesmen emphasize it wherever they
go. All this, however, may be seen, heard and

forgotten when the records finallj- reach the
machine on which' they are to be played. But
the exclusive record label is unescapable. It is
there, confronting the record's owner every
time the record is played.

"Thus everj' record by an exclusive Columbia
artist heard and admired anywhere will auto-
matically send the person desiring to purchase it
straight to a Columbia shop. It tells him ex-
plicitly and without waste of words that that is
the only place he can get it. This new Colum-
bia exclusive artist label is also evidence to the
ultimate owner of each exclusive record that he
is getting music made hy one of the best musi-
cians in the world."

BETTER BUSINESS IN SIGHT

H. T. Leeming, General Manager of Emerson
Phonograph Corp., Tells of Evidences of Re-
turning Prosperity Throughout the Trade

H. T. Leeming, general manager of the Emer-
son Phonograph Corp., was in an optimistic
mood when seen by a representative of The
Talking Machine World recently.

He expressed the opinion that the acute de-
pression which business generally had suffered
the last few months had seen its peak and that
conditions, as reflected in the Emerson organi-
zation throughout the country, were growing
better. February sales, he stated, had exceeded
those of January, and March business had cor-
respondingl}' bettered February.

To quote Mr. Leeming: "We are going ahead
simpl}' because we refused to permit ourselves
to be discouraged by the sharp reversal that
occurred, almost overnight, from a sellers' to
a buyers' market. Like other manufacturers,
we had our troubles,, due to over-production and
the consumers' decision to await the advent of
lower prices. However, we took our loss, have
gone after business vigorously, and the com-
bination has put us back on our feet. To-day
I can see even more than a rift in the clouds,
confidently -looking for a steady improvement."

STATEMENT Records have proven

themselves!

QUESTION - Has your service been as good as the record?
SUGGESTION - Try KENNEDY-GREEN service in connection with

Records

DEAN NEEDLES, etc.

ANOTHER SUGGESTION - Write

KENNEDY-GREEN COMPANY

1865 Prospect Avenue Cleveland, Ohio

AND SEE WHA T HAPPENS

The Talking Machine World, New. York. Aiay 15, 1921

QXeIv. Needles

*THE NEEDLE OF QUALITY"

sell themselves from the

QKe^ Displc^r Case

sales value'—

iKis persisleni silent salesman
has been tested by hundreds of
stores and proven profiiable.

appearance —

is handsome, dignified, colorfiil
and is a real cStention fetter;
which means more sales for you.

quality ^

ivill be found the same as in
all other OXef^ products.
Cyj^e^needles play all ma\es
of records better.

your opportunity

start this satesmanuoorJ^nj^ Ml
for you now hy sending cou'-Jf^
ponfbrdemonslration case. J^Sl

Each
QKf^ Disj3lay
Case contains
lOO cartons - lOO
needles in carton
IQOOO needles
to the case

]V[anuFactured and Guaranteed hif

GENEIUL PHONOGRAPH QDRPOMOO

25 WEST 45 STREEW NEW YORK CIT

May 15, 1921

THE TALKING MACHINE WORLD

OPEN NEW COLUMBIA BRANCH

Official Opening of Omaha Branch a Decided
Success — Dealers Attend Convention — Theatre
Party Given by Leading Local Newspaper

Omaha, Neb., May 7.- — The official opening of
the local branch of the Columbia Graphophone
Co. was held April 18 and 19 and was marked by
an interesting two days' program. The local
establishment of the Columbia Graphophone Co.
has one of the best-equipped wholesale talking
machine warerooms in this part of the country,
and one of the features of the Omaha branch
is the Model Shop, which is attracting the at-
tention of the dealers generally.

The program on Monday called for a meet-
ing of the sales staff of the Columbia branch
and among the invited guests were Geo. W. Hop-
kins, general sales manager of the Columbia
Graphophone Co., New York; W. L. Sprague,
manager of the Columbia branch at Minneapo-
lis; E. A. McMurtry, manager of the Kansas
City, Mo., branch; C. A. Delzell, manager of the
Columbia Stores Co., Denver, Col., and D. H.
Delzell, manager of the Columbia Stores Co.,
Salt Lake City, Utah. R. L. Wilder, manager
of the Omaha branch, presided at this meeting
and many practical topics were discussed, aiming
principally toward the rendition of maximum co-
operation to Columbia dealers in this territory.

In the evening the members of the sales staff
were the guests of the Omaha Ad-Sell League at
the Fontenelle Hotel and over 400 were present
at this dinner. The evening was termed "Colum-
bia Night" and during the course of the banquet
the Musi-Call, the new device recently intro-
duced by the Columbia Graphophone Co., was
used to advantage in playing Columbia records
on a battery of Grafonolas placed on the stage.
The Musi-Call "exploded" every ten or fifteen
minutes and with each explosion another record
started to play. Siam Soo also figured in a dem-
onstration that was enthusiastically received, and
Mr. Hopkins gave the diners one of his usual
effective addresses.

On Tuesday, April 19, all of the Columbia
dealers in Omaha territory were the guests of
the Columbia branch at a luncheon at the Fon-
tenelle Hotel, where the new Mazarimba Band
played for the guests. After luncheon the entire
party returned to the branch home, where a
round-table discussion was started which com-
prised the visiting managers, salesmen and
dealers. Miss Windhorst, of the Columbia edu-
cational Department in New York, was one of
the speakers, and Mr. Hopkins also gave the
dealers some interesting and valuable merchan-
dising data for use in the development of future
business.

In the evening the entire party, including the
salesmen and dealers, attended a dinner at the
Omaha A. C. and later were the guests of the
Omaha Daily News, the leading newspaper in
this city, at a theatre party.

Mr. Hopkins left Omaha for Chicago, where
he was scheduled to attend a dealers' meeting
in that city. Prior to arriving in Omaha he had
addressed the salesmen of the Chicago branch
and the dealers' meeting completed the program
in that city.

VICTOR RECORDS WELL FEATURED

DeForeest & Son Featuring Victor Records and
Artists in Series of Window Displays

The store of W. V. DeForeest & Son in War-
ren, O., has recently been featuring Victor rec-
ords and the artists who make them in an ex-
cellent series of window displays, of which the
accompanying illustration pives some fair idea.

EDISON PHONOGRAPH FOR "CARONIA"

One of the recent installations of a Chippen-
dale model of - the New Edison,- of which the
Edison organization feels particularly proud, is
the one made in the Cunard Steamship "Caro-
nia," just before it left New York for its Med-
iterranean cruise. The Edison Co- has re-
ceived some very interesting comments rand en-
dorsements of both the New" ■EdfSon and Edison
Re-creations from impor.tant^officials of this well-
known ocean liner.

An Artistic Victor Record Display

In the center of the window is a large Victor
machine, around which is arranged a circle of
Red Seal records. From each record a ribbon
extends outward like the spoke of a wheel and
at the end of each ribbon is a miniature Victor
dog. On the lower half of the walls of the win-
dow are fastened Red Seal records, while the
upper half- is divided into panels in which are
found large portraits of Zimbalist, Gluck and
other recording stars. Under each portrait is
found the favorite record of that particular artist.

"VICTROLA" GIRL GETS MARRIED

NEWLY INCORPORATED

The Independent Phonograph Mfg. Corp., of
New York, has just been incorporated with a
capital stock of $75,000 for the purpose of mak-
ing talking machines. Those interested are:
J. H. and M. Moftus and R. Haberman.

A "Victrola" girl was one of the principals in a
pretty wedding recently in Utica, N. Y. when
Miss Kathleen A. Ryan, daughter of Mr. and
Mrs. John W. Ryan, became the bride of Edgar
Wheeler, of New Hartford, in the rectory of
St. John's Church. The bride was a popular
member of the Victrola force of Kempf Bros.'
music store of that city.

IT'S A LOSS TO US BOTH

If You Don't Sell

DE LUXE NEEDLES

The Best Semi-Permanent Needle Made

Lei the De Luxe Speak for Itself and Send for Samples, Discounts and Full Particulars

Duo.|oNE Company, Incorporated

Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.

DON'T FORGET THESE PACTS

Perfect Reproduction of Tone No Scratchy Surface Noise

PLAYS I00-200 RECORDS

Full Tone

Medium Tone

Three for 30 cents

THE TALKING MACHINE WORLD

May 15, 1921

THE TALKING MACHINE WORLD

SEALED RECORDS

—AND REASON WHY

A Plan of Selling "Sealed Records" Which Has
Proved, According to the Writer, to Be One
of the Most Productive Moves Ever Made

By J. ED. BLACK, Springfield, Mo.

There are so many reasons why this plan is
^ood that it would be easier to tell you why
it is not good, and we cannot recall an instance
where we have been called to explain to anyone
or to receive any excuses from anyone as to
why the plan is not good. So, taken as a whole,
we feel in offering "sealed records" to the public
we are giving them something they are paying
for and that they cannot get except in this
rfianner.

The system consists of a complete stock of
demonstrating records which are kept intact.
Kach of the records bears the label. This not
only keeps these records segregated to them-
selves, but when viewed from the customer's eye
there is no manner in which this record can get
mixed with the records he may purchase,
from the fact that the label plainly states that
it is a demonstrating record and is not for sale
under any circumstances.

As to the satisfaction the customer derives
from receiving a record from a stock that is not
played, you may take the matter home to your-
self and ask how you would feel if you should
go into a store and, instead of them handnig
you a record which had been played, possibly,
a hundred times, you would be given one that
was absolutely fresh and new and to prove this
to you, you see that the record is sealed. This
assurance is heightened by the additional ex-
planation of the sales person as to the manner
in which "sealed records" are prepared for de-
livery.

All records when received from the factory,
or distributor, are carefully examined, and any
record showing damage of any kind is dis-
carded. The perfect records are covered with
a seal.

You may understand, in changing into the
"sealed records" and putting this over success-
fully, it necessarily takes some advertising. We
are continually pounding on the public about
purchasing "sealed records." The plan of tell-
ing all customers about "sealed records" when
they receive them brings it to their attention in
such a manner that they will n.ever forget it
and they are sure to tell their friends and
visitors who come to their home and see the
record bearing this seal and, necessarily, they
will ask questions and then, of course, are given
the full story.

Our letters which go out each month with
the monthly lists are continually referring to
the "sealed records." When this was first started
we ran half-page columns in both newspapers
here, morning and evening, telling the "sealed
record" story, and in addition to this we en-
closed a small folder which advised the customer
of the difference between "sealed records" and
unsealed records.

With each record is placed a small stuffer,
telling of the "sealed records" and the fact that
we do not exchange records. Here is the story
covered by the stuffer:

"NO RECORDS ARE EXCHANGED"
"This record is guaranteed absolutely new. It is
perfect; was tested at the factory. In justice to
our customers, we sell only new and unplayed rec-
ords. For this reason this record cannot be returned
for exchange or credit. A J. Ed. Black Music Com-
pany sealed record is brand new, always. Tiie seal
is a guarantee of newness and perfection. Records
played in the store are never sold sealed; they are
Demonstrating Records only and are so marked.
To be sure of perfect records, get Black's sealed
records — and for best results play them each time
with a new needle.

"Tell your friends about buying real-honest-to-
goodness new records only from J. Ed. Black Music
Co., 307 S. Jefferson, next to Telephone Building,
Springfield, Mo. • . ^

''Cail 2688, and ask to hear any record in the
Columbia catalogue."

You may rest assured we are perfectly satis-
fied with the change when we tell you no money
could get us to go back to the old system of
selling used records and we will say in addition

to this, the dealer who is the first one to put this
over in his town is laying a foundation for
record business that he will never regret and
he will find that his experience will be like
ours — having record customers in our store
that were not record customers under the old
system of selling records.

People to-day want service and they are going
where this service is best. When they are
assured they are getting their money's worth —
getting new records instead of used ones — that
is the place they are going to patronize.

OCCUPIES NEW QUARTERS

Iroquois Sales Corp. Increases Floor Space —
Granby and Okeh Lines Well Displayed

Buffalo, N. Y., May 6. — The Iroquois Sales
Corp. of this city, Granby and Okeh jobbers,
moved on May 1 into the new King & Eisele
Building, where it is occupying greatly increased
space on the fourth floor.

The company received a large shipment of
Granby phonographs, which are displayed to
advantage in its new quarters, and among re-
cent visitors to the Iroquois ofiices were E. L.
Ginsburg and Carl A. Buechner, of the Granby
Phonograph Corp. The company expects to
make an intensive drive for Granby business and,
of course, Okeh records will be featured in the
same aggressive manner that has characterized
the activities of this jobber for the past six
months.

L. M. Cole, sales manager of the company, is
taking an enforced vacation, as he is fighting an
ancient enemy in one of the local hospitals.
However, he will be "back on the job" very
shortly with the same good humor and unfail-
ing cheer that has made him so popular in the
local trade.

PATHE SHOP DAMAGED BY FIRE

Flames of Unknown Origin Cause $5,000 Loss
in Indianapolis Store

Indianapolis, Ind., May 1. — -The Pathe Shop
basement at 18 East Ohio street, this city, was
damaged recently by a fire of unknov/ti origin
causing a loss of approximately $S,O0O. The
flames were kept away from the salesroom on
the first floor after a hard fight on the part of
the firemen. Phonographs and records were
damaged by smoke and water, but the principal
loss was sustained below, where much injury
was done talking machines and supplies.

WALLACE HEADS SPHINX MOTORS

Edwin F. Wallace Elected President of Com-
pany at Recent Annual Meeting — Readjustment
of Company's Price Schedules Announced

The Sphinx Gramophone Motors, Inc., whose
executive ofiices are located at 512 Fifth avenue,
New York, recently held its annual stockholders'
meeting and the following officers were elected
for the ensuing year: Edwin F. Wallace, presi-
dent; Edward S. Toothe, vice-president, and
Alfred Nathan, secretary and treasurer.

Under the new plans of the company, recently
inaugurated, Mr. Wallace will assume charge of
the company's sales. Mr. Toothe, vice-president
has been a director of the company since its
foundation, while Mr. Nathan, the re-elected sec-
retary and treasurer, is widely known in East-
ern manufacturing circles and is head of the
Nathan Mfg. Co.

According to an announcement of the company,
it has readjusted its price schedules on its motors
in harmony with the gradual lessening production
cost and deliveries are made uninterruptedly.

Mr. Wallace, the new president and sales man-
ager, is a graduate of Princeton University and
•has a wide experience as a sales executive. He
believes that success during the coming months,
in the talking machine field, will be gained by
manufacturers who turn out the highest-grade
products. In speaking of the present situation
he said: "Recent weeks have shown a decided
improvement toward a resumption of demands
and from the present outlook this should in-
crease during the coming months and reach
normal by early Fall."

NEW BRUNSWICK NUMERICAL LIST

The Brunswick-Balke-Collender Co. the latter
part of last month issued a new edition of the
n.umerical list of Brunswick records, together with
a list of May records printed on gummed stock.
The new numerical catalog includes all Bruns-
wick records issued up to and including April,
1921. The releases for all future months will
be issued on gummed stock similar to that for
the month of May. This plan makes it possible
for Brunswick dealers to paste the current re-
leases each month in the numerical catalog,
thereby keeping the entire numerical list up to
ilate and complete.

J. W. Buehler, of Osage, la., has added two
new booths to meet the demands of his growing
Victor business.

RELIABILITY

EVERHART & BROWN

Back of Every Successful Record Dealer Is His ^

Reliable, Energetic Distributor

Ours Is the Service
That Never Stops

Large Southern Distributors for

Records

1705 East Broad St. Richmond, Va.

THE TALKING MACHINE WORLD

May 15, 1921

BAGSHAW

NEEDLES

The Standard

by which all steel
talking machine
needles are judged.
And logically so, be-
cause W. H. BAGSHAW
& Co., are the oldest
and largest manufac-
turers of Talking
Machine Needles in
the world. Fifty years
of Needle Making.
Established 1870.

W.H.BAGSHAWCO

FACTORIES: LOWELL, MASS.

SELLING AGENTS

Rrilliantone Steel Keedle C2: %

of america
incorporated

AT 34th street

347 FIFTH AVENUE
NEW YORK

suite 1003

May 15, 1921

THE TALKING MACHINE WORLD

Prepare for the Big Vacation Demand
for Steel Talking Machine Needles

Dance Tone Needles in loud,
extra loud and half tone are
especially appropriate for the
summer season. Put up in
Screw Top Metal Containers
of 500 and 20 0 needles.
Write now for samples and

prices.

^^^^^^

JUNE, July and August are ex-
ceptionally attractive sales-
opportunity months for wide-
awake dealers. Increased sales of
talking machines and records
mean increased needle sales.
When you stock up with Brillian-
tone Needles you guarantee your
profits as well as your customers'
absolute satisfaction.

JHim I illlL^ ^II tone iNeeaies you guarantee your
WpHll Mp^^ profits as well as your customers'

' absolute satisfaction.

BRILLIANTONE

SteeiNeedie CaslSississi

Selling Agents for
W H.BAGSHAW & CO. Factory, Lowell, Mass.

347 FIFTH AVENUE,

AT 3.. STREET NE W YORK

SUITE 1003

Canadian Distributors: The Musical Mdse. Sales Co., 79 Wellington St. W., Toronto
Foreign Export: Chipman Ltd., 8-10 Bridge St., New York City

THE TALKING MACHINE WORLD

May 15, 1921

Howard Marsh, of Greenwich Village Follies fame,
new Columbia tenor, is a singer wliose songs of
love ring true. "Just We Two" and 'Rose of Atli-
lone" are his first Columbia selections. Push his
records from the start. A-3357.

Columbia Graphophone Co.

NEW YORK

RETURNS FROM WESTERN TRIP

B. R. Forster Reports Satisfactory Brilliantone
Progress — New Display Carton Well Received

BjTon R. Forster, president of the Brillian-
tone Steel Needle Co., recently returned from
a trip to Chicago and throughout the Middle
West. Mr. Forster reported an entirely suc-

ferent-colored boxes of needles, each color rep-
resenting a different tone. At Brilliantone head-
quarters it was stated that this new carton has
been found in many instances to increase the
dealer's needle business SO per cent.

MAKE ATTRACTIVE WINDOW DISPLAY

Barnard Music Co., Exclusive Brunswick Dealer,
of Jackson, Mich., Arranges Clever Window
Which Wins No Small Meed of Praise

PRINTING SERVICE FOR DEALERS

Harbour-Longmire Co. Offer Unique Service to
Their Pathe Retailers

Oklahoma City, Okla., May 2.— The Harbour-
Longmire Phonograph Co., Pathe distributors,
located in this city, have an exceptionally well
organized and equipped dealers' service. The
extent to which this service goes is found in a
recent letter which they sent their dealers, call-
ing attention to the fact that all statements, bills,
credit memorandums, letterheads and circular
letters received from them were printed on their
own presses and offering this printing service
to the dealer. It is reported that increasing
numbers of dealers have taken advantage of
this printing service, which promises to be an
important adjunct to Harbour-Longmire service.

Jackson, Mich., May 3.— The value of "the show
window is very properly estimated by the Bar-
nard Music Co., exclusive Brunswick dealer of
this city. A recent display, in which the Bruns-
wick phonograph and records were featured;
is pictured herewith. It attracted considerable

B. R. Forster

cessful trip and that dealers throughout this
territory were doing well with the Brilliantone
needles.

L. J. Unger, of the Brilliantone traveling staff,
is back from Canada, after thoroughly covering
the Dominion. The healthy condition of the
talking machine trade throughout Canada is re-
flected in the large volume of orders which Mr.
Unger brought back with him.

The new large display carton holding 5,000
Brilliantone needles is proving very popular
with the dealer. This carton contains six dif-

$35,000 FOR MACY ATTORNEYS

Fees aggregating $35,000 were allowed by Fed-
eral Judge Julian W. Mack on April 26 to the
law firm of Wise & Seligsberg and associate
counsel, who represented R. H. Macy & Co. in
their recent suit against the Victor Talking Ma-
chine Co. and a number of jobbers for violation
of the Sherman Act. The Macy attorneys had
originally asked for $75,000.

Barnard Music Co.'s Clever Display

attention by reason of its arrangement, and
shows how a window may be utilized in an
advertising way to good purpose. The frame
of this cent.al display was in gold, the curtains
in blue, and the lighting effects secured by
lights in the back of the frame.

G. H. Jennings, of Panora, dropped in the
other day, says Mickel Bros. Co., of Des
Moines, la., who adds: "Mr. Jennings is a Vic-
tor dealer and incidentally an undertaker. We
asked him how business was and he replied:
Rotten! Nobodj- dying 't all.' That should
make the Victor business good, because you
can't sell a Victrola to a dead one."

DISPLAY THE FERN=0=GRAND LINE

The Kroll & Horowitz Furniture Co., 258
Canal street, New York, New York distributor
for the Baby Grand and other models of talk-
ing machines manufactured by the Fern-o-Grand
Co., of Cincinnati, O., had a display at the fur-
niture exhibition held late in April, at 469 Sev-
enth avenue. New York.

PERSONA L- (fi"' r,ol confidential)

(By conrtesy of Henry L. I>olierty & Co.)

Due to many rumors we wish to state that the price of the VICSONIA repro-
ducer will NOT be reduced. A price reduction is impossible without impairing some
of the recognized qualities of the "VICSONIA", therefore no changes are con-
templated.

The "VICSONIA" has always enjoyed the reputation of being the ONLY suc-
cessful reproducer for the playing of EDISON DISC Records on Victor and Columbia
machines and we intend to keep it as such. We are sure that the TRADE will
co-operate with us to this end.

VICSONIA MFG. CO., Inc.

313 East 134th Street New York City, N. Y.

May 15, 1921

THE TALKING MACHINE WORLD

We ULTIMATE

in record perfection is attained
in (^^nnHt Wittoth^^

TO realize the new heights of
record development hear the
May (^tnnHt S^cor&Si^ just
out. They bring new delights
from all phonographs. Hearing
is believing. Any Starr dealer is
glad to give you a hearing.

(feemtetf Eecorbs;

Manufactured by

THE STARR PIANO COMPANY

RICHMOND, INDIANA

Nf w York — riilfiig^u — Jjoh Aniin-leH — liirininipliiiin
ne( roit — Clnrinnntl — Cleveland — Indianapolis
ItiiNton — .InrliNonville — I^nndon, <'nnHclii

THE TALKING MACHINE WORLD

May 15, 1921

ARTICLE IN COLLIER'S PAYS TRIBUTE TO PHONOGRAPH

Robt. H. Schauffler in "Canned Music — the Phonograph 'Fan' " Emphasizes the Big Part Played by
Talking Machines and Records in the Development of Music Appreciation

The talking machine, having reached the status
where it is treated with respect by writers for
newspapers, has now been graduated to a new
position,, where it has been made the basis of a
length)' magazine storj', illustrated, and paid for
and published by Collier's Weekly in the issue
of April 23.

The newest article, entitled "Canned Music —
the Phonograph 'Fan'," is written by Robert
Haven SchaufHer, who onlj- recently contributed
a similar article on the player-piano.

The fact that such a national periodical as
Collier's thought the talking machine good ma-
terial for a 'human-interest story such as this is
and devoted a conspicuous place in the issue
for its presentment is in itself comment enough
on the intense and sustained interest taken in
this universal instrument by Americans — and
citizens of the world besides.

Crediting the talking machine with spreading
culture broadcast more speedily and far more
than did printing in the days of the latter's in-
vention, Mr. Schauffler goes on to say:

"The art of music, as we moderns understand
it, is only a couple of centuries old. And until
yesterday, owing to the cost and difficulty of
obtaining music, mankind was as scanfil)^ sup-
plied with this great primal necessity of his
nature as his palate was supplied in the days
when his .whole diet was raw fruit and nuts, or
as his back was supplied in the bark-overcoat
days, or his bed when he lived in a tree. Up to
a generation . ago music was " like that healing
pool of Bethesda in. the 'Holy Xand. People at a
distance had to make long and expensive jour-
neys to get the benefit of its waters. Only th«
aristocrat's could afford this.

"Then the phonograph came along and formed
the Bethesda Bottling Co., Unlimited. And now,
the Eskimos and the Hottentots and the inhabi-
tants of the poorhouse in the forbidden city of
Lhasa mayibathe their minds and spirits at will
in the healing waters of music.

Making and Breaking Records

"The phonograph, by opening up culture to
everyone, has made music democratic. The bal-
ance of musical power has now passed from the
professional to the amateur, from the perform-
er to the listener, and from the concert stage
to John Jones' parlor, which is now the musical
center of the world.

"Why? Because the phonograph has made
good music as inexpensive for him as poor music,
and more necessary. He is rapidlj' losing his
taste for the latter because the phonograph has
made its endless repetition temptingly easy for

him. And poor music is just the kind which can-
not bear much repetition without making the
hearer feel like a new employe in a candy store
at the end of the second day's work, when he
wishes he might never taste another piece of
candy again. Instinctivel)' he turns to a class
of music which he will not tire of so quickly.
It is this ease of surfeit which has so immensely
speeded up the average man's former slow rate
of growth in musical culture.

"I have ahvaj's'been a phonograph fan since
the red-letter day when, as a small boy in Cleve-
land, O., I discovered a little arcade where j-ou
could drop a nickel in the slot, stuff two rubber
tubes in your ears, watch the \vlieels start
going around under a glass dome, and, amid an
unmusical hubbub that sounded like the career of
an elephant running amuck in a tinware shop,
you could detect Pumpernickel's Military Band
(of five pieces) vainly trj'ing to play the galop
from 'William Tell.' "

Apropos the small beginnings of the now
gigantic talking machine business, Mr. Schauffler
repeats a tale culled from a man who heads one
of the largest record-making - companies in
America. This man, who has been in the talking
machine game from the 'start, worked for the
Xew Jersey Phonograph Co. at a time when
the musical end of the business was little thought
of as a money-making proposition- The ma-
chine in the business office wa* its logical place,
according to the thought of that time. Getting
an advance'of his full week's pay, which amount-
ed to the huge sum of $15, the man concocted
some sort of music-making apparatus and made
two thousand records as a starter. A "mud-
gutter" band's rendition of "Boulanger's Patrol"
was the first musical offering thereof. A dis-
carded kitchen cabinet, in need of much clean-
ing and bought at a second-hand store, became
the improvised cabinet for the records. As the
first record was being tried out a man who was
a little worse for liquor stopped in the small
''laboratory" and began to drive a bargain for
the machine and records. An agreement was
made for renting the machine and some records
for $40 a j^ear, $10 down, with an additional
75 cents a month for a batterj- and an equal
amount for ear tubes.

"He took the stuff across the street," recites
Mr. Schauffler, "put on ten ear tubes and charged
25 cents to listen to it. He made money so
fast that I was able to convince my firm of the
practicability' of developing the phonograph for
entertainment purposes as well as business ends."

There are three classes of phonograph users.

CRYSTAL EDGE

MICA

DIAPHRAGMS

Tbe Standard of Quality

PHONOGRAPH APPLIANCE CO.

174 Wooster St., New York

according to Mr. Schauffler: (1) Those who
want something — anything to make a noise for
the children and young people. (2) Those who
want a good-looking piece of furniture. (3)
Those who really care for music. The genuine
talking machine fan, thinks the author, belongs
in the third class. Many of the latter, however,
says Mr. Schauffler, lack discrimination. "They
come into the music store and say to the clerk:
'Pick me out a dozen records, you know what
I want'." This way of buying, he says, would
appeal to the true connoisseur about as much as
leaving the selection of his wife to a committee
of elderly ladies.

Touching the way some collectors catalog
their records Mr. Schauffler observes that the
more sophisticated of them grade the same in
various interesting and original ways not to be
found in the commercial catalogs. Two ways of
doing this, the first according to the depth of
the rausical thought and regardless of how that
thought is reproduced, and the second according
to the degree of mechanical success the record
achieves, follow:

"Grade A — Music of the Moment (e. g.,
'Mammy').

"Grade B — Light Classics (e. g., 'Beautiful Blue
Danube' waltz).

"Grade C — Medium Classics (e. g., 'Largo'
from Dvorak's 'New World Symphony').

"Grade D — Heavy Classic (e. g.. Bach con-
certo for two violins).

"Another method is to grade the discs in sev-
eral classes, according to nothing but the degree
of mechanical success with which the original
voice or instrument has been recorded and re-
produced. The collector may subdivide into
eight classes if his energy and discrimination
hold out: (1) Abominable. (2) Bad. (3) Poor.
(4) Indifferent. (5) Good, but blemishes. (6)
Good. (7) Excellent. (8) Perfect."

J. B. Powell, who for several years has repre-
sented the Edison phonograph in the South, has
just opened an exclusive Edrson Shop at Lake-
land, Fla., known as Lakeland Phonograph Co.

WHAT ARE YOUR NEEDS-WE CAN SATISFY THEM

Big Value

I n

Both Tone and Price

Suitable for Medium Priced

Machine
8 1-2 inches, centre to centre
Large size Sound Box

Send for quantity prices

Have you heard our special Octagon Sound Box No. S ?

The William Phillips Phono Parts Corp.

145 West Forty-fifth Street

New York City

May 15, 1921

THE TALKING MACHINE WORLD

IROQUOIS SALES CORPORATION

BUFFALO, N. Y.

Wholesale Distributors

Tlniiiiiiiiiiiiiiiuiiinniiiiiiinninniiiiiiiiiiiiiiiniiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiniiiiiii^

WHITTLE 00. IN ITS NEW QUARTERS

D. L. Whittle, of Dallas, Tex., Enters Remodeled
Premises — Firm Enjoys Wide Repute

Dallas, Tex., April 9. — Formal opening of the
new quarters of the D. L. Whittle Music Co.,
at 1213 Elm street, this city, took place recently.
Over $30,000 has been spent in remodeling and
decorating the building for the purposes of the
company, which has taken a long-term lease on
the same. Occupying two stories of the prem-
ises, a floor space of more than 25,000 square
feet is available. The Whittle Co. ranks among
the eight most complete stores in the United
States, though in point of size a few are larger.

Besides doing an extensive retail and whole-
sale business the company enjoys a large mail
order and catalog trade that reaches into all
parts of the United States and into Mexico
and Canada. The company is distributor for
Vocalion phonographs and records.

OPENS POPULAR MUSIC DEPARTMENT

Sandeen Music House, Rockford, 111., Makes a
Welcome Addition to Its Line

Rockford, III., May 2. — The Sandeen Music
House, of this city, recently opened a popular
sheet music department that has made a decick-d
hit with the local music buyers. The late hits
are featured on a self-service rack placed near
the entrance, which has put additional punch into
the store's slogan of "instant service." The
Sandeen Music House, which has been estab-
lished less than a year, is rapidly coming to the
front as the musical center of Rockford through
the aggressive management of Mr. Sandeen,
who is a prominent musician himself and tenor
soloist in the largest church in the city.

The store is located in the theatre district
and is handsomely finished in an ivory-white
and robin's egg blue scheme that is decidedly
attractive. The Vocalion and 'Columbia lines
are featured as well as Q R S player rolls.

USES CASH REGISTER RECEIPT

The Revere Phonograph Co., Revere, Mass.,
Columbia dealer, is creating school sales in a
novel manner. For every purchase of $10 in the
Revere Phonograph Co.'s store a coupon is
given. The children of the parents purchasing
goods at the Revere Phonograph Co. turn these
coupons in to the principal of their school and
after the school has collected 100 of these cou-
pons they are entitled to a D-2 Grafonola.

EDISON CONVENTION PLANS

Famous Caravan Conventions to Be Held in
Four Cities During Month of June — Many
New Features Will Add to Interest

Orange, N. J., May 6. — Plans are already
shaped in fairly concrete form for the 1921
Edison Caravan Convention. The cities, thea-
tres and hotels m which this famous event will
be held this year are: New York, the Knicker-
bocker Theatre and banquet at Commodore
Hotel, June 9-10; New Orleans, Tulane Theatre
and Grunewald Hotel, June 14-15; Chicago
Blackstone Theatre and Drake Hotel, June 20-21;
Vancouver, B. C, the Avenue Theatre and Van-
couver Hotel, June 27-28.

Among the features which will probably be
found on the program are a four-act comedy by
William Maxwell, entitled "School for Sales-
men," acted by prominent stage people; an ad-
dress by Chas. H. Farnsworth, who will be of-
ficially announced during the conventions as
head of the Edison school research department;

an address by a celebrated figure of the Ameri-
can stage, who will speak on the similarity be-
tween salesmen _ in the phonograph field and
actors and of how the methods of the latter
can be applied to the efforts of the former; a
new version of the Edison tone-test given by a
member of the Metropolitan Opera Company; a
talk by a famous Edison recording artist on
"What it Means to an Artist to Have His Voice
Recorded on the New Edison"; a lecture in
rhyme by a famous singing comedian of the
vaudeville stage on various retail sales problems;
discussion on advertising by a prominent author-
ity in this field and a series of open forum dis-
cussions by retail merchants.

In each case the convention chairman will be
a retail merchant. H. Leslie Marvil, Waycross,
Ga., will lead the convention in New Orleans
and James P. Lacey, of Peoria, will again lead
the convention in Chicago. The other chairmen
have not as yet been announced.

A new Victor music store has recently been
opened at Dillsboro, Ind., by W. S. Calhoon.

Clerk D is making change from his cash drawer. The amount of the sale
is shown at the top of the register. The other clerk is handing change
and parcel to the customer. He made change from his own cash drawer.

A separate cash drawer
for each clerk

This makes clerks more efficient because:

^ Each clerk is responsible for the business he handles.

In case of error it shows who made the mistake.

It gives each clerk credit for the work he does.

An up-to-date National Cash Register with separate
cash drawers measures the ability of each clerk.

Up-to-date National Cash Registers are made with
any number of cash drawers, from one to nine.

We make cash registers for every line of business. Priced $75 and up.

NATIONAL

CASH REGISTER CO.

DAYTON. OHIO.

THE TALKING MACHINE WORLD

May 15, 1921

■ □ -

S
1

2
S

A Message of Much Meaning to
Every Dealer Who Wants More
Phonograph Sales Right Now

In spite of the wails of the pessimist, the crape hanger
and the croaker, we once again prove that 1921 is a
fighter's year and business is exactly it-hat you make it.

We recently co-operated with twenty-two live Granby
dealers in conducting a special advertising and selling
campaign in the Metropolitan District.

We not only put Granby on the map, but the sales of these
quality, instruments responded like a thoroughbred that
had been held under wraps.

After this campaign showed what Granby co-operation
does, many new dealers seized the opportunity of securing
the Granby franchise with all that it means in prestige
and profits.

Right now get the full benefit of this message.

Send for details of the Granby proposition and find out
how to cash in on Granby sales, as the New York dealers
recently did.

Gl^ANBY PHONOGI^APH CORPORATION

BIN ORF O UK-V I R

I N I

May 15, 1921

THE TALKING MACHINE WORLD

New and Interesting Ideas for Increasing
Sales in Talking Machine Stores :

W. Bliss Stoddard I

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

Schlueters, of Oakland, Cal., has made it pos-
sible for people to get very close to objects
shown in his windows, and this increases the
number of prospects that come to his store every
day. Each window, the large one in front and
the smaller one at the side, is framed so that
it slides out in grooves. The platform of the
window is easily taken down. That leaves a
white-tiled window base only three inches above
sidewalk level. In this is kept a talking machine
— sometimes several of them. In the Spring the
portable variety is especially featured, one of
the compact little machines being set on the
packing box in which it is shipped. A card an-
nounces: "Just the thing for your outing — easy
to carry, occupies very little space — doubles the
joy of an evening in camp or on the water." The
machine is rigged up with a motor attachment
and on the wall, above the reach of the inquisi-
tive small boy, is a button, with a card: "Press
the button — start the machine playing." It
is the natural thing for anyone who stops to
look to push the button in order to hear the
music. By so doing the person also turns on
an electric light in the back of the store, which
is the signal for a salesrnan to appear and ex-
plain the machine, and, what is more important,
if possible, to get the name and address of the
party who is interested, in order to follow it up
with literature on the subject of talking ma-
chines, or, if one is already possessed, new rec-
ords for the Summer vacation. Another manner ■
in which this enterprising store advertises is to
have large signs on both sides of its auto
trucks. These bear pictures of different types
of talking machines, and from time to time the
names of new records that are meeting with
popular favor, and as the cars move from one
part of the city to the other they immediately
identify the store with talking machines.
A New Kind of Envelope

H. L. Dodge, Long Beach, Cal., who handles
talking machines and has to meet much com-
petition from house-to-house salesmen, has
evolved an idea that has netted him considerable
profit. Mr. Dodge realizes that the first store
in any city to greet new families will make the
strongest impression, so he goes after this new
trade strongly. He has the city divided into
four districts, with a correspondent in each,
whose business it is to inform him of the arrival
and departure of new families. By ascertaining
where former residents have gone he avoids
waste of postage by sending literature to the
old address and also learns whether it is ad-
vantageous to keep them on his. mailing list. If
they have removed to the country or to any of
the nearby towns they are still profitable mail-
order prospects, and if they have moved out of
the territory he covers he simply strikes the
name off his list. The greater part of his atten-
tion, however, is given to the new arrivals. To
each of these is sent a form letter of greeting,
but so worded as to convey the impression of a
personal welcome. This letter is enclosed in an
envelope, and upon the face, instead of the re-
turn address, is a photo of himself. At one side
of the picture is "Return to" and below it "Let's
get acquainted." This ^irouses curiosity and
induces them to open the envelope, while the
unique manner of address causes them to feel
acquainted with the man before they ever enter
his store.

Hawaiian Concert Draws Trade

The talking machine department of Bry's,
Memphis, Tenn., scored a big hit recently with
its Hawaiian concert. Taking advantage of the
presence in the city of a troupe of native musi-
cians at a local vaudeville house it was ar-
ranged to give a special concert in the Bry audi-
toirium. Bills adorned with pictures of the
troupe, and giving the program, were scattered

mil

broadcast, and at the foot of each program was
announced: "All of these selections and many
other beautiful native Hawaiian vocal and instru-
mental selections are obtainable in our large
stock of records." Three concerts were given in
one day— 10.00 to 11.30, 3.00 to 4.30 and 7.30 to
9.00. Between each selection by the troupe
there was played a Hawaiian record, in several
instances the same song or instrumental num-

llll

B Several Schemes That m
M Have Been Used by H
I Talking Machine Deal- m
I ers Throughout the |
M Country With Success |

ber being repeated, in order that the audience
might see how closely the instrument approxi-
mated the human voice. Window displays
called attention to the concert and to the rec-
ords. Wax models of a Hawaiian youth and
maiden, seated beneath the shade of a cocoanut
tree, were shown. In the background was a
canvas drop of sky and water and flying birds,
and the floor was covered with fine sand, while
a card overhead announced: "On the beach at
Waikiki." At one side was a talking machine

llllllllllllllllllllllllillllllll

garlanded with several yellow leis and a card
in front of it announced the date of the con-
certs and the hours at which they were given.
Another item that boomed sales during the entire
week was the offer of one of the little Victor
dogs free with the purchase of each Victor
record. This offer was -combined very effectively
in the other window by showing a semicircle
of benches on which were placed a hundred
or more of the Victor dogs intently watching a
group of dolls in the center, dressed in Ha-
waiian costume, who were dancing to the music
of three native instruments. A card at one side
suggested: "Even the Victor dogs. are interested
in Hawaiian music," and at the other: "One of
these dogs given with each Victor record pur-
chased this week." Another way in which the
records were featured was by placing a case of
them with the names and prices just where the
eye of the person who was using the telephone
would fall upon them. As some time usually
elapses ere a person can get the number he
is calling ample time was given to read over
the new records and to learn their cost.

NOW THE HEYWOOD=WAKEFIELD CO.

The merger of the Heywood Bros. & Wake-
field Co., of New Jersey, and the Lloyd Mfg.
Co., of Michigan, incorporated under the Massa-
chusetts laws as the Heywood-Wakefield Co.,
has been formally announced, with a capitaliza-
tion of $13,000,000. The directors are: Charles
H. Lang, president; Calvin H. Hill and Levi H.
Greenwood, vice-presidents; Seth Heywood,
Henry Morrill, Frank G. Webster, Charles A.
Store, Henry Hornblower, Marshall B. Lloyd.

PERIOD MODELS

Louis XVI Model — also Queen Anne Period

A High Grade Phonograph and Library
Table Combined

No. 175. Pat. applied for. 4Z" long. 26" wide. 31" high.
Finished on all tidei— golden oak, mahogany or walnut

Complete Your Line with These High Class Library Table Models

This high class instrunnent will enable you to meet any competition,
because of its beauty, clarity of tone and utility.

You are missing Dollar profits if you do not write for information — Today.

Now Ready for Delivery

SEABURG MANUFACTURING COMPANY

JAMESTOWN, NEW YORK

Pacific Coaat Repretentative J. W. ROE, 1711 E. Harriaon St., Seattle, Wash.

THE TALKING MACHINE WORLD

May 15, 1921

Introducing

THE

CONTROLA

"MAKES YOUR TALKING MACHINE ENTIRELY AUTOMATIC"

The FIRST and ONLY device which
entirely eliminates Starting and Stop-
ping levers.

STARTS
LIFTS the NEEDLE
and
STOPS
WITHOUT ATTENTION

"IT NEVER FAILS"

Placing the needle starts the motor.

Requires no further attention.

At the conclusion of the music the
needle is lifted off the record and the
motor stops immediately.

It is Permanent, NON-SET and incon-
spicuous.

Attached to any machine at low cost.

Manufacturers and Dealers : The Controla has an absolute business
getting feature you cannot afford to neglect.

Descriptive Literature on Request

Phonograph Control Corporation

120 MARKET STREET
NEWARK, N. J.

May 15, 1921

THE TALKING MACHINE WORLD

PAUL BIESE IN NEW YORK

Well-known Orchestra Leader Arrives in New
York to Join Columbia Organization — Active
in Musical Circles for Many Years

Paul Biese, one of the country's leading ex-
ponents of modern dance music, arrived in New
York May 1 to become a conductor in the
Columbia recording laboratories. Mr. Biese is
one of the greatest saxophonists of the present
day, having been the leader of the Paul Biese
College Inn Orchestra in Chicago and the
founder of the Paul Biese Trio. This trio makes
Columbia records exclusively and its rendition of
the popular dance hits has gained for this trio
an enviable reputation.

Mr. Biese's musical experience dates back to
the days he was four years old and he has

Paul Biese

been identified with musical affairs since child-
hood, lie has seen service in the United States
Army as a bandmaster, spending eight months
in the Philippines, and in the recent World War
was a divisional bandmaster with the commis-
sion of a first lieutenant, seeing duty overseas.

Prior to the -World War Mr. Biese spent
eight or nine years in Chicago, conducting the
orchestra at the Palace Theatre for two years
and playing at the Tip Top Inn, College Inn,
Rainbow Gardens, Marigold Gardens, Planters
Hotel and other well-known theatres and hotels.

After returning from France he became con-
ductor of the Pantheon Theatre Orchestra, one
of the finest moving picture houses in Chicago,
and, incidentally, Mr. Biese started playing the
saxophone about that time. He soon Ijecame
famous as one of the leading saxophonists in the
country, and one day decided to make records.
He selected five of his best men and after mak-
ing several test records signed a contract with the
Columbia Graphophone Co. exclusively. The
company instituted an aggressive national cam-
paign, featuring Paul Biese records, and this
campaign was a tremendous success.

He left the Pantheon Theatre and played at
the Green Mill Gardens for a while, attracting
a capacity house. Mr. Biese then went to the
College Inn of the Sherman Hotel and stayed
there until he joined the Columbia organization.
The Paul Biese College Inn Orchestra has been
the most extensively advertised orchestra play-
ing in Chicago. Every theatre program in the
city carried a full-page advertisement over the
signature of the Sherman Hotel, featuring Paul
Biese and his orchestra, and Chicago music lovers
keenly regret his departure for New York.

SAILS FOR JAMAICA*

W.- J. Bagshaw, secretary of the W. H. Bag-
shaw Co., needle manufacturer of Lowell, Mass.,
sailed during the latter part of April for Ja-
maica, where he will probably spend a month or
more. W. J. Bagshaw and his brother, C. H.
Bagshaw, are the executives of the W. H. Bag-
shaw Co., to whom credit is due for the
great success attained by that organization.

S. H. Knight will shortly open a new store
in Winsted, Conn., for the sale of talking ma-
chines and furniture.

TALKER MEN IN THE TAX FIQHT

Talking Machine Men, Inc., Sends Strong Reso-
lution in Favor of Sales Tax to a Number of
Congressmen and Senators at Washington

The Talking Machine Men, Inc., the organi-
zation of talking machine dealers of New York,
New Jersey and Connecticut, passed the follow-
ing resolution at the last meeting of the organi-
zation, copies of the resolution being sent to all
Congressmen and Senators representing those
three States in an effort to influence them in
favor of a sales tax:

"Whereas, the Talking Machine Men, Inc., of
New York, New Jersey and Connecticut sin-
cerely believe that the present business depres-
sion is largely caused by the fact that we have
an unjust and oppressive tax burden placed upon
business by Congress; and

"Whereas, we believe the only possible way
that business can resume its normal stride is
by the abolition and elimination of these de-
structive taxes; and

"Whereas, we are informed that there is about
to be offered to Congress a measure providing
for a 1 per cent levy upon retail sales, which
will do away with intricate bookkeeping now
necessary under the present tax law, which will
provide sufficient revenue to maintain our Gov-
ernment properly and place no burden upon
any one;

"Therefore, be it resolved that we, the mem-
bers of the Talking Machine Men, Inc., of New
York, New Jersey and Connecticut, respectfully
urge upon Congress that they come to the aid
ot business immediately by the passage of a
sales tax and the elimination of the present
system of taxation."

TO HEAR PRINCESS WATAHWASO

Miss Cloud Arranges for Appearance of Noted
Victor Artist in Putnam-Page Territory

Peoria, III., May 6. — The Putnam-Page Co., of
this city, through Miss M. A. Cloud, manager of
its dealers' service department, is booking Prin-
cess Watahwaso in cities on the border of Illi-
nois and Iowa and in central Illinois. It is an
interesting fact that the first appearances of the
Princess before Victor audiences were in central
Illinois under the booking direction of Miss Cloud
for the Putnam-Page Co. Since then the Indian
artist has scored many triumphs through the
East and her return to' the scenes of her first
Victor appearance will be of much interest.

ADDS TALKING MACHINES TO STOCK

S. Zaconick's Store Gets Agency for L' Artiste
Instrument — Many Models Carried

An up-to-date phonograph department has
been added to the jewelry store of S. Zaconick,
a well-known merchant of Johnstown, Pa., who
has secured the exclusive agency in that city and
territory for the L'Artiste phonograph. Two
very attractive models have been placed in the
show windows of this store, while a complete
stock of period and upright models of this in-
strument have been obtained. The new phono-
graph salesrooms have been artistically deco-
rated and arranged for patrons.

MAKES SPLENDID IDAHO TRIP

R. F. Perry, Talking Machine Salesman at Salt
Lake for Brunswick, Gets Results

Salt Lake City, Utah, April 25. — R. F. Perry,
of the talking machine sales division of the
Brunswick-Balke-Collender Co., of this city, has
just returned from a trip through Idaho with
splendid results. Increasing demand for Bruns-
wick machines and records is reported.

Among the new accounts being opened in the
Salt Lake territory is the Chipman Mercantile
Co., of American Fork, Utah, which now handles
the Brunswick exclusively. The new Bruns-
wick alphabetic catalogs have been distributed
to the dealers, which has resulted in a great
increase in record business. Many orders are
being taken in this district for the Stratford
and business is booming generally for all Bruns-
wick products.

BROWN & PAGE SELL OUT

Well-known Charlotte Phonograph Dealers
Turn Over Business to Howard L. Hopkins

Brown & Page, Edison dealers and office
supply agents of Charlotte, N. C, have sold out
all their stock, fixtures and good will to Howard
L. Hopkins and associates of that city. The
business is located at 231 South Tyron street,
that city. The new owners of the store will
not change the name of the enterprise. Hamp-
ton S. Brown, rhember of the old firm, will re-
main as a director and stockholder. In the near
future the capital stock will be increased.

No man can discredit his employer or his
co-workers and escape the shadow himself.

Increased Record Business Is Here

You WiU Get It With

Records

The Record of Quality

KIEFER-STEWART CO.

Distributors of Okeh Records
Capitol Ave. and Georgia St. Indianapolis, Ind.

THE TALKING MACHINE WORLD

May 15, 1921

LOUIS A. SCHWABZ. iNC

pg^Iggg Al^^Evi Company^

« TO 49 BLXECKER STBEET

NEW YORK cmr

NANUFACTURERX
REPRESEHTATIYE/

MOW OFFER fiKtyOHM.""*!"

CHICAGO ATLAN

99 E. VAN BUEREM JT 74 76 M. FOnSY

NEW YORK

IZ65 BROADWAY

V rCT R O L E N E COMPANY

39 PEARL STREET

Alto fflfg. (Bd.

■nu moiiTia. an uo nomun

1205 BroBiway, B, Y.

A i::>AQTIAU UST Or THE
MANUFACTU/?ERS WE PEF>l?ES£:nT

cur te«4i«i« uadi. Oar botUa » rftU>4-t« M-ihlTW
tt« la-dwS tlx* kccordSnel? «t acn j^Mcd tz i. poaltlcE

^r •ireulan rcr ut is k fr*

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•fwl ^ ti [rrtutac tb« tojj for On fc'eh Uht. % nr*

1 liuULi iiyu .III wmmnm^^^m

ftnd BAy b* yoa bav* csiieaA J[r. J. J. Rockvall, AdnrtUli
Coonsallor cf cy arga..iMliaii, la llkavlM bookad for »

Hk7 I plaua. •tsuia yts daclda to ttop off l& CCilcage os
your afliy artam to you u iorltAtiw to caII on ua.

I uaura you I tu>t aalflak la tUa raquaat. I ra&llj t
llttT* ■• could bAT* aa tuur bar* togatbar ibiob auouLd.-ba
Talua to botA of ui.

May 15, 1921

THE TALKING MACHINE WORLD

iiiiiiiii

iiiiiiiiiiiiiiii

iiiiiiiiiiiiiiiiiiiii

iiiiiiiiiiiiiiiiiiiiiiiiin

The Art of Developing the Thing Called
"Punch" in "Talker" Salesmanship :

By Lee Prior I

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^

What is there about this idea of a punch that
makes it a quality that seems to mark the dif-
ference between selling methods that almost
succeed but fail and selling methods that really
succeed?

We have all seen salesmen who could have put
their sales across if they had not been entirely
lacking in force — in the ability to put a punch
into their selling talk. Naturally, punch makes
a listener sit up and take notice. But noise is
not a punch. Gesticulation is not a punch.
Standing in front of a customer and waving the
arms as one talks does not strengthen the pres-
entation of the argument. We are also familiar
with the salesman who seems to have the idea
that the louder he talks the more impressive he
becomes. Noise may represent a kind of force,
but it is not the kind that will influence the cus-
tomer. Any kind of force is a detriment when
not controlled.

There are all kinds of folks among talking
machine customers. In selling some customers
it may be found wise to repress some of tht
appearance of physical force. Now and then
we encounter a man who really seems offended
at surplus vitality in somebody else. There
are others who take more kindly to the type of
salesman who, though on his tiptoes, gives
evidence of it only in intensity and in forceful
presentation of his talk. Of course, a sales-
man cannot deliver a mental or physical punch
without being able to put something in the way
of force behind it. But ofttimes a salesman can
overdo the physical effect. One cannot handle
this salesmanship punch idea on the same basis
as the prizefighter handles his punching pro-
gram. It will not help the salesman to bound

IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH
into the customer's presenc« like an athlete, with
one's thought all for physical exuberance and
none for mental grasp of the situation and its
finer opportunities.

The value of the sales punch lies not in the
fact that it is a punch, but in the fact that what
you have to offer is the better for being delivered
with a punch. The trained orator knows that he

■ Good Selling Argu- ■
I merits Frequently Fail J
I Because They Lack M

■ the Necessary Compel- |
B ling Force or ''Punch" |

nil

cannot hold his audience up to a high pitch all
the time. He knows how to handle the punch.
There must be points when the listeners can
rest, when a story or a quiet period of talk forms
a relief from the demand for keen attention.
Taking the orator's example of punch we can
by thought put punch into our sales talk.

However, with all the good intentions in the
world, if a man lacks energy he cannot develop
any punch. The foundation of punch is vital
energy — the physical force that enables us to
put our best efforts into our selling work and

to keep up the force through the whole work.
We often hear a salesman who lacks punch
tell his story without feeling any interest in
what he has to say. This sort of salesman may
now and then land a sale by the sprint method,
but successful selling is not a sprint; it is a
long-distance race and takes a good physique
as well as ambition to succeed. And in order to
make a real success he must put energy into,
every selling effort rather than into an occa-
sional one, when he feels like it. The develop-
ment of successful salesmanship is not depend-
ent upon a spurt or two.

On the other hand we see a lot of fellows
with a good line of selling arguments. They give
the customer abundant good reasons for buying.
The reasons are logical enough. The goods are
all right, but somehow they are not presented in
a compelling fashion. They do not make the
customer feel that he just had to buy, so they
are turned down. Punch is a wonderful thing
when administered properly. Study the line of
the trained orator. See if the technique can't be
applied to ourselves to develop real punch.

BUYS DYKEMAN QRAFONOLA SHOP

Joseph Donlan, proprietor of the Ridgewood
Talking Machine Co., of Ridgewood, N. J., has
purchased the Dykeman Grafonola Shop, 550
West 207th street, New York, from Joseph Seigel,
the former owner. The establishment is now
undergoing alterations and in the future will be
known as The Dykeman Music Shop, and will
handle Victor talking machines and records ex-
clusively. A number of demonstration booths
will be installed.

The Latest
Jewett Model

In its^'lfelightfully simple yet elegant design,
this charming console tnodel is a particularly
handsome specimen of what expert craftsman-
ship has achieved in the creation of exquisitely
beautiful phonographs.

Fashioned in a style that is reminiscent of the
classic designs developed by the Adam broth-
ers, master cabinet makers of the Eighteenth
Century, it belongs distinctively to the class of
furniture that one likes to live with.

The fact that the Jewett ranks as an instru-
ment of the highest grade, both in appearance
and in tonal quality, and yet is most conserva-
tively priced, makes it an unusually attractive
line from a merchandising standpoint.

7 7;c Siiiiplijh'd Adam model here illustrated
retails for $195. Liberal diseoioits to dealers.
Many desirable territories still open. Write
today for agency proposition.

The Jewett Phonograph Company

General Sales Offices: 1730 Penobscot Building
Detroit. Michigan

^Tewett

'"P HONOGRAPHS

THE TALKING MACHINE WORLD

May is, 1921

GRAFONOLAS FOR SCHOOL WORK

Columbia Graphophone Co. Makes Excellent
Exhibit at Recent Convention of Music Su-
pervisors— Columbia Artists Also Appear

At the annual meeting of the Music Super-
visors' National Conference, held at St. Joseph,
Mo., recently, there was an exhibition of
Grafonolas and records for school work in music
by the educational department of the Columbia
Graphophone Co. The special recordings of
this company for educational purposes have
awakened great interest among school superin-
tendents and music supervisors and the Colum-
bia product is finding its wa)' into thousands of
schools.

Six representatives of the department were in
attendance, including W. A. Willson, manager.
All of them were kept busy all day long play-
ing educational records and discussing methods
with the numerous supervisors who came to
the exhibit room to learn about the work and
material of the Columbia Graphophone Co.

Among the interested visitors at the con-
ference were E. A. McMurtry, manager of the
Kansas City, Mo., branch of the Columbia
Graphophone Co., and R. L. Wilder, manager of
the Omaha branch. Both of these gentlemen
expressed great surprise at the character of the
work demonstrated at this conference and were
aroused to the importance of building up interest
and work in school sales on the part of dealers.

Thomas' Devine, one of the salesmen of the
Omaha branch, also attended the convention
and secured many ideas of interest and im-
portance to communicate to dealers. It is sug-
gested that more talking machine salesmen
should attend such conventions in order to get
first-hand information regarding the great work
that is being done to-day in advancing the cause
of music in the public schools. The school chil-
dren of to-day are the future customers of
the musical product of to-morrow.

DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY

MOTORS
TONE ARMS
REPRODUCERS

CASTINGS ( TURNTABLES
„ T J MOTOR FRAMES
Lxrey iron -S tONB ARMS

and Brass for I HORNS and THROATS

Direct Quantity Importations On

Stylus Bars
Screw Machine Parts
Talking Machine Hardware

JEWEL and STEEL (Bulk or Packtd)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA

EASTERN REPRESENTATIVE

C BERING TON MFG. CO.
IRONCLAD MOTORS

D. R. DOCTOROW

Vanderbilt Ave. Bldg.
SI East 42nd St., NeiuYork
Tel. Vanderbilt 5462

One of the features of great interest at the
meeting was the appearance of Margaret Ro-
maine, of the Metropolitan Opera Co., in con-
cert. J-Ier quality and range of voice and charm-
ing personality captivated the large audience of
music supervisors and citizens of St. Joseph
V. hich crowded the Coliseum. On her program
-were several songs which she sang specially
for the school children assembled, and with
them, in her gracious manner, she won the hearts
of all. Margaret Romaine makes records exclu-
sively for the Columbia Graphophone Co. and
the teachers present were much interested in
these recordings.

On the last night of the conference was the
joint appearance of Florence Macbeth, of the
Chicago Opera Co., and Oscar Seagle, American
baritone, also exclusive Columbia artists. Their
work was a fitting climax to the feast of music
of the week and to the remarkable achievements
of this important educational convention and
association.

Actuelle ten-inch foreign records, was made 85
cents, subject to the regular discount. The May
releases contained thirteen of the 85-cent num-
bers— two standard, one instrumental, four pop-
ular vocal and six dance numbers.

OPENING OF NEW BRUNSWICK SHOP

PATHE RECORD PRICES REDUCED

Announcement has been made from the head-
quarters of the Pathe Freres Phonograph Co.,
in Brooklyn, that, effective April 25, 1921, the
list price of Pathe records, series 22000; Actu-
elle records, series 022000, and both Pathe and

Dubuque, I a.. May 2. — The formal opening of
the new Brunswick Music Shop, at 648 Main
street, this city, occurred recently and attracted
a great number of people, who were enthusiastic
about the artistic equipment of this establish-
ment. To the right extending the full length
of the building are twelve demonstrating booths,
while in the rear is a large piano demonstrating
"room, to the left are the music counters, offices
and other display rooms. A handsome ma-
hogany stairway leads to the second floor, which
is also devoted to a complete display of Bruns-
wick phonographs, as well as pianos, player-
pianos and sheet music. This establishment is
under the management of J. B. Grant, a man of
great executive ability, who has surrounded him-
self with an able staff of assistants. A fea-
ture of the store is the handsome display win-
dow which affords opportunities for the dresser.

W. S. Calhoon has opened an exclusive Victor
store at Dillsboro, Ind.

The Talking Machine World. New York, May 15. 1921

Smooth

Soft and Saves as it plays

Brilliant of Tone

RED BIRD
CONCERT TIPS

The Needle of Infinite Charm J

/N the Red Bird Concert Tip there has
been obtained the phonograph needle par
excellence containing the three essential
factors of the perfect needle —

— perfection in reproduction, bringing out with
absolute fidelity to tone and expression all the
virility and naturalness of the original instru-
ment or voice.

— positive elimination of scratching and surface
noises, passing over the delicate surface of the
record with the smooth softness of new velvet,
bringing out clearly the fine overtones so es-
sential to purity of tone.

— absolutely non-injurious to the record, being by
virtue of its special composition incapable of
destroying the playing qualities in the slightest
particular.

Red Bird Concert Tips possess these three qualities
to their highest attainable degree because in principle,
process and material every Red Bird Concert Tip pro-
duced is scientifically correct.

RED BIRD CONCERT TIPS

"The Needle of Infinite Charni'

as they have been called, is the perfect needle — the
needle your customers have been seeking both from
the standpoint of reproductive qualities and economy.
Several playings are obtainable from each needle.
Used in conjunction with our special patented re-
pointer, however, which we recommend from the
standpoint of economy to phonograph owners, ap-
proximately 1 00 playings are obtainable from each
Concert Tip.

And, too, by using the Red Bird Concert Tip on their
records your customers will not only obtain more real
enjoyment from their phonographs than ever before,
but the life of their records will be prolonged many
years.

To Jobbers and Dealers

E arc making a si)ccial introductory proposition to
jobbers and dealers. We urge you to write today for
price list and full injortnution on these superior needles.
A liberal supply of samples for demonstrating purposes
will bo sent ivitli every order.

The CONCERT TIP CORPORATION 29 west 34tii ST., newyork

May 15, 1921

THE TALKING MACHINE WORLD

IMPORTANT POST FOR OSCAR W. RAY

Appointed General Manager of Wholesale Vo-
calion Record Department of Aeolian Co.

The Aeolian Co. announces the appointment
of Oscar W. Ray as general manager of the
wholesale Vocalion record department. Mr. Ray
was formerly general sales manager of the Melo-
dee Music Co. and also for the past five years

Oscar W. Ray

has been prominently connected with the phono-
graph and record industry, serving both as man-
ager of sales and as a distributor. Mr. Ray is a
graduate engineer of Norwich University and
has had five years' experience in factory con-
struction, factory equipment and sales en-
gineering.

The Aeolian Co. has very extensive plans for
the Vocalion record. These plans will be an-
nounced in the very near future, but in the mean-
time Mr. Ray has adopted the slogan of "Every
hour on the hour" to cover the service that he
is planning to give all Vocalion Red record
dealers.

MUSIC SHOP CHANGES ITS NAME

Binghamton Store Brings "Department" Into
Its Title

The Music Department Store is the new name
of the Venetian Music Shop, for some time one
of the well-known musical instrument centers of
Binghamton, N. Y. The adoption of the new
name was due to a change of policy in the man-
agement of the store, according to an announce-
ment of the general manager, C. G. Smythe. The
Department Store will conduct its business on a
wider scope than ever before and handle the
fullest possible line of the better-grade pianos,
player-pianos, Victrolas and musical instruments
of all kinds.

ARTIST PRAISES PATHE DEALERS

Marion Cox, noted Pathe contralto singer,
paid a high compliment to the Pathe dealers in a
recent interview. She had completed a cross-
Continental tour in which she met Pathe dealers
in all sections of the country. Miss Cox stated:
"They are a splendid body of men. I tried to
visit as many as I could and was pleased with
the cordial greeting I received in each case,"

HARDING'S INTEREST IN MUSIC

President Urges Strong Government Support of
Music and the Arts Generally

Washington, D. C, May 4. — President Hard-
ing's interest in music and the arts generally is
indicated in a recent letter to Arthur M. Abell,
of this city, in reply to one urging support for a
movement to develop Washington as a center of
all branches of art. In the letter, which was
made public recently by Mr. Abell, the President
expressed his interest in "the effort to develop
interest in and taste for good music, and, in-
deed, throughout the nation, perhaps in part
because I have been a very little of an amateur
myself."

"I know it has been said," the letter continued,
"that arts have not always been as much favored
under republican as under monarchical govern-
ments, but I think a fair survey will justify a
very frank difference of opinion on that point.
Surely, the encouragement of the arts in Greece
and in France under the institutions of democ-

racy can hardly be cited in support of such a
thesis. Likewise, the history of our own and
the other American republics, I think, justifies
the opinion that artistic taste and interest may
quite as well flourish under the popular as under
the monarchistic establishment."

NEW TALKING MACHINE DEPARTMENT

■ Mineral City, O., April 25. — T. A. Markley, who
conducts a general store here, has taken on
the agency for the Peerless talking machine and
records. He has had specially constructed rec-
ord booths installed and the music department
presents a most pleasing appearance. All the
latest Peerless records will be featured monthly.

Fred Spring, owiier of the general store at
Gnadenhutten, O., near here, announces he will
carry the Edison line of talking machines and
records. His store is recognized as one of the
largest country stores in Tuscarawas county.

It's what you put into a bottle that makes it
valuable. Same way with advertising space.

Your Opportunity to
BuyattheRightPrice

We manufacture 3 and 5-ply
panel stock in all thicknesses
and woods. Also 3-ply shelf
stock for Talking Machine
Cases.

Ask for quotations on our Talk-
ing Machine Crating Boxes.
They are built of solid wood:

THE BRANDTS FURN. CO.

CELINA, OHIO

HARPONOLA

Talking Machines

The New Models
are making a
big hit

Send for Literature

m m
11

The new Harponolas, includ-
ing many rich console de-
signs, have met the instant
approval of the trade.

The dealer knows when he finds a line that is
high grade. He knows a line that is a quick
mover. He knows the profit-producing lines.

If YOU don't know the Harponola line, send for
literature and the Harponola dealer proposition.

Good territory and splendid co-operation.

THE HARPONOLA COMPANY

101 MERCELINA PARK CELINA, OHIO

Edmund Brandts, Preaident

Harponola Cabinets are built by the Mersman Brandts Brothers in a
separate up to-date factory.

THE TALKING MACHINE WORLD

May 15, 1921

Edison Message 'No. 94

THOMAS A. EDISON, Inc.

ORANGE, N. J.

May is, 1921

THE TALKING MACHINE WORLD

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy

I The Art of Proper Lighting for the Show I
I Window and the Store Interior - - By j. e. Bunard I

The skilled photographer is very particular
about his lighting effects. Before he makes a
portrait or takes the photograph of an object in
his studio he arranges his light sources so that
they exactly suit him and places screens to con-
trol the shadows in such a manner as to give
the very best results.

He must do this because the photographic
plate accentuates the difference between light
and shade. A shadow that does not appear
especially dark to the eye may show up as a
black mass in the finished photograph. Accord-
ingly, it is necessary to control these shadows
with the greatest care and the greatest accuracy,
and reflecting screens are used for this purpose.

Polished Sizrface Like Photographic Plate

Any highly polished surface such as that found
on a piano or many talking machines accen-
tuates the difference between light and shade
in very much the same manner that the photo-
graphic plate does. This means' that such an
instrument under the direct light of a single
lighting unit may not show up at its best. It
most certainly will not if that lighting unit is a
bare electric bulb equipped with a mirrored re-
flector. The shadows cast may not only make
the surface look far from pleasing, but the
shadows of the filament itself will make the sur-
face look blotched. There will be dark and light
spots all over it.

If the instrument is lighted only from one
side and a number of light sources supply the
light the result is not always going to be the
very best unless the shadows are controlled by
means of screens. In other words, if the dealer
is going to make his talking machines or his
pianos look their very best he must pay prac-
tically as much attention to the control of lights
and shadows as does the photographer.

Possibly they look good enough to the dealer
under any light; but this does not necessarily
mean that they are going to look as well to the
prospective customer. And it is the little things
that result in a sale.

The Proper Use of Screens

Though the screens are used primarily for the
purpose of controlling the lights and shadows,
they may also be made to serve as an attractive
setting for. the machines and in that way as
well help sell. The screens should be built some-
what higher than the height of the machines

lillllllllllllllllll

and of different widths. Some will need to be
quite a little wider than the machines and some,
to be used at the sides, may be narrower. None
of them, however, needs to be large or heavy.

A light wooden frame covered with beaver
board and painted the desired color will serve
the purpose if the fire laws of the community
permit of their use. They may be made as ornate
or as plain as wished. If the company has a
symbol that it uses in all its advertising it will
look well on these screens. The trade-mark of
the talking machine company may also be re-
produced near the top of screen if desired.

It is easy to see that such screens can be

m Polished Surfaces Are ^

I Similar to Photograph- |

B ic Plates, and the Re- J

I flectionT hereof Should |

m Be Properly Overcome ■

made to make the display of machines itself
more attractive than they would be without the
use of such screens. So their use in controlling
lights and shadows need not be the only purpose
for which they are used.

In cases where the light sources are some dis-
tance away from the machines displayed and
the tops of the machines are, therefore, not suf-
ficiently lighted a canopy screen arranged at the
right angle will overcome this difficulty. This
rgcreen used in connection with the floor screens
will form a setting that can hardly fail to direct
attention to that particular machine, and if the
screens are all arranged so as to give the best
control of the light that machine is going to
appear at its very best.

In the window lighted by a row of lights at
the front of the ceiling it may be necessary, in
order to get the very best lighting results, to
equip the shades with diffusing screens in order

to overcome the shadows that otherwise would
be cast by the filaments. Though these shadows
are not noticed to any great extent when small
objects are being illuminated the effect may be
disagreeable when the highly polished surface of
a high-priced talking machine is being illumi-
nated. Screens also will be needed if the very
best results are to be secured because other-
wise there is likely to be too much difference
between the front and the sides and the shadows
cast by projecting decorative portions of the
case may be too dense.

The diffusing screen will cut down the amount
of light secured from the bulbs to a certain de-
gree, but, because of the more satisfactory illu-
mination and the better control of the light used
that the screens make possible, it will probably
not be necessary to use any more current than
would be the case if no diffusing screens were
used.

Light in the Demonstrating Rooms

In many a demonstration room the machines
used do not appear quite as attractive as they
do on the floor of the display room. This very
often is due to the fact that these rooms, being
small, are lighted by means of one center unit.
The light is not so well diffused as it is in the
display room and as a result the machine does
not appear so rich and perfect in appearance as
the same machine would under better lighting
conditions and the design itself may not seem so
pleasing.

Here the skillful use of screens will overcome
the defect, if it is desired to make the machine
as pleasing to the eye as the records sound to
the buyer's ear. It is merely a case of con-
trolling the lights and the shadows more than
the actual amount of light that is used.

A visit to any photographic studio and a
study of the manner in which the photographer
uses his screens will be full of suggestions as to
how they can be used to advantage in the sales-
room. If there is any doubt as to whether or
not the best results are being secured, take a
few photographs of the machine under the light
in which they are displayed and the photo-
graphs will show up lights and shade that may
escape the eye of one who is always in the
store, but at the same time are bound to have
some effect upon the prospective purchasers
who enter the store.

As the result of closer scientific study of
sound boxes, the MUTUAL UNIQUE sound
box was constructed.

If you are desirous of being relieved of
troubles formerly experienced with sound
boxes, GET THE MUTUAL UNIQUE
REPRODUCER. It is ABSOLUTELY
GUARANTEED free from blast and sound
box troubles, due to the patented device of
springs which now holds the needle arm on
a steel inserted machine cut knife edge.

The Mutual No.

3 Tone Arm and the Mutual Unique Sound Box is the finest combination on
the market, and it is used on all high-class machines.

Write for
catalogue and
prices

PATENT PENDIHG

No. 6 Mutual Unique

/TONE ARMS S SOUND BOXES

MUTUAL PHONO PARTS MFG. CORP., Herman Segal, Pres.
149-151 LAFAYETTE STREET NEW YORK CITY

A sample will
convince you of
its merits

THE TALKING MACHINE WORLD

May is, 1921

Sell the instrument that makes the most profits for you

THE INSTRUMENT OF QUALITY
CLEAR AS A BELL

The Highest ClassTalking Machine in the World

is that Phonograph

because it gives the dealer a
greater margin of profit than
any other reli-
able or standard
phonograph,

Sonora is the
phonograph
that sells and
that's why it is
the first choice
of dealers
e \' e r V w h e r e .

Illustrating the Nocturne, $160

the phonograph which satis-
fies perfectly the requirements
of the most
\ critical music
lovers.

Dealers who
handle the So-
nora regard it
as the mainstay
of their phono-
graph business.

Dealers who
have handled
other phono-

The public
demands value

for its money and Sonora, graphs and who stock the

famous for having won Sonora are invariably amazed

highest score for tone at the at the ease with which it sells,

Panama Pacific Exposition, is and stays sold.

Sonora has an international reputation for supreme
quality. Customers are favorably disposed toward it
even before they hear it. It is the phonograph
you need now.

I
I

May is, 1921

THE TALKING MACHINE WORLD

CON OR A was the first phonograph to play ALL
^ disc records perfectly without extra attachments.

Sonora agencies are valuable. We are selecting new
dealers for open territory. Write now if you wish to
handle the wonderful Sonora. Prices range from $50
to $1800. Each Sonora at its price is unequaled in value.

Gibson-Snow Co.,

Syracuse, N. Y.

State of New York with the excep-
tion of towns on Hudson River below
Poughkeepsie and excepting Greater
New York.

W. B. Glynn distributing Co.,

Saxtons River, Vt.

States of Maine, New Hampshire,
Vermont and part of Massachusetts.

Griffitli Piaho Co.,

605 Broad St., Newark, N. J.

State of New Jersey.

Hessig-EUis Drug Co.,

Memphis, Tenn.

Arkansas, Louisiana, Tennessee, Mis-
sissippi.

Kiefer-Stewart Co.,

Indianapolis, Ind.

Entire State of Indiana.

Lee-Coit-Andreesen Hardware
Co.,

Omaha, Nebr.

State of Nebraska.

M S & E,

221 Columbus Ave., Boston,
Mass.

Connecticut, Rhode Island and east-
ern Massachusetts.

Sonora Phonograph Co. of
Pittsburgh,

820 Liberty Ave., Pittsburgh, Pa.

Western Pennsylvania and West Vir-
ginia.

The Magna vox Co.,

616 Mission St., San Francisco,
Cal.

Washington, CaHfornia, Oregon, Ari-
zona, Nevada, Hawaiian Islands,
northern Idaho.

Sonora Distributing Co. of
Texas,

Dallas, Texas.

Western part of Texas.

Sonora Phonograph Co., Inc.,

279 Broadway, New York

Distributors for Greater New York
and towns on Hudson River below
Poughkeepsie.

Southern Drug Company,

Houston, Texas.

Southeastern part of Texas.

Southern Sonora Company,

310-314 Marietta St., Atlanta, Ga.

Alabama, Georgia, Florida and North
and South Carolina.

Southwestern Drug Co.,

Wichita, Kans.

Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
Panhandle.

C. L. Marshall Co., Inc.,

514 Griswold St., Detroit, Mich.
409 Superior St., Cleveland, O.

Michigan and Ohio.

Minneapolis Drug Co.,

Minneapolis, Minn.

States of Montana, North Dakota,
South Dakota, Minnesota.

Robinson-Pettet Co., Inc.,

Louisville, Ky.

State of Kentucky.

C. D. Smith Drug Co.,

613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.

Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.

Strevell-Paterson Hardware
Co.,

Salt Lake City, Utah

Utah, Western Wyoming and south-
ern Idaho.

C. J. Van Houten & Zoon,

Marquette Bldg., Chicago, 111.

Illinois and Iowa.

Yahr & Lange Drug Co.,

Milwaukee, Wis.

Wisconsin, Upper Michigan.

Moore-Bird & Co.,

1751 California St., Denver, Colo.

States of Colorado, New Mexico and
Wyoming east of Rock Springs.

Sonora Co. of Phila., Inc.,

1214 Arch St., Philadelphia, Pa.

Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.

Besides possessing important patents of its own, Sonora
is licensed and operates under BASIC PATENTS of
the phonograph industry. Sonora's future and the
future of Sonora's dealers' business are secure.

THE TALKING MACHINE WORLD

May 15, 1921

Do You Throw Money Away?

It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less

RENE MADE SPRINGS AND PARTS LAST LONGER

COST LESS

RENE MFG. CO. Montvale, N. J.

PROF. FARNSWORTH'S NEW WORK

Noted Authority on Music Education Takes
-Charge of Edison School Research Depart-
ment and Will Accompany the Caravan

Professor Charles H. Farnsworth, who is one
of the foremost authorities on music education
in America, is to accompany the Edison dealers'
1921 caravan convention on its transcontinental
tour in June. Recently- Professor Farnsworth
agreed to undertake the direction of the Edison
school research department, and will address
those who attend the caravan convention on the
subject of the vital part that music should play
in the life of children, both in the school and at
home. To quote Grove's Dictionary of Music
and Musicians:

"Popular education in music has been his main

Prof. Chas. H. Farnsworth

object, and he has specialized in the systematic
treatment of public school music and in musical
appreciation."

For j-ears Professor Farnsworth has been as-
sociate supervisor of music at Teachers' Col-
lege, Columbia University, and he has been re-
sponsible for the training of a great many of the
supervisors of music in American public schools.
It is a matter of pedagogical history that Teach-
ers' College was one of the first schools to give
a four-year course for music supervisors, and
Professor Farnsworth has been largely instru-
mental in developing that course.

Professor Farnsworth made an intensive study
of school music in Europe and he. has done
similar work in various parts of America. He
has been especially influential in the standardi-
zation of methods. Professor Farnsworth has
been president of the Music Teachers' National
Association for a number of years and he is
chairman of the Educational Council of the Na-
tional Conference of Music Supervisors. Among

the books which Professor Farnsworth has writ-
ten and compiled are: "Education Through Mu-
sic," "How to Study Music" and "Grammar
School Songs."

Doubtless Professor Farnsworth will sow
seed of lasting benefit in the minds of the
audiences which attend the Edison caravan con-
vention in June.

"HOOTCH RECORD" THE LATEST

Volstead Act Evader Hides Liquor in Phono-
graph and Receives Fine in Court

The "spirituous" phonograph has at last ap-
peared in Manchester, N. H., to the great won-
der of local prohibition agents there who thought
they had about checked upon all novel and un-
usual "hootch" containers possible of human
conception. Walter E. Young, of that city, was
the person charged by the police with concoct-
ing the scheme of utilizing the virtuous, law-
abiding instrument for camouflaging a violation
of the eighteenth amendment. Officers stated in
police court that Young concealed in a phono-
graph a gallon can and four pint bottles of per-
fecth' good liquor. A raid was made on the
man's home by policemen who discovered the
contraband whiskey hidden in the instrument.
A "record" of the case was made in court, but
the authorities of Manchester are hoping that it
won't prove a very popular sale. Young was
fined $25 and costs.

INTERESTED IN OLYMPIC RECORDS

The Olympic Disc Record Corp., New York
City, is now allotting dealer and jobbing terri-
tory for Olympic records. E. H. Holmes, sales
manager of the compan}% reports that there has
been a great demand for agencies to irrarket these
records and territory is being allotted in the
order of receipt of applications. Mr. Holmes
further states that there is some valuable terri-
tory still open and advises both jobbers and
dealers to inquire if same is available in their
respective communities.

These records were exhibited at the national
music convention in Chicago in conjunction with
the phonographs produced by the Remington
Phonograph Corp.

NEW EMERSON POPULAR ARTIST

Miss Lyllian Brown Will Make Emerson Rec-
ords Exclusively — Well-knovm in Vaudeville
Field — Large Record Sales Expected

The Emerson Phonograph Co. announced re-
centlj' that Lyllian Brown, of the vaudeville team
of Brown & DeMont, had signed a contract to
make Emerson records exclusively. Miss
Brown's first record, which will include the popu-

Miss Lyllian Brown

lar hit, "Ever Loving Blues," will be ready very
shortly and will probably be released as a special.

The vaudeville team of Brown & DeMont has
been a headliner on the Keith Circuit for some
time past and Miss Brown is well known in
vaudeville circles, being one of the few colored
members of the N. V. A., the official organiza-
tion of the vaudeville artists. She has a deep
contralto voice, particularly adapted to the sing-
ing of "Blues" and similar selections, and the
Emerson Phonograph Co. has been congratu-
lated by its dealers upon adding to its staff
an artist whose records should meet with a
ready sale everywhere.

Find a way to do it — the best way, if pos-
sible, but some way, anyway.

INSIST ON HAVING THE BEST

No store carrying Talking Machines and accessories is complete without them

"SUPERB STYLUS" SEMI - PERM ANENT

Each Needle Plays 100 to 200 Selections

Without Scratch or Hiss

Send for samples and let the needle speak for itself
If your jobber does not carry them send direct to us

LOUD - - MEDIUM - - SOFT

Retail Price 25c. for card of 4

MELLOWTONE NEEDLE CO., Inc. Sole Manufacturers

ANSONIA, CONN.

May 15, 1921

THE TALKING MACHINE WORLD

We Have Changed the Name and Improved the Products

Phonograph manufacturers have long realized that
the average so-called tone, modifier is a joke, as it
merely muffles or chokes the sound at entrance to
tone chamber. Tonal vibrations are retained within
limits of arm, causing excessive vibrations, with their
resultant distortion of sound waves, harsh and in-
distinct tones.

WHAT THE "JEWEL" ACCOMPLISHES:

Perfect regulation of volume while the record is
being played, without in any way changing character
of tone or clesir articulation.

Enables you to build throat of tone chamber flush
with motor board and makes possible air-tight tone
chamber construction.

Eliminates "choker" device and reduces manufac-
turing costs.

Gives you a phonograph of unexcelled tonal quality. SHOWING JEWEL MUTE

JEWEL PHONOPARTS CO.

NO OTHER REPRODUCER HAS IT

154 W. WHITING ST. CHICAGO, ILL

(NOTE CHANGE OF ADDRESS)

THE TALKING MACHINE WORLD

May 15, 1921

THE MODERN MUSIC ENTERTAINER

Portable Phonograph Taking the Place of the
German Band, Street Fiddler and Singer as a
Means of Getting Money From Householders

The old-fashioned German band, the wander-
ing violinist, the vocal soloist, who for years
have been entertaining the residents of the apart-
ment houses in the uptowm part of New York,
are being replaced these days by the portable
phonograph. It is not uncommon now to hear
the strains of an operatic aria ascending from
the back 3'ard. The peripatetic music venders
are now using these portable phonographs to
good purpose. Quite a repertoire of music is
carried in the record form and the tastes of the
community are served whether it be classic or
jazz music, while vocal and violin solos are also
on the program. This portable phonograph is
certainly an improvement on the old German
band and where the machine is a good one and
the records selected worth while it certainly' has
an element of advertising value for the talking
machine dealer which cannot be overlooked.

MUSICAL PROGRAM AT ELLIS ISLAND

Columbia Co. Furnishes Immigrants With Ex-
cellent Program — Well-known Artists Appear

On Saturdaj- afternoon, May 7, the immigrants
at Ellis Island w^ere favored with an all-Colum-
bia musical program furnished by the Interna-
tional record department of the Columbia
Graphophone Co. R. F. Bolton, sales manager
of this department, was present, together with
the members of his staff, and was congratulated
upon the splendid character of the program.

All the artists appearing on the program, with
one exception, were exclusive Columbia artists,
and the selections included the most popular
American national anthems, which were placed
on the program with the idea of inculcating in
the hearts of the immigrants the true spirit of
American ideals as expressed in these national
anthems. The program also included Russian,
Jewish, Greek, Sicilian, Italian and Ukrainian folk
songs, and the artists singing these folk songs
were introduced by the interpreters.

The concert was a signal success, and among
the Columbia artists appearing were the follow-
ing: Raoul Romito, Fernando Guarneri. David
MedofT, Joseph Feldman, Manhattan Quartet
and George Georgion. Weiss's Band, making

Columbia records exclusively, played all of the
national anthems and Romano Romani, one of
the Columbia musical directors, played the piano.

VISITORS AT SONORA OFFICES

Among the recent visitors at the Sonora ex-
ecutive offices at New York were Mr. and Mrs.
Adee, of Robinson & Adee, Sonora dealers at
Saratoga Springs, N. Y. E. S. White, of the
Sonora Co., of Philadelphia, Sonora jobber, was
another caller at the executive offices, bringing
optimistic reports of business in his territory.

Frank Steers, president of the Magnavox Co.,
Oakland, Cal., Sonora jobber, who arrived here
a few weeks ago, has been calling upon his many
friends in the trade and with his keen knowledge
of general business conditions is giving prac-
tical suggestions to the Sonora sales division
regarding plans for the rest of the year.

BUFFALO TRADE HAS GOOD TIME

Supper, Card Party and Dance at Weyland's
Restaurant Largely Attended — Interesting
Speeches by E. L. Bill and P. W. WilUs, Jr.

Buffalo, N. Y., May 2. — ^The Talking Machine
Dealers' Association of Buffalo held a supper,
pard party and dance at Weyland's restaurant
on Wednesday evening, April 13. Practically
the entire Association convened for this affair,
about a hundred being present. Two private
dining rooms had been engaged for the purpose.

After an elaborate repast W. J. Bruehl, of
Neal, Clark & Neal, who presided, introduced
E. Lyman Bill, of The Talking Machine World,
who gave a short address on the value of stimu-
lating sales by increasing the outside sales force
and by putting forward forceful campaigns to
make the people visit the dealer's shop.

Park W. Willis, Jr., representative of the
Victor Talking Machine Co., who was the next
speaker, made a splendid address, showing how
sales could be increased if the dealer would put
added effort behind his work. He cited several
examples and imbued his listeners with the same
enthusiasm which he himself displayed.

After the banquet card tables were set up
for those who wished to play, while the others
danced to an orchestra which was playing con-
tinuously in an adjacent room.

Prizes were offered both for the best dancers
and the best card players. Mrs. W. J. Bruehl
won first prize at cards and Miss L. Koskie, of
the Koskie Music House, of Hornell, N. Y..
won second prize, among the ladies. Among
the gentlemen, Carl A. Kaeppel, of Kaeppel
Bros., won first prize, while T. A. Goold. of
Goold Bros., won second. For dancing, Mrs.
T. A. Goold won first prize awarded the women,
while Edward Rosenhahn, of Clark Music Co.,
won first prize among the men. The affair
broke up in the early hours of the morning,
with everyone congratulating Mr. Bruehl on his
splendid management of the program.

.^mong those present were: Mr. and Mrs. C.
E. Siegesmund, president of the Talking Ma-
chine Dealers' Association, of Buffalo; Mr. and
Mrs. C. N. Andrews; Mr. and Mrs. V. W. Moody
and Mr. and Mrs. O. L. Neal.

Salesmanship is strong medicine. You have to
go out and wrestle with a cold and hostile world.
You are confronted with indifference, often con-
tempt. That is the time to go in and win.

lAlBE-RT CAWPg&LL

In Concert and Entertainment
Personal Appearance of

Eight Popular Victor
Favorites on One Program

A live attraction for live dealers and jobbers

Bookings now for season 1921-1922
Sample program and particulars upon request

P. W. SIMON, Manager

1658 Broadway New York City

Famous Ensembles including

Campbell & Ban- - Sterling Trio - Peerless Quartet

May 15, 1921

THE TALKING MACHINE WORLD

RETURN PRIVILEGE ON OKEH AND EMERSON RECORDS

Announcement Regarding New Return Privilege Made at Recent Meeting of United Phonograph
Dealers — Lambert Friedl Talks on Summer Business — To Draft Uniform Contract

"Does It Play All Records?"

Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip-
ment of the MARVELOUS MAGNOLA.

MAGNOLA "Built by Tone Specialists"

May we send you our handsome, illustraled catalog
chock full of information concerning the wonderful
construction system of Magnolo and the beauties of
its musical results, its artistic appearance and it;
moderate price?

Send your name and let us tell you more 1

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ. Preildent
General OAeet Southern Wholesale Branch

711 MILWAUKEE AVENUE IS30 CANDLER BLOG.

CHICAGO ATLANTA, OA.

EDISON DEALERS IN CONVENTION

Retailers in Eastern New York District Hold
Sales Conference in Albany, N. Y.

The Edison phonograph dealers of eastern
New York, western Massachusetts and Ver-
mont met in convention on April 13 at the
Hotel Ten Eyck, Albany, N. Y., about seventy-
five dealers attending the sessions under the
direction of H. R. Skelton, local supervisor, and
the American Phonograph Co., local Edison
jobber.

William Maxwell, vice-president of Thos. A.
Edison, Inc., and J. B. Gregg, advertising man-
ager of the company, were" among the speakers,
as were P. R. Hawley and Nathan D. Griffin,
of the American Phonograph Co. A special
luncheon was served between the morning and
afternoon sessions and in the evening there was
an elaborate banquet at the Ten Eyck.

SALES SHOW HEALTHY GAIN

Ansonia, Conn., May 5. — The Mellowtonc
Needle Co., of this city, manufacturer of Superb
semi-permanent stylus, reports that its first year
of business is proving entirely satisfactory. Its
semi-permanent needle has already established
for itself a place among the recognized talking
machine accessories in the field and the needle
now enjoys distribution in all sections of the
country.

ANNOUNCE NEW VICTOR DEALERS

The Koerber-Brenner Co., of St. Louis, Mo.,
recently opened three exclusive Victor accounts
in Illinois: The Hindman Drug Co., of Ben-
ton, which held its formal opening April IS
and 16; the West Frankfort House Furnish-
ing Co., Frankfort, which held its formal opening
late in the month, and the J. N. Johnson Co ,
Mt. Vernon, with Miss Grace Maxey in charge.

The Puri-tone Phonograph Co., New York, has
been incorporated with capital stock of $5,000
by R. and E. Sergio and R. Thyssen.

The regular semi-monthly meeting of the
United Phonograph Dealers was held April
22 at the Hotel McAlpin, New York, and was
marked by important announcements to the ef-
fect that two well-knovvn jobbers had completed
arrangements whereby the dealers handling their
records would be entitled to return 10 per cent-
of their month's purchases. These announce-
ments were received with enthusiasm and ap-
plause, as they marked the consummation of
two weeks' hard work instituted by the executive
board of this new dealers' association.

Lambert Friedl, manager of the New York
distributing division of the General Phonograph
Corp., Okeh jobber in metropolitan territory, and
H. G. Neu, president of the Emerson record
Sales Co., Emerson jobber in New York, were
present at this meeting and announced per-
sonally the 10 per cent return privilege for the
dealers handling Okeh and Emerson records.
These announcements, which were made in be-
half of these jobber organizations, represent
something distinct and new in the merchandising
of, talking machine records and presage one of
the most important developments in the in-
dustry in recent years.

The executive board of the United Phonograph
Dealers was congratulated upon the success of
its efforts in behalf of the local dealers, and
Messrs. Friedl and Neu were given a rising
vote of thanks for the granting by their organi-
zations of the 10 per cent return privilege. This
privilege goes into effect immediately and, ac-
cording to present plans, the dealers will be
permitted to return 10 per cent of their month's
purchases and these returns will be applied to
their purchases for the coming month.

Owing to the illness of President Tylkoff, Jos.
Mayer, of • the executive board, presided at
the meeting and introduced Mr. _ Friedl, who
gave an interesting and practical talk under

the heading of "How to Improve Business Dur-
ing the Summer Months." Mr. Neu also made a
timely address along similar lines.

Irving Levine,- attorney for the Association,
presented a resolution that he had prepared,
stating why the United Phonograph Dealers'
Association is in favor of the 10 per cent record
return privilege. In this resolution Mr. Levine
pointed out that the Gramophone Co. of Canada
had adopted this method of merchandising with
signal success. Accompanying the copy of the
resolution were copies of letters intended to be
mailed to the secretaries of all of the talking ma-
chine dealers' associations in the country and to
the manufacturers of records. The associations
will be asked to endorse the 10 per cent return
plan and the manufacturers will be asked to
adopt it at the earliest possible date. The reso-
lution and the accompanying letters were given
careful attention and were then referred to the
executive board for revision and adoption.

Mr. Levine stated that the Association had a
number of important and practical plans in mind,
particularly the preparation of a uniform con-
tract which would eliminate any possibility of
technical annoyances and protect the dealer in
every possible way. An investigation is now
-being made for the purpose of establishing a
central bureau for the exchange of records and
the executive board will give details of this
plan at an early meeting.

Mr. Mayer stated that Browndorff and
Goell, certified public accountants, acting for the
Association, had conferred with the State Bank-
ing Department and at the next meeting of the
Association will tell the dealers just how they
can finance themselves in handling talking ma-
chine paper.

Every young man should some time in his life
have experience in salesmanship.

WARNING

Wall Kane Needles Are
Being Imitated

WALL KANE NEEDLES

are the standard, trade-
marked needles of the
phonograph industry. They
are guaranteed to play ten
records without injuring
the grooves, the last record
playing as clear as the first.

Beware of Imitations

Inquire for our new
jobbing proposition

ProgrcBsive Phonographic Supply Co.

145 West 45th Street
New York City

COTTON FLOCKS

..FOR..

Record Manufacturing
THE PECKHAM MFG. CO.. I'i^^f^VH'j.

^'iiiiiiiNiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiN

I THE VALUE OF WAREROOM EQUIPMENT I

I By ARTHUR L. VAN VEEN,

^rniiiiiiiiiiiiiinniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiilniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiim

In many foreign countries the movement of
merchandise is represented by "store keeping" —
which is literally all that it amounts to. The
dealer decides to keep a shop, buys his merchan-
dise, sets up a store, sticks up a sign of the
variety of goods "on sale" and then waits for
customers.

It is well known that foreigners pay little or
no attention to shop equipment. What is a
necessity to any up-to-date American store ap-
pears to them a foolish extravagance. Liter-
ally, they are the flagrant examples of the old
adage, "Penny wise and pound foolish." Thus
the foreigners' sales per capita are only a frac-
tion of the average American's.

American Retailer Sells

The distinctive feature of American merchan-
dising is that the retailer "sells" and does not
"ofifer for sale." Witness the present type of
high-grade specialty shops or modern depart-
ment stores located in the most expensive dis-
tricts in town, with equipment and service of a
most elaborate nature, yet enormously profit-
able, simply because it pays to remove every
obstacle from the path of the customer and to
add every attribute to the merchandise itself.

, President, Van Veen Co., Inc. |

:iriiniiiiiiiiiiiiNiiiiiiiiiiiniinMiiiuiiniiriiMiiiiinriiiiiiiiiiiiiiiiiiiiiininiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiini^

There is probably a direct comparison in your
locality. Take, for instance, the old-fashioned,
downstairs barber shop situated on a side street,
unventilated and unsanitary, unclean wooden
floors and poor appurtenances — uninviting to
say the least.

On the main street, by contrast, you find the
barber shop m the new hotel, white tiled and
glistening under many lights, white-coated bar-
bers using sterilized instruments. And there
are all sorts of special services, the bootblack,
the manicure and the wash-room, and one may
even buy a collar if needed.

Why do you go to the hotel when you want
a barber's services? Simply because you re-
spond to the attraction of the surroundings.
They make the business of getting shaved more
desirable. Therefore, because American fash-
ion, the hotel is far-sighted enough to surround
its patrons with every up-to-date sanitation and
comfort and show this service at its very best
it does a rushing business and makes a larger
profit, in spite of the extra cost of operation.
Proper Backgroiind Influences Sales

We have digressed far from the music busi-
ness. Our object has been to illustrate how

No. 1265 Cup

Needle Gups
Lid Supports
Tone Rods
Lid Hinges
Automatic Stops

Door Catches
Door Knobs
Crank Extensions
Needle Rests
Sliding Casters
— etc. —

WEBER-KNAPP CO.

JAMESTOWN, N. Y.

successfully a background to merchandise can
be developed to actually influence the sale itself.
As an illustration, we selected one of the most
remote and limited of possibilities — one of the
most difficult fields in which to build an "attrac-
tion" or "atmosphere" — to more forcibly bring
home to you the simply wonderful possibilities
for your business.

Your business is directly associated with
music — the major of the two greatest arts, and,
like its companion art, painting, it requires a
suitable frame to set off its full beauty.

You are offering for sale merchandise which
is primarily intended to carry pleasure and en-
tertainment into the people's homes. Therefore,
the business of buying instruments or records
should be made a happy one.

Surround Merchandise With Beauty

And b}' making it a happy business we mean
surrounding the merchandise itself with quiet
beauty and attractive dignity, befitting its asso-
ciation with the art of music. It's just another
way of prompting the customer's imagination
to add to the instrument or record. Every one
knows that even grand opera given without
scenery suitable to stage it or costumes for the
singers would lose its "atmosphere" and in con-
sequence its attraction to the public.

Every human being likes some kind of music.
Likewise each person appreciates beauty of
surroundings. Combine these two in your shop
and you will link the two greatest human ap-
peals.

Aims of High-class Equipment
These, then, are the aims that should domi-
nate in musical merchandising equipment, which
embraces hearing rooms, record racks, counters
and the general scheme of interior decoration.
To surround your business with unobtrusive
atmosphere of music stimulates your customer's
imagination and receptiveness. It acts as a back-
ground accentuating the beauties of the instru-
ments on display and concentrates the customer's
listening faculties on the music of the record.
You are thus able to encompass your patrons
with such pleasant surroundings, with such con-
venience and speed, that they will leave your
store having found a new experience in the buy-
ing of their music. In working for these ends
select equipment that has been designed and
constructed to furnish your store scientifically,
so that your capacity for making sales vnll be
enlarged to the utmost.

There is to be had equipment for these pur-
poses that will afford maximum economy of floor
area and maximum of convenience to your sales
people, thus lowering your cost of operation
and enabling you to render better service.

The writer of this article who has devoted
years of labor and . study to the designing and
production of proper display and selling equip-
ment for the musical merchandise trade regards
it as a duty of the dealer to himself to place the
demands of his store in the hands of those whose
qualification for executing the work successfully
will eliminate the element of chance.

May 15, 1921

THE TALKING MACHINE WORLD

TELLS OF BUSINESS BETTERMENT

Reports Successful Representation of Reming-
ton Phonograph Corp. in Eastern Territory

Ernest C. Leonard, who covers the Eastern
territory for the Remington Phonograph Corp.,
has just returned from a most successful tour
of his territory. He states that business con-
ditions have shown a considerable improvement
and future prospects are very good.

He is of the new progressive type of sales-

Ernest C. Leonard

man, due to his sincerity and the straightfor-
ward presentation of his product; he inspires
confidence in his dealers and renders a real
service to them by bringing them in close accord
with the manufacturer.

Mr. Leonard has established a large number
of dealers for the Remington Phonograph
Corp. and reports that the Olympic records have
found a ready sale, owing to the demand for
quality records by the dealer and public.

MAKING STEADY PROGRESS

Racine Phonograph Co. Well Pleased with Suc-
cess of Blandin Phonograph — Preparing for
Active Trade — Export Demand Grows

Racine, Wis., May 5. — The Racine Phonograph
Co. of this city, manufacturer of the "Blandin"
phonograph, reports very gratifying progress in
the development of the distribution of this line.
The company has been successful in securing a
healthy percentage of new accounts and a large
export business is now pending, which will neces-
sitate increased production.

The company expects .its factory to be run-
ning at full capacity within two weeks and rep-
resentatives of the company, now traveling
through various territories, are sending in repeat
orders from the dealers with pleasing regularity.
The quality of the Blandin phonograph has been
the paramount factor in its success, and the offi-
cials of the company are confident that the year
will produce a healthy, active business, based
upon the satisfying qualities of its products.

VALUE OF EDISON MOOD CHART

Public Interest Widely Manifested in Latest
Medium for Featuring Edison Line

The results which have been obtained from
the now famous mood charts, introduced by
Thos. A. Edison, Inc., are thoroughly interest-
ing. The number of replies that have been re-
ceived as a result of the national advertising
devoted to this theme by the Edison Co., as well
as through the medium of Edison dealers, is ex-
ceedingly large, and the data which are available
through them are extremely valuable.

Wm. A. Maxwell, vice-president of Thos. A.
Edison, Inc., recently stated to The World that
the mood chart idea has resulted in more direct
correspondence between the Edison Company
and its active and prospective clients than any
other idea of a similar character. The replies,
he stated, have not been confined to any one
class of people, but, on the contrary, have
ranged from the very poorest to the wealthy and
highly intellectual.

One fire chief, for instance, was so impressed
with the mood chart that he is now using it as
a basis for determining the fitness of men to
serve in the fire department. Entirely diverse
from this is the fact that practically every uni-
versity in the country is making use of the Edi-
son mood chart in its psychology courses,
as well as in many other departments of its
institution.

Mr. Maxwell feels that the Edison mood chart
is performing an invaluable service to the Edi-
son industry, because it is causing the public
to take a more serious view of the New Edison
and to cease to look upon these instruments
as a toy or as a luxury, which can be dispensed
with when spending money is not in great abun-
dance.

INCREASED ITS CAPITAL

The Grafonola Co., of Louisville, Ky., has
lately increased its capital from $25,000 to $50,-
000 and changed its name to the Louisville
Music Co.

Have Rapidly Created Big Demand

STOCK OUR EXCELLENT HITS

LATEST VOCAL RECORDS

rBRIGHT EYES

with OrchestJii

(Smitli -Mo tzen -Jerome) Tenor
Sam Ash

HonninJ GIVE ME A MILLION Beautiful Girls (But Give
□ <iuudu^ j^jg Thorn One At a Time) {Harry Pease— Etl.

G. Nelson & Mltxihell Parish) Tenor with Or-
[ chestra Billy Jones

(BABY DREAMS (From the Musical Play, ".Tim-
mie") (Harbach — Hammerstcin 2nd — Stothart)
Tenor with Orchestra Charles Hart

MY MAMMY (Joe Young— Sam Lewis & Walter
Donaldson) Contralto with Rega Orchestra
Vaughn De Leath

{THE LITTLE BOOK {From the Musical Play
"The Half Moon") (W. Loo Baron— V. Jacob!)
Soprano -Tenor Duet with Orcliestra
Elizabeth Spencer-Charlos Hart
DEEP IN YOUR EYES (From the Musical Play
"The Half Moon") (W. Leo Baron— V. Jacobl)
Baritone with Orchestra Elliott Shaw

LATEST DANCE RECORDS

LOOK FOR THE SILVER LINING (From Mu-
slc-al Play "Sally") {.Tproino Kern) Fox-trot
Lanin's Roseland Orchestra
HEY PAWl (Oliy ShrlKley) Fox-tnU

Jos. Samuels' Jazz Band

Od20034-;

Od20028^

SWEET MAMMA (Papa's Getting Mad) (Roso-
r IJltle-Frust) Fox-trot

Green Brothers' Novelty Band

PEKIN (Norman Wilbur) Fox-trot

Lanin's Roseland Orchestra

'ANSWER (Intro. Chorus of "Happy Hottentot")
(Norman ,1. Vause-H. Von Tilzer) Fox-trot

Lanin's Roseland, Orchestra

ORANGE BLOSSOMS (A. Piantadosl-Glogau-S.
("Irecn) Fox-trot

Harry Raderman's Jazz Orchestra

'THERE COMES A SOME DAY (Introducllie
Chorus or "Tliut's Mp") (From the Musical
Play, "The Rose Girl") Medley Fox-trot

Harry Raderman's Jazz Orchestra

I LOST MY HEART TO YOU (The Day I
Looki'd Into Your Eyos) (E, Ilavis-.t. L. Mcr-
- kur) Fox-tro( Harry Raderman's Jazz Orchestra

NESTLE IN YOUR DADDY'S ARMS (L.

lli'rsohor-,T. liurke) Fox-trot

Harry Raderman's Jazz Orchestra
DEENAH (Henry Scharf) Fox-trot

Lanin's Roseland Orchestra

lAm<

erican WciGon VjDrporationj

lOO WEST 2151 STREET
NEW YORK:

ROTTEN STONE

KEYSTONE MINERALS CO.

41 Union Square, Naw York City

THE TALKING MACHINE WORLD

May 15, 1921

ecords

The Record of Quality

QKe^^ Records represent the finest recordings on the
market today.

A large monthly release of most popular hits is an
achieved feature on QKeL. Records

QK^^w Records excel because of their round full tones.

QKeI^ Records Satisfy because the dance music is
brilliant and vigorous.

Your customers will enjoy OiU. Records because
the rhythm and time remain accurate throughout.

SERVICE IS SUCCESS

Only by giving service is success attained.

Service creates satisfaction.

Satisfaction sponsors a reliable, steady trade.

You can't give effectual service unless you receive the

same.

We guarantee satisfaction.

Consolidated Talking Machine Co.

Record Distributors
227 W. Washington St. Chicago, 111.

May 15, 1921

THE TALKING MACHINE WORLD

There's "black magic" in "Voodoo Scenes (Priestess
Dance)" and South Sea romance in "Tropical Dance
No. 4," played by the Haytian Orchestra. For "plus
sales push this latest Columbia Novelty Record.
E-7072.

Columbia Graplkoptioiie Co.

NEW YORK

ARTIST HELPS RECORD SALES

Bert Williams Assists Columbia Dealers in Stim-
ulating Business — Autographs His Records

Detroit, Mich., May 5. — Bert Williams, popular
musical comedy star and exclusive Columbia ar-
tist, appeared in this city recently at the Shubert
Detroit Opera House in connection with "Broad-
way Brevities." During his two weeks' stay the
house was packed and the show was enthusias-
tically praised by the public and the newspapers.

Bert Williams co-operated with the local Co-
lumbia dealers in every possible way and one of

How Bert Williams Was Featured

the features of his appearance here was the
autographing of his own records. Mr. Williams
visited the different stores and wherever possible
assisted in stimulating the sale of his auto-
graphed records.

Crowley-Milnor & Co., local Columbia deal-
ers, by having special window displays, including
an attractive poster and a huge Columbia record
four feet in diameter, featuring "Bright Eyes,"
secured valuable publicity and increased the sale
of Bert Williams records materially.

EXHIBITORS AT ANNUAL STYLE SHOW

At the first annual Style Show and Merchants'
Exhibit held in the Jefferson Armory in Louis-
ville, Ky., last month musical instruments were
well in evidence. The Baldwin Co. showed a
line of pianos, as well as Edison phonographs;
the L'Harmonie Co. displayed a large line of
Victrolas, including the period models; the Louis-
ville Talking Machine Co. and the Columbia
Co. showed the Columbia and Vocalion lines.
An added feature was a Victrola shown by the
L'Harmonie Co. equipped with a Magnavox,
which could be heard in any part of the building.
The Style Show lasted a week and attracted
thousands of people.

DISTRIBUTION IS INCREASING

Ansonia, Conn., May 6. — J. H. Bartholomew,
secretary of the Duo-Tone Co , Inc., of this
city, sole manufacturer of the De Luxe semi-
permanent needle, reports that he finds the
needle business throughout the country keeping
up in a satisfactory manner and that the Duo-
Tone Co. is increasine its distribution.

MUSIC EDUCATION IN MANSFIELD, 0.

Interesting and Unique Methods Adopted to
Teach Music Appreciation in Schools of That
City With the Aid of the Talking Machine

Mansfield, O., May 5. — The public schools of
this city are attracting much attention among
educators all over the country because of the
unusual pioneer work being done in public
school music and the unique methods employed
by the supervisor of music in securing musical
instruments which the Board of Education could
not supply

R. O. Chubb, supervisor of music in the public
schools, has the distinction of being the first
man in this section of the country to study the
advanced method of music appreciation and of
installing it in the schools under .his direction.
Through the medium of the Victrola Mr. Chubb
is teaching music appreciation, including har-
mony and history of music to the lower grades,
while the upper grammar grades and junior
high school classes are having courses in opera
appreciation two mornings a week. With thirty-
seven Victrolas in the seve.n Mansfield schools,
and a separate library of records in each room,
guided by an appreciation text prepared by Mrs.
Frances E. Clark, the regular teacher in each
room gives the pupils music training which it
is impossible for the music supervisor to give in
his hurried visits.

Mr. Chubb believes that jazz will be short-
lived if music appreciation courses are installed

in rural as well as city schools. When he came
to Mansfield two years ago the high school
orchestra played practically nothing but jazz
music; now they seldom do.

"If school children have the right beginning
in public school music and learn to know good
music, its history and the biographies of the
composers, they will never want jazz music. It
is only because the past generation has not been
properly trained that it even knows what jazz
is," said Mr. Chubb.

"Ever since I first heard a Victrola, and
learned something of the method of making
records, I have known that its use in the public
school was destined to mark an epoch in public
school music," he added.

Under Mr. Chubb's direction the high school
music study club of 600 boys and girls has
bought and paid for between $5,000 and $6,000
worth of Victrolas, to say nothing of the hun-
dreds of records used in the schools.

Much credit for the success of the work here
is due to local music teachers, who have co-
operated with the supervisor, and to Charles
Zitzer, local representative of the Victor Talking
Machine Co., who practically financed the proj-
ect by advancing machines to the different
buildings until the club was able to pay for them.

The property at 124 Richmond avenue, Port
Richmond, N. Y. has lately been purchased by
F. F. Hermann, of Stapleton, N. Y., who will
establish there a modern Victor music shop,
which will he splendidly equipped.

Your Problem Is Ours

Good Profits (to you)
H- Good Service (to your customers)

Answer: TONAR RECORD BRUSHES

(Trade Mark)

Have we solved the above problem correctly?

Write to-day lor prices and sample and see lor yoursell

Made in mahogany, oak and ebony colored finishes

PARKS & PARKS, Inc.

TROY, N. Y.

New York Otllce. C. E. Peabody & Co.. 186 Greenwich St.
Southern Representatives: I. W. Becker&Co., 226.^ Peachtree St.. Atlanta. Ga.

THE TALKING MACHINE WORLD

May 15, 1921

Manufacturers of
Arietta Phonographs

ROUNTREE CORPORATION, Richmond, Va.

Distributors of
Emerson Records

Order Now at These

Reduced Prices!

ARIETTA PHONOGRAPHS

MODEL

No. 1

No. 2
No. 3
No. 4

FORMER LIST PRICE

$70.00
$115.00
$150.00
$175.00

PRESENT LIST PRICE

$60.00
$100.00
$130.00
$150.00

These reductions definitely answer
the buying public's demand
for lower prices and bring the
ARIETTA down to the lowest
scale of any strictly high-grade
machine.

Reductions in wholesale prices are
in proportion to the reductions

indicated in List Prices, allowing
the dealer the same liberal
percentage of profit as formerly.

Now, more than ever before, you
need the ARIETTA. The lowered
prices mean more sales, MORE
PROFITS. Write today for our
exclusive agency proposition.

Arietta — Model I

EMERSON RECORDS FOR JUNE— NOW READY!

Reductions on all EMERSON RECORDS now in effect:

All 10-inch Records Now 85c.

All 12-inch Records Now $1.25

(List prices subject to usual trade discount).
Releases for June now ready for delivery. We carry large stocks and make immediate shipment. Wire your order — or write for list.

All Phonograph Accessories Reduced !

ROUNTREE CORPORATION

Manufacturers of
ARIETTA PHONOGRAPHS

Distributors of
EMERSON RECORDS

PHONOGRAPH

Richmond, Virginia

May 15, 1921

THE TALKING MACHINE WORLD

giiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

I THE THEORY AND PRACTICE OF CORRECT |
I LUBRICATION OF THE TALKING MACHINE MOTOR |

I By E. F. HARTZELL, |

m Mechanical and Lubrication Engineer, Member A.S.M.E. and S.A.M.E. 1

illllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllUII»

"The life of a talking machine depends upon
the lubrication of the motor." It has, been said
in truth that the heart of the talking machine
is the motor. Let us go a step farther and say
that a motor is only as good as its lubricant,
for, without the proper lubrication, the motor
i? useless.

A canvass of the different dealers and job-
pers and some manufacturers of talking ma-
chines will show that the matter of correct lu-
brication has been given very little attention,
when a little study and thought on the matter
will bring out the point that upon this one
thing, more than any other, the very life of
the machine depends. A manufacturer or dealer
is prone to dwell upon the tonal qualities of his
product, overlooking the fact that a smooth,
silent-running motor is absolutely essential to
that very thing.

In the early days of the talking machine the
motors were, in a great many cases, packed
with graphite in powder form, this method of
lubrication soon giving way to the application
of a grease blended with the graphite. The
most important thing in connection with motor
lubrication is the consistency of the lubricant.

This is a point that is frequently misunder-
stood by dealers. The consistencies of lubri-
cants on the market vary from the lightest of
lubricating oil to the heaviest of greases, and
not all of these lubricants will do effective work.
Notwithstanding the importance of using the
right lubricant, there have been instances of
dealers us'ing a heavy, sticky graphite compound,
prepared for the chains on motor trucks!

Oil applied to the springs of a motor is, in

most cases, unsatisfactory, as in the built-up
type of motor the oil runs out of the spring
barrel, leaving the spiral spring dry.

When a too heavy grade of grease is applied
to the motor it acts as a retardant, using a
great deal of the power of the spring to over-
come the resistance, causing the motor to lag
and causing the "jumping" and "knocking"
when the coils of the spiral spring separate as
the motor runs down. Not all graphites should
be used for lubrication purposes, the flake or
crystalline form being the best.

A poor grade of graphite, mixed with an im-
pure or cheap grade of grease or oil, will cause
the lubricant to grow hard and pack or cake
upon the spring, giving the motor a jerky move-
ment, the lumps acting as a lever which, when the
motor is wound, breaks the spring. A lubricant
must be mobile enough to thoroughly cover the
spring leaf, while allowing the spring to wind
and unwind freely, reducing to a minimum the
resistance on the spring. A "stringy" lubricant
of a vaseline or sticky nature will not give satis-
faction in service in a motor and should be dis-
couraged as much as possiible for this purpose.
Further, a grease must be absolutely free from
any foreign substance that will cause it to grow
hard or rancid in the spring barrel. It follows
that the highest grade of pure mineral grease,
scientifically blended with the ' purest flake
graphite, will approach as far as practical the
ideal system of lubrication for the talking
machine motor, which is essential to give the
longest and best service to the owner of the
machine. There is no such thing as a good,
cheap, graphite lubricant.

PROGRESSIVE HALIFAX STORE

Taylor Music Co.'s Exclusive Talking Machine
Store Attractively Arranged

CONTAINS PRACTICAL DATA

Current Issue of Pathe House Organ Has Many
Helpful Ideas — Timely Sales Hints

Halifax, N. S., May 3. — One of the most at-
tractive music emporiums in this city is the
exclusive talking machine establishment of the
Taylor Music Co., located at 434 Barrington
street, this city. Victrolas and Victor records

Partial View, Interior Taylor Co.'s Store
are specialties of this house, and the double
store front is always artistically decorated with
literature and displays that never fail to at-
tract those interested in music. The view of
the interior of this establishment, shown here-
with, gives an idea of the attractive way in
which this store is arranged.

The April issue of Pathe News, the Pathe
house organ, is true to form in the volume of
helpful hints placed before the Pathe dealer.
Suggestions to the dealer on how to get the
most out of the many ideas contained in this
paper were given. Many dealers call sales con-
ferences following the receipt of each issue of
Pathe News, and these conferences are found
to be very helpful from a sales standpoint.

Capitalization of the appearance of popular
Pathe artists in the dealer's home city is the
subject of several items and a schedule of the
bookings of Pathe artists is printed.

The appearance of a popular Pathe artist in
a New England city recently resulted in one of
the largest piano houses in that city taking on
the Pathe representation. In addition to the usual
monthly advertising suggestions, eight cuts for
the illustrating of the dealers' local advertising
were shown. A particularly timely sales idea
was given for the outdoor season by suggesting
that the Pathe Outing or Army and Navy
model be featured extensively.

Hoover knows the power of the business
press. That's why he recently called a confer-
ence of business press editors.

PHONOGRAPH CASES
Reinforced 3 -ply Veneer

The Standard Case for Talk-
ing Machines and Records

Let us figure on your requirements

MADE BY

PLYWOOD CORPORATION, Goldsboro, N. C.

Mills in Va., N. C. and S. C.

5LAND1N

HEARING one
violinist today and
another tomorrow, it is
difficult to judge the
more talented of the
two. But hearing them
play the same selection,
one immediately follow-
ing the other, you can
easily determine which
is the greater artist. So
it is with Blandin re-
production. You must
compare — and when
you do, no other
Phonograph will
entirely satisfy you.

Racine Phonograph Co., Inc.

RACINE, WISCONSIN.

Hear
'a Piano^

Record
oi\ tRo

.Dlandini

EDISON DEALERS IN CONVENTION

Retailers in Texas-Oklahoma Territory
Meeting in Oklahoma City

Hold

Oklahoma City, Oki.a., May 2. — A convention
of Edison phonograph dealers in the Texas-Ok-
lahoma territory was held at the Huckins Hotel
here, on Monday and Tuesday, April 18 and
19, with between fifty and sixty dealers in at-
tendance. A. H. Curry, president of the Texas-
Oklahoma Phonograph Co., Edison jobber,
presided at the meeting, and addresses were
made by W. F. Taylor, advertising manager of
the company, and J. M. Callahan, of Thos. A.
Edison, Inc., Orange, N. J. The big social fea-
ture of the convention was the banquet on Mon-
day evening, which was a fitting close to a most
enjoyable and prolitable reunion.

THE TALKING MACHINE WORLD

May 15, 1921

Charles Hackett, the greaiest tenor singing today,
sings straight trom the heart, "Love Sends a Little
Gift of Roses/' Hitch your symphony record sales
to this exclusive Columbia star. Columbia 79518.

Columbia Graphoplione Co.

NEW YORK

COMMENTS ON THE FEATURING OF SYMPHONY RECORDS

M. Lincoln Schuster, in Discussing- a Recent Article in Printers' Ink Relative to the Mar-
keting- of Red Seal Records, Expresses Regret That the Classics Are Not Presented More
Strongly — An Interesting Informative Reply From Ernest John, of the Victor Co.

Reference -was made in last month's World to
an interesting article by Roland Cole, in Print-
ers'" Ink, in which he described the methods used
by the Victor Talking Machine Co. for teaching
its dealers ho-w to increase the sale of Red
Seal records. This article caught the eye of
M. Lincoln Schuster, of New York, who wrote
the same publication under date of April 13 as
follows:

"Roland Cole's article in the March 31 issue of Printers'
Ink on musical records was unusually interesting. It sug-
gested several lines of thought.

"A little informal interviewing among many of my
friends and acquaintances, including those who are deeply
interested in so-called classical music, indicates that most
of them associate the Victrola and other talking machines
with (1) dance or jazz records; (2) soloists of the type of
Caruso, Galli-Curci and Kreisler. This is all good enough
so far as it goes, hut a third class should he added, (3)
orchestral or symphonic music.

"For a long time I did not realize that it was possible
to render orchestral music adequately on the talking ma-
chine. Quite by accident I made the discovery, and
for the last - two years have been building up a rather
complete library of symphony records. They are rendered
in an astonishingly effective manner. JIany students and
critics hold that the highest form of absolute music is the
sjTnphony or the string quartet. Both of these types are
rendered particularly well on the talking machines, and yet
the average music lover does not know this. I have con-
firmed this impression by frequent talks with talking ma-
chine salesmen. I can play at home on my Victor the
complete C Minor symphony of Beethoven, the 'Rienzi'
overture by Wagner, 'The Invitation to the "Waltz,' 'The
Unfinished Symphony* and single movements from various
other symphonies and symphonic suites, from Gluck to
Tschaikowsky. The Fifth symphony of Beethoven consists
of four double-face records. The exact total of playing
time of these is thirty minutes, only one minute less than
the playing of the Philharmonic or ^New York Symphony
Orchestra at Carnegie Hall. Despite the obvious mechanical
limitations, the rendition is astoundingly realistic.

"It seems to me the advertising managers and salesmen
should give more attention to these phases of the subject.
Here is a field worthy of the most intense cultivation.
"Witness the audiences attending in New York Citv, the

Philharmonic, National and New York Symphony Orchestras
and the visiting ones from Philadelphia, Boston, Milan and
other cities.* Cities like Cleveland, Chicago, Philadelphia,
Boston, Minneapolis, Cincinnati, - Los Angeles and San
Francisco maintain and support symphony orchestras. Many
others can be mentioned.

"Why not sell the symphony idea? It should not be
relegated to second fiddle in the orchestration of the talking
machine company's educational, selling and advertising
plans. On the contrary, it is clearly entitled to the concert-
master's chair."

Ih reply to this letter the editor of Printers'
Ink pointed out that: "The article did not deal
with the character of the musical selections
themselves, as to whether one form of selection,
such as a vocal or instrumental solo, was a
higher or lower form of music than a string
quartet or orchestral rendition of a symphony.

"In regard to the point raised by Mr. Schus-
ter, however, Ernest John, manager of the ad-
vertising department of the Victor Co., has this
to say:

" 'As to our advertising, yes, we have, by
newspaper and magazine space, by posters, and
b}^ our supplement, given about as much space
to the -symphonies as to any other branch of
music. Reference to our symphony records is
made in almost every advertisement we use
touching on the music the Victrola makes avail-
able, but the symphony has never of itself con-
tributed a headline advertisement.

" 'You will be interested in knowing that until
we brought out the first records by the BostC)n
Symphony Orchestra some four or five years
ago, then under the direction of the famous Dr.
Muck, no complete orchestra has been recorded
by any talking machine (to the best of our
knowledge). It was a decided step forward and
has much to do with the discoveries your cor-
respondent has made in the history of music.

" '\'\'e are prettj^ sure the symphony section

of "How to get the most out of your Victrola"
embodies the keynote of our presentation of
records of this type to the' salesmanship class.'

"We do not believe the Victor Co. has been
missing any bets in its advertising by not having
put greater stress upon string quartets and
symphonies. The percentage of the public ca-
pable of appreciating such music is very small
in comparison with those who buy musical in-
struments for the sake of enjoying the lighter
forms.

"Despite the many impressive audiences at
Carnegie Hall the Victor people know, that it
will pay them better to get the ear of 95 per
cent of the public rather than 5 per cent. Herein
is a good point for most other advertisers: Fol-
low the line of least resistance! Once in a
while it will be good policy to cultivate the
minority, but most of the advertising should be
directed at the most responsive and easiest
sold market. Set your traps where the mice
run." ,ic * * *

The World is in entire sympathy with the
closing sentences of Mr. Schuster's letter. There
is a distinct opportunity for sales promotion in
the symphony and quartet fields — in fact, in
high-class records generally — but the point' has
not been emphasized, as it should be, that the
Victor Co. has realized the importance of this
situation by conducting a school for salesman-
ship in which salesmen are instructed regarding
the history and importance of these records
and their makers so as to fit them to handle
them intelliffuntly.

We cannot subscribe to the idea that the
majority of the American people will be sup-
porters forever of the so-called jazz or popular
type of music. The time will come — thanks to
the talking machine, which is proving a most
liberal and educational factor in the musical
field — when a larger number of people in
the United States will buy records of the noted
s3'mphony, quartet and other musical organiza-
tions, wh-ch interpret the works of the great
masters in the field of composition.

SOUTHERN DISTRIBUTORS

L PHONOGRAPHS
a.d RECORDS

GRAY & DUDLEY CO.

Write Today for Agency Proposition
NASHVILLE - - - TENNESSEE

The Talking Machine World, New York, May 15, 1921

ANNOUNCES

The World- Famous Irish Tenor

John Mc Cormack

70001

$1.00

70002
10^^ in.^
$1.00

In Two Famous Irish Songs

DEAR LITTLE SHAMROCK,

John McCormack, OrchestrajAccompaniment

A NATION ONCE AGAIN,

John McCormack, Orchestra Accompaniment

These Records Are John McCormack Himself

No More Need Be Said

Production of these records is completed. Orders placed now
will receive immediate shipment.

These recordings were made in London for the International
Talking Machine Company. We have secured at great expense
a license to ofifer them to the American public.

GENERAL PHONOGRAPH CORPORATION

OTTO HEINEMAN, President

25 West 45th Street
NEW YORK

CMsL Records

THE TALKING MACHINE WORLD

May is, 1921

Does your Phonograph Depart-
ment Dominate — or Drag?

ADALION franchise may double your present profits in
your phonograph and record business. Our selling plans
are progressive. They get you somewhere — in short order.
Superbly made instruments and interesting sales methods are
the combination that wins.

Beautiful
Cabinets

Customers are instantly at-
tracted by the artistry of
Dalion design and super fin-
ish. To see the stunning ex-
teriors secured in these fine
instruments is to realize their
solid worth. Auto-file for
convenient record filing; uni-
versal tone-arm plays all
records; wonderfully smooth
motor mechanism. Write for
particulars.

We have just checked up on several
hundred Dalion agents appointed
this year. The Dalion line has with-
out exception increased sales, not-
withstanding the depression from
which we are emerging! In lots of
instances taking on the Dalion line
has doubled — and tripled — previous
totals in this department.

Get a well-rounded assortment of
really beautiful instruments. With
a price range that includes all classes
around you. Built by a factory that

is coming strong! Backed by an
organization that gives you prac-
tical, localized selling help.

You can put Dalion instruments in
your store and build a phonograph
trade which will not swallow your
identity. You will find them easier
— not harder — to sell.

Once more, let us remind you that
no phonograph on the market today
offers more practical advantages or
more perfect cabinet-work and
finish.

Milwaukee Talking Machine Mfg. Co.

Milwaukee, Wisconsin, U. S. A.

May 15, 1921

THE TALKING MACHINE WORLD

BUSINESS-GETTING IDEAS IN NEW YORK'S EAST SIDE

Joseph H. Mayers, Owner of the International Phonograph Co., Demonstrates His Hustling
Ability by a Number of Aggfressive and Progressive Plans for Developing Business

"Keep the customers you've got." This is the
telling slogan that the International Phonograph
Co., of 103 Essex street, New York, is convert-
ing into hard practice these days when the slow-
moving themes are predominating, for the while,
in the talking machine business world.

Joseph H. Mayers, owner of this big retail
establishment who conducts another one as
well at 208 Essex street, is a firm believer in
modern, effective ways of bringing business in-
side his door and such mediums for accelerating
trade as circularizing, canvassing, following up,
periodical concerts, etc., are taken as a matter of
course by him. It is in the newer and self-
developed ideas for helping business along that
Mr. Mayers excels. Two illustrations of the
latter, which were lately effective and which
originated in this proprietoil's merdhandising
mind, are to the point:

The International Phonograph Co. for fifteen
years has enjoyed a clientele almost exclusively
among the Jewish and Italian constituency of
the east side of New York. These thrifty,
music-loving people are inveterate talking ma-
chine fans and show consummate taste both in
their selection of machines and in the buying of
records. Whether the latter be of the operatic
variety or otherwise, taste and a definite knowl-
edge of what they want are the outstanding char-
acteristics of these classes of buyers. Faithful
observers of their holidays, they make these fes-
tive times the occasions for musical expression
if any excuse whatever exists for doing so.

Some few years ago Mr. Mayers began the
practice of sending each one of his store patrons
and friends, a fortnight before every Jewish or
Italian holiday, an intimate letter of greeting,
expressing his personal sense of appreciation
for their good will and wishing them the com-
pliments of the season. These letters are
always typed and sent as first-class mail— like
any other private, friendly communication.
Though the ultimate business results of these
letters were not entirely foreseen by Mr. Mayers
and though their origination was not entirely due
to business-getting instincts, their reaction on
trade at the International Phonograph Co.'s
store was amazing. Year by year they have
been increasingly effective in bringing much
extra business to this house at the holiday pe-
riods and the felicitous contacts they have
achieved between store owner and patron have
been very real.

Another and more recent case:

Casting about for an entirely new idea as to
the best and quickest way to get his friends ac-
quainted with his present new establishment at
103 Essex street, whither moved from 101,
on the same street, on October 2 last, Mr.
Mayers devised the following scheme:

Through large newspaper advertisements in
the Jewish and Italian press he made known his
new whereabouts and issued a cordial invita-

tion to all to visit his place of business. He
did not stop there, however, like a less thought-
ful and less resourceful store owner might do.
No, sir! His advertisements contained a most
generous offer to award prizes consisting of talk-
ing machines, records and cash for the best
letter expressions relative to the virtues of his
new store coming from those who might visit it.

The prizes put out by Mr. Mayers were: First
prize, Victrola; second prize, Grafonola; third
prize, $50 worth of records (to be selected by
the winner); fourth prize, $25 in cash; twenty-
five prizes of $5 and 250 prizes of $2.

The contest, which closed less than a month

ago, brought to his new store by actual count
over 11,000 letters, which, of necessity, of course,
meant that number of visitors to his place of
business. As a matter of fact more than twice
this number made their pilgrimage to the shop
during the opening weeks when the contest was
running, the bulk of those doing so neglecting
to send in their epistolary opinion of the store
and thus take part in the race.

Mr. Mayers called this a "Literary Contest,"
and so it was advertised in the newspapers. The
winners were notified of their success by mail
and neatly engraved certificates were enclosed in
the letters telling of their rewards when they
came to^ the store. The contest proved of un-
precedented value as a business and friend
getter and Mr. Mayers' friends and clientele
haven't yet stopped talking about the big hit
this unique advertising venture made with them.

BELIEVERS IN ADVERTISING

HEMPEL SINGS FOR WIRELESS

How the Imfeld Music Store Brings the Victrola
to the Attention of the Public

'Hamilton, O., May 6. — This isn't a real Victrola,
but there's one on the inside and someone to
keep it playing, too. The Imfeld Music Store,
Victor dealer of this city, is a firm believer in
advertising. This plan of featuring the new

How Imfeld Featured the Victrola

monthly records has met with great success.
Concerts are given each noon at the factories
and along the main streets oE the city, and
many new customers have been brought to this
exclusive Victor store through music played on
"The Big Victrola."

LYRIC MUSIC SHOP TO OPEN

The Lyric Music Shop is shortly to open in the
new Kavovitz Building on South Main street,
Portchester, N. Y., under the direction of Fred H.
Ponty. The structure is now nearing completion.
Mr. Ponty, who has been a dealer in Victor talk-
ing machines and records for many years, will
continue these popular lines as well as his art
stocks in his new establishment.

Needle op ine

A Near Permanent Needle

A CACTUS NEEDLE
THAT
SELLS ITSELF

Produces clear, soft, natural tones;
eliminates surface noise; brings
out all subtle details of the music,
and preserves the records.

Needles can be repointed on
sharpener enclosed in package, so
that each needle will play an in-
definite number of records.

Edison Artist Makes Interesting Experiment
While in San Francisco

Frieda Hempel, the noted Edison artist, re-
cently gave her first concert via wireless while
in San Francisco, and the tones of her voice
were picked up from stations as far away as
Honolulu, 2,100 miles; Point Loma, 1,500 miles
to the south, and even in Alaska. Mme. Hempel
selected for the test two well-known melodies,
"The Blue Danube" and "Home, Sweet Home."

The radio concert was arranged by the San
Francisco Call and was given in the radio room
of the California Theatre, the DeForest radio
phone being tuned to 1,260 meters wave length.
Lieutenant Ellery Wheeler Stone had full
charge of the scientific end of the concert. He
assured the prima donna she had a perfect
"wireless voice."

Mme. Hempel's tour with the Chicago Opera
Company to the Pacific Coast has been a series
of triumphs in her famous roles. She closed
her engagement with the company late last
month in Denver, and soon after her return
to New York will sail for Europe to spend her
vacation in the Alps.

GRAFONOLA HELPS SHRINE WEEK

E. A. Taylor & Co.'s Shop Features Instrument
in Unique Window Display

Shrine Week, in Helena, Mont., was observed
uniquely by E. A. Taylor & Co.'s Grafonola
Shop there, which gave a real Oriental atmos-
phere to its show window. "Siam Soo," an Ori-
ental dancing girl, who dances to the music of
the Grafonola was the big attraction. The Shrine
colors were also given place in the window-

FOOD FOR THOUGHT

There is food for thought in the list (and suc-
cess) of the concerns who keep on advertising.
The World reaches a lot of your prospects
oftener than your salesmen do.

Century

ATTRACTIVE INDUCE-
MENTS MADE TO JOBBERS

For Samples and Particulars
Write to

THE PERMO COMPANY

4215 TERRACE ST.,
OAKLAND, CALIFORNIA

THE TALKING MACHINE WORLD

May is, 1921

PHONOGRAPHS

(Properly Priced)

The dealer who has finally cleared
his floor of "vinknowns" will find
the Emerson Phonograph line de-
cidedly interesting.

There are nine handsomely de-
signed models, each an example of
excellent craftsmanship, all evi-
dencing VALUE !

Several special features impress the
prospective purchaser. Chief and
exclusive among them is the Emer-
son Music Master Horn with which
every model is equipped, even the
lowest priced.

Science Says "Round"

The world's greatest authorities on
acoustics declare that SOUND
travels in spiral waves, similar to
the ripples formed when a stone is
thrown into a pool of water.

It is in recognition of this scien-
tifically proven principle that the
famous Music Master Horn, round
and trumpet shaped, is built into
the Emerson Phonograph, taking
the place of the conventional type
of- sound chamber in other makes
of machines.

This Horn is not veneered, but
SOLID SPRUCE, most resonant
and sound amplifying of all woods.

The resultant production is start-
lingly clear and mellow, appealing
instantly to the trained musical ear.
It is this advantage which the
EMERSON has over all other ma-
chines, that has so steadily in-
creased demand.

Write for catalog illustrating and
describing the nine different at-
tractively priced Emerson models.
It will be worth your while !

^mersoTL

Becordsqnd

RECORDS

Oh happy day, oh joyous hour.
Oh time of bliss and cheer,
Again the door swings merrily.
They come from far and near.

They throng into his store in crowds,
Each booth is quickly filled,
The air with melody resoimds —
NEW EMERSONS ARE HERE!

Each selection replete with that character, atmosphere, snap and
attention to detail that makes every purchaser an Emerson fan.

Popular Songs

10366

10368

10369

10.370

10371

10372

10373

10378

IF THAT'S WHAT YOU WANT HERE IT IS. "Blues." Character Song,

Lillyn Brown and Her Jazs-Bo Syncopators

EVER LOVIN' BLUES. "Blues." Character Song,

Lillyn Brown and Her Jass-Bo Syncopators

MY MAMMY'S TEARS. Ballad ..NMe Sissle and His Sissling Sincopators

ROYAL GARDEN BLUES. "Blues." Novelty Song Nohle Sissle

DOWN YONDER. Character Song Al Bernard and Ernest Hare

I AIN'T AFRAID OF NUTHIN' DAT'S ALIVE. Character Song.... Al Bernard

SHE KNOWS IT. Character Song Arthur Fields

OH BOY. Comedy Song Arthur Fields

PEGGY O'NEIL. Tenor Solo Hugh Donovan

ROSE OF ATHLONE. Tenor Solo, Hugh Donovan

IRELAND— OUR LAND! Tenor Solo Hugh Donovan

THAT TUMBLE DOWN SHACK IN ATHLONE. Tenor Solo. . ..Hugh Donovan

Latest Dance Hits

REBECCA. Fox-trot Lamn's Roscland Orchestra

CHURCH STREET SOBBIN' BLUES. Fox-trot Plantation Dance Orchestra

SWEETHE.A.RT. Fox-trot Joseph Samuels' Music Masters

MADELINE. Fox-trot ■ Joseph Samuels' Music Masters

PUCKER UP AND WHISTLE. Fox-trot .Merry Melody Men

CLOCK OF LOVE. Fox-trot Lanin's Roselard Orchestra

MAYBE. Fox-trot Selvin's Novelty Orchestra

SWEET LOVE. Fox-trot Selvin's Novelty Orchestra

WHAT COULD BE SWEETER. Fox-trot Erdody's Famous Orchestra

MY DREAM ROSE. Fox-trot Erdody's Famous Orchestra

STARS OF NORMANDY. Fox-trot Green Brothers' Novelty Band

SAY YOU'LL BE MINE, Waltz Green Brothers' Novelty Band

Standard Instrumental

VIENNESE POPULAR SONG (Kreisler). Violin Solo Marie Daivson Morrell

SOUVENIR (Drdla). Violia Solo....' Marie Dawson Morrell

Emerson Records in Germaui, Polish, Italian and Hebrew-Jewish are a big
asset to the deeJer catering to these nationalities.

EMERSON PHONOGRAPH COMPANY, Inc.

New York Chicago
206 Fifth Avenue 315 So. Wabash Avenue

May 15, 1921

THE TALKING MACHINE WORLD

USES AN EFFECTIVE ROAD SIGN

Memphis, Tenn., May 6. — Reinhardt's, 52 South
Main street, Columbia dealer, is using a road
sign in the country territory as a medium for
effective publicity, featuring the Columbia line.

How Reinhardt's Booms the Columbia

This road sign is reproduced herewith and its
attractiveness has served to produce tangible
results and invaluable advertising for Reinhardt's
and the Columbia product.

ISSUE RECORD OF "MON HOMME"

Odeon Record of Famous Popular Song in
Hands of Dealers — Well Received by Trade

The American Odeon Corp., New York, manu-
facturer of Odeon records, has announced to
the trade that it is the first company in the in-
dustry to issue a record of the famous French
selection "Mon Homme," which is one of the
musical sensations of Europe and America.
Odeon records of this number are now in the
hands of the dealers and the company is being
congratulated upon its enterprise in issuing at
such an early date a record of one of the most
popular hits of the year.

The Odeon record of "Mon Homme" is sung
by Vaughn de Leath, a well-known contralto,
and Odeon dealers are placing orders for this
record in large quantities in recognition of the
fact that "Mon Homme" is being advertised
extensively through every possible medium.

REFLEXO PRODUCTS IN FAVOR

The new Gilt Edge needle, made by the Re-
flexo Products Co., New York, is proving very
popular and has already received excellent dis-
tribution throughout the entire country. The
fact that this needle has a Bagshaw base is an
assurance of its quality and has been an im-
portant factor in the dealers' decision to handle
this new needle. Julius Roos, of the Reflexo
organization, has completed a trip in the inter-
est of the various Reflexo products that has
proved profitable from every angle.

The Reflexo Products Co. has recently sent
out to its many friends a leather bill fold, the in-
side flap of which appropriately calls attention
to the fact that if Gilt Edge needles are sold the
bill fold will be kept filled.

GRANBY PHONOGRAPH IN INDIA

Norfolk, Va., May 2. — India, or a portion of that
large country, is shortly to have the opportunity
of hearing music rendered through the medium
of the Granby phonograph. The Granby Phono-
graph Corp., of this city, has just shipped a
Queen Anne model Granlay phonograph from
its factory at Newport News to a Rev. and Mrs.
Goedke, missionaries to India. These good peo-
ple plan to make efficient use of this instrument
in their evangelical work in that country.

N. V. A. BUYS BRUNSWICK

Well-known Vaudeville Association Purchases
Period Model — Placed in Foyer of Club

Edward Strauss, manager of the New York
branch of the Brunswick-Balke-Collender Co.,
stated this week that the National Vaudeville
Artists, 229 West Forty-sixth street, New York,
had purchased a Brunswick period phonograph,
which had been placed in the main foyer of the
clubrooms, for the use of its members. The
organization selected a Stratford model, which
is one of the most attractive designs in the
Brunswick period line.

Mr. Strauss is keenly delighted over this sale,
owing to the fact that the National Vaudeville
Artists, the N. V. A., as it is popularly known, is
the official organization of the vaudeville artists
of America. It includes in its membership every
vaudeville actor of note, and the fact that the
club selected a Brunswick for use in its club-
rooms is a striking tribute to the qualities of the
instrument which is steadily growing in favor

A PLAN TO EXPAND RECORD SALES

Doty-Salisbury Co., of Flint, Mich., Appoints a
"Board of Four" to Pass on Records

Flint, Mich., May 4. — A rather original plan
to develop interest in record trade was recently
devised by the Doty-Salisbury store at 520-22
South Saginaw street, this city, dealer in Co-
lumbia Grafonolas and records. In a recent is-
sue of the daily papers this company had an at-
tractive advertisement, w^hich read: "With a
view to aiding the many patrons of our record
department to a quicker and better selection of
the leading Colum'bia record hits, we have created
a 'Board of Four' which will make public what
they consider to be the 'hits' in dance, song and
classics. The respective positions and vocations
of the board duly qualify them as efficient judges
and their opinions, we are assured, will be of
material benefit to our many patrons." The
"Board of Four" consists of Raymond Cook
and Bill Mills, orchestra leaders; Miss Grace St.
Denis, who is in touch with the latest musical

in the New York territory. hits, and Miss D. A. Thompson, music critic.

An Investment

nPHERE is no use gambling with
your life's work. Make it a sure
investment instead of a speculation.
If you center on Victor merchandise
as the line of goods which you will
handle, you are certain to build up a
thriving business, as Victor supremacy
spells satisfaction for the dealer.

And as for satisfactory service from
your jobber — well, are you on our
mailing list receiving business build-
ing bulletins.'^

Buffalo Talking Machine Co.

Buffalo, N, Y.

THE TALKING MACHINE WORLD

May 15, 1921

Two new blues-chasers by Frank Crumit are, "I
Used to Love You But It's All Over Now" and "No
Wonder Pm Blue." They'll put your customers in
good humor— and that's buying humor— every time
you play them* A-3388.

Columbia Grapiiophone Co.

NEW YORM

SOUTHERN VICTOR DEALERS TO MEET IN NEW ORLEANS COMPLETE FACTORY ADDITION

Arrangements Have Been Consummated for a Great Gathering on May 18 and 19 — Notable
Committee Appointed — How Jazz Records Sell — J. A. Hofheinz Gives Reasons for Optimism

Seaburg Mfg. Co. Increases Manufacturing Facil-
ities— Issues Attractive Folder

New Orleans, La., Ma}' 6. — While conditions
in talking machine circles in New Orleans, to
use the old expression, "could be much better,"
they could be much worse. Some dealers are
not inclined to view the present conditions in
a pessimistic way. Most of them are show,ing a
fighting spirit in getting business, and quite a
number of them will show an increase at the
end of the month — so they say.

Preparations are being made for the annual
meeting of the Southern Victor Dealers' Asso-
ciation in New Orleans, May 18 and 19, and a
big attendance is looked for from the Southern
States. A local committee, composed of J. V.
Dugan, of the Dugan Piano Co.; Ned Wilson,
of the Collins Piano Co., and John A. Hofheinz,
manager of Werlein's wholesale Victor depart-
ment, has been appointed by President B. B.
Burton, of the Association. Alany good fea-
tures will be introduced that will be of much
interest to all who attend. This committee is
also not overlooking the social features that
always pla}- such a nice part at these gatherings.
The meeting is designed to show that there is
much to be derived from unity of effort and
purpose, particularly at this time, and it is cer-
tain that every dealer who comes to the conven-
tion will be well repaid for time and money
spent.

The trade is enjoi'ing a visit from E. M.
Satterthwaite, the Victor Co.'s representative in
this territory. Mr. Satterthwaite is an old ex-
perienced Victor man in every sense of the
word, and he is receiving a cordial welcome from
the six Victor dealerships in the city.

H. Perloff, Columbia dealer in New Orleans,
made a sale of Marion Harris' "St. Louis Blues"
to a negro; in wrapping the record, Perloff re-
marked to his wife that there were but two more

ing the remark, was thoughtful for a moment,
then, according to the dealer, the following con-
versation took place:

"Boss, you better gimme all three of dem
records."

"All right; it's a good idea to take them now.
I suppose you have some friends to whom you
want to present them."

"No, suh; but it's dis way, youse only got
two mo' left an' I'se had a hawd time gittin'
one. I mout break one. I knows I'se grwine to
ware out one an' I shore has to have one in dc
house permanent."

John A. Hofheinz, recently installed as man-
ager of the Werlein wholesale Victor depart-
ment, has just returned from a two weeks' trip
through the territory, calling on the trade. He
finds things far from discouraging, as reported
from other sections of the country, and feels
that talking machine dealers are very fortunate
in having a commodity to offer that supplies
the need of every home, such as music does
to-day.

Jamestown, N. Y., May 5. — The Seaburg Manu-
facturing Co., of this city, manufacturer of
Librola phonographs, has recently completed an
addition to its factory, giving its manufacturing
plant an area of 225 feet by 75 feet. The
factory is a three-story building and new ma-
chinery of the most up-to-date type has been
installed recently in order to give the company
efficient manufacturing facilities.

This company has also adopted a distinctive
trade-mark, featuring the word "Librola," with a

HORACE M. HULL IN NEW YORK

Manager of the Aeolian Co., San Francisco,
Brings Good Report From the Coast

Horace M. Hull, manager of the Aeolian Co.
of California, with headquarters in San Fran-
cisco, arrived at Aeolian Hall, in New York, re-
cently on a visit. Mr. Hull said that the South-
ern section was in particularly good shape. Mr.
Hull has been on the Coast for a year and dur-
ing that time has opened a number of excel-
lent accounts for the Vocalion and Vocation rec-
ords and the Melodee rolls, all of which are
steadily growing in popularity in his section of
the country.

The Big Seaburg Plant Now Occupied

line underneath reading "A library table-phono-
graph." This trade-mark is being used to ad-
vantage in the company's publicity and in the
advertising used by its dealers.

There has just come off the press a four-
page folder showing all of the Librola models,
and the attractiveness of this folder has been
commented upon most favorably by the com-
pany's dealers. Among the instruments featured
are the new Librola period models, including the
Louis XVI and Queen Anne, which have at-
tained signal success. The Louis XVI is manu-
factured in two types, known as numbers 225
and 175, and there is also a period model known
as number 125, which has been very well re-
ceived. Other popular models are numbers
65 and 110, the latter an Adam upright design.

AT YOUR SERVICE!

Werlein^s

New Orleans

South's Foremost

Jobber

City

PHILIP WERLEIN, Ltd., New Orleans, La.

May 15, 1921

THE TALKING MACHINE WORLD

$15 Tonofone
Window Display

oAnother big sales winner for
Tonofone dealers— Send coupon
for special order of Tonofone
Needles and get this FREE
window display

Each year we spend thousands of dollars
to help dealers increase their Tonofone Needle
sales and profits.

Pictured at the right is a big new feature.
The new Tonofone Window Display is being
used by progressive stores on Michigan and
Wabash Avenues, Chicago; on Broadway,
New York, and on other prominent streets in
these and many other large and small cities,
where window space is so valuable that only
powerful displays can gain a place.

The Tonofone Window Display, which we
can now supply to dealers everywhere, is
valued at $15.00. Yet it is sent you free. You
simply mail the order blank. We will send
youthefree display and theTonofone Needles,
so that you can supply the immediate demand
which the display has never failed to create.

You take no risk. The display is a proved
sales producer,not only of Tonofones,but also
of records and machines. For example, the
Utley Piano Company, Buffalo, N. Y., sold
an average of nearly two cartons of Tonofone
Needles each day the display was in place.
Besides, sales in their record department
were greatly increased.

The Grafonola Shop, Chicago — Central Piano Co.,
Chicago — Mabley&Carew Co., Cincinnati, and scores
of others give similar testimony. Tonofone satisfies
music lovers and they are the people who make the phono-
graph business profitable and permanent.

The Tonofone Flexible Point a proved success !

Over 3,500 dealers know the perfection attained in
Tonofone Needles. They sell them and use them in
demonstrating, because they give more accurate repro-
duction of original tone and expression. Due to their
soft, flexible point, they get every tone pure and true
and actually prolong the life of records. Made in only
one tone — all tones (loud, soft and medium) with
the same needle. Each needle plays 20 to 50 records
— any disc record on any phonograph. There are two
sizes of packages— the popular "12 for 25c" package
and the "4 for 10c" package. Either size comes 100
packages to the carton.

Just clip the coupon below, sign and mail today. No
inerchandising move you ever made will pay you a
bigger proportionate profit.

R. C. WADE CO., 1 10 S. Wabash Ave., Chicago, III
Send your orders to one of our Wholesale Distributors

FREE

TONOFONE WINDOW DISPLAY shown above includes dummy carton, 1 handsome
18x25 Display Card in oil colors, 2 smaller embossed cards in 5 colors, 1000 genuine
TONOFONE needles, and other valuable advertising helps. Easily and quickly installed.
Sent FREE with order amounting to $40.00.

TONOFONE Wholesale Distributors

ATLANTA. GA.

Atlanta Hiawatha Phono. Co.
607 Austell BIdg.
BOSTON, MASS.
Kraft. Bates & Spencer,

1265 Boylston St.
Lansing Sales Co.,

Eliot and Warrenton Sta.
The Phono. Supply Co..
27 Court S(i.
BUFFALO, N. Y.
Iroquois Sales Corp.,
14 N. Division.
CAPE GIRARDEAU, MO.

The Excelsior Music Co.
CELINA, OHIO.
The Harponola Co.
CHICAGO, ILL.
Chicago Music Supply Co.

208 N. Wabash.
Consolidated Talk. Maeh. Co.

227 E. Wasliiiitton St.
Emerson IMionn (.'o.,

315 S. Wal.asli
FuIler-M"iri.sMin Co.,

540 W. liiiiKliilpli St.
Humistnii KiclMii; Co.,

312 VV. H:ind()l|>h St.
Lakeside Supply Co.,

416 S. Dearborn St.
\Vm. H. Lyons,

17 \V. Lake St.
Henry Paulson & Co.,

37 S. Wabash.
Tonk Bros. Co.. 323 S, Wabash
CINCINNATI, OHIO. .
The Aeolian Co., 25 E. 4th St.
SterllnK Roll & Record Co.,

137 W. 4th St.
CLEVELAND, OHIO.
Kennedy-Green Co.,

1865 Prospect Ave.
Western Musical Sales Co.,

2579 E. 55th St.
COLUMBUS, OHIO.

Emerson Ohio Co.. 36 W. Stale
DALLAS, TEXAS.
Geo. W. Stolte Co..

601 Elm St.
Tcxius TalUini! Machine Co.,

907 Coiiniiercc St.
DAVENPORT, IOWA.
Arthur 1>. Piano Co..

121 E. 2d St.

DAYTON, OHIO.

The Meteor Phono. Co.,
123 E .5th St.
DES MOINES, IOWA.

Des Moines Drug Co.
DETROIT, MICH.

Burnham Stoepel & Co.

Lind & Marks Co.,
Cor. Congress and Bates.
FARGO, N. D.

Stone Piano Co.
FT. SMITH, ARK.

John Schaap & Sons Co.
INDIANAPOLIS, IND.

Capitol Paper Co.

Lathrop-McFarland Co.,

Mooncy-Mueller-Ward Co.
IOWA CITY, IOWA.

The Masterphone Co.
KANSAS CITY, MO.

Acme Phono. Co., Ozark Bldg.

The McPlke Drug Co.

The Stelnola Co.,
14th fc Michigan.
MEMPHIS, TENN.

Ellls-.)oncs Drug Co.
MILWAUKEE, WIS.

E. R. Godfrey & Sons Co.

Hocffler Piano Mfg. Co.,

The Yahr & Lange Drug Co.
MINNEAPOLIS, MINN.

Stone Piano Co., 828 Nicollet.
MONROE, LA.

Monroe Furniture Co.
MONTGOMERY, ALA.

.Icsse French & Sons Piano Co.
MONTPELIER, VT.

Buswell's Book Store.
MT. VERNON, OHIO.

The L. C. Penn Co.
NEW YORK CITY.

Cabinet & Accessories Co.,
145 K. 34th.

Cardinal Phono. Co.,
106 v.. 19th.

Eiustern Phono. Corp.,
100 W, 21st.

Eniersfui Record Sales Co.,
206 5th Ave.
OKLAHOMA CITY, OKLA.
Alexander Drug Co.

OMAHA, NEB.
Carpenter Paper Co.,
Paxton & Gallagher Co.
PHILADELPHIA, PA.
The Dutton Corp.,

1025 Arch St.
M. D. Swisher, 115 S. Tenth.
PITTSBURGH, PA.
Shipley-Massingham Co.,

949 Penn.
Sterling Roll & Record Co.,
436 Fourth Ave.
POPLAR BLUFF, MO.

BluH City Mfg. Co.
PORTLAND, ORE.
L. D. Heater, 614 E. 28th St.
RICHMOND, VA.
Rountree Corp. ,111 W. Broad.
ROANOKE. VA.
Roanoke Cycle Company.
SALT LAKE CITY, UTAH.
Columbia Stores Co.
SAN FRANCISCO, CAL.
Walter S. Gray Co..
942 Market.
SCRANTON, PA.
Milton G. Schiller Co..
308 Lackawanna.
SEATTLE. WASH.
Vaudaphone Corp.
Empire Bldg.
ST. LOUIS, MO.
The Aeolian Co.

1004 Olive St,
The Arlnplmno Co.

1103 Olive St-
Associ;ite(l 1 urniturc Mfrs.,

1209 \V:i.sliliif;tciTi Ave.
Murinaiui rhiiiin Co.,

1318 ()li\ I- St
Shaplelgli llardwai-c Co.,
Val's .\cce,s.siiry House,
1000 Pine St.
ST. PAUL, MINN.
Farwell, Ozniuni, Kirk & Co.
Northwestern Phono. Supply

Co., 27 E. 7th St,
G. Sominers <& Company.
WALDEN. N. Y.
Steer & Steer. 69 Main St.
WASHINGTON. D. C.
O. .1. DeMoll & Co.,
l-'lh and G Sis,. N. W.

ORDER BLANK

R. C. WADE CO., 1 10 S. Wabash Ave, Chicago
■I Gentlemen: Please send free all material necessary for the I"
! Tonofone Window Display. Also enter our order as follows \

I for Tonofone Needles to supply the immediate demand I
created by the window display : \
I Two cartons f 100 pkBs.ea.)"4 for 10c'*size at $ 6.00 — $12.00 I
' TwocartonsfIOOpkgs.ea.)"l2for25c*'si:eat 14-00— 28.00 J
I ^ $40.00 I

I Firm Name |

I Street >

City State j

* The above needles retail for $70.00, giving you a very un- '
I usual profit. Needles arc positively guaranteed. Terms: cash I
with order, less 2?5, or 30 days net on approved references '

The 'Phonograph ^\eeale With the Flexible Votnt [°'^ c.tabiuhed credit^.ing. ^

May 15, 1921

PRONOUNCED TRADE ACTIVITY IN CLEVELAND TERRITORY

Columbia Model Store Rendezvous for Orc&stra Leaders — Windsor-Poling Co. Opens H. L.

Coombs Bnmswick Manager — New Conceml Hold Openings — Miss Garrison Entertained

Made in Our
Watch Oil

DEPARTMENT

which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.

The Best Oil For Any Talking Machine

In refining, Nyoil is giTen the same care as our

famous watch oil receives. All gums and impuri-
ties are removed, leaving it

Colorless, Odorless and Stainless.

Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.

NYOIL is put up in 1-oz., 3'i-oz. and 8-02. Bottles

and in Quart and Gallon Cans.
For Sale by eJl Talking Machine Supplies Dealera

WILLIAM F. NYE, New Bedford, Mass., U.S.A.

Cle\'elakd^ O., Ala5- 4. — ^Model store as a meeting;
place for the briglit lights in the world of music
of Cleveland is the use to which the Clevelandl
headquarters staff of the Columbia Grapho-
phone Co. is putting its establishment here-
Periodicalh- the orchestra leaders of. the citi.^
and vicinity are invited to this model store ta
hear the new Columbia records, listen to a:
short talk abc-it tb.e record?, their music and

A Model Store of the Colximbia Co.

the artists who made them, and then depart
smilingly with not less than $10 worth of orches-
trations of these pieces, ready and willing to
play them the following evening at theatre, res-
taurant or dance. This is the plan recently put
into effect b5' George Krauslick, head of the Co-
lumbia record department here and himself an
orchestra leader of local fame. Already fifty
orchestra leaders are taking advantage of this
plan, as it means a considerable saving to them
in the conduct of their orchestras, to say noth-
ing of additional savings where they have more
than one instrument of a kind for which
additional orchestrations are provided. The
movement not only increases public interest in
music, but develops that interest particularly
for Columbia records and music, as well as

making these pieces hits before they actually
become hits, explains Stanley B. Lee, publicity
manager of the Columbia here.

Columbia headquarters here have just complet-
ed a successful "Siam Soo" Week, in which the
dancing doll that performs on Columbia instru-
ments while the record is plaj'ing has been fea-
tured at all dealers' establishments in the terri-
tor3^ Initial dolls made such a hit wherever
shown that it was decided to bring them out in
force when quantitj^ production could be as-
sured. The week's event was under the personal
direction of T. L. Du Breuil, general manager for
the territory; H. C. Schultz, sales manager, and
H. C. Coole}-, headquarters manager. The dolls
were formallj? introduced hy dealers in conjunc-
tion with a Frank Crumit record made espe-
cially for this novelty. Marked increase in Co-
lumbia record demand and more prospects for
Columbia instruments for all dealers were the
direct result of this campaign.

Opens a New Victor Establishment

Another new exclusive Victor retail establish-
ment for northern Ohio is announced this week
in the organization of the Windsor-Poling Co.,
which will open May 28 at Howard and Mill
streets, Akron. Earle Poling will be the active
manager. Mr. Poling has been associated with
the Eclipse Musical Co., Victor jobbers in north-
ern Ohio, for several years and has spent prac-
tically all his business life in the music industry
in this section. The new store will open with
eight demonstration rooms and provision has
been made for six more to be added later. In-
terior decorations will be conservative and har-
monious. Mr. Poling is well known throughout
the talking machine trade in this territory and
the successes he has helped to make for others
as traveling representative for the Eclipse will be
duplicated in his own business, friends and asso-
ciates predict. His onh' break in a long period

of active service in this trade was for two years
during the war, when he was with the Ameri-
can Army in France.

A New Brunswick Store

Another new retail store to open here and
the first exclusive Brunswick establishment for
Cleveland is that of Charles H. Connors, De-
troit-West Sixty-fifth, in the new Gordon
Square Market House section. The new store
will have three demonstration rooms for the
present. Advertising campaigns in West Side
and local newspapers will be a part of the early
activities of the new firm, with a view toward
interesting the people of those sections of the
city. The active manager will be Mrs. Eva
Hanchett, who for a long time has been assist-
ant manager, with Dan E. Baumbaugh, of the
May Co. talking machine department.

Using Billboard Advertising

What is believed to be the largest billboard
campaign ever attempted by a talking machine
retailer in this section will be put on presently
by the Reichhn-Reidy-Scanlon Co., of Lorain.
This firm has taken nine boards, half of the
quota assigned to Lorain, in a new campaign.
The boards will be painted, showing the Victrola,
a dance scene and carrying the firm name in
large type.

Some of the sensational record sales gains
in this territory during the last few weeks have
been accounted for. During that period, when
records were scarce, names, addresses and the
records desired were compiled by retailers and
their assistants. These lists now are being re-
ferred to since the records have begun to arrive
and are swelling the sales of all who have been
prepared in this way.

An Anniversary Offer

The fact that one could buy a Victrola for 51
cents has been quickly seized upon by people
who did not own these machines already and a
marked increase in machine and record demand
at William Taylor Son & Co., which made
this unique offer, has followed, according to T. A.
Davies, department manager. The offer was
made during the fifty-first anniversary week of
the company. Of course, the 51 cents was sim-
ply the initial payment, 10 per cent of the total
cost being required within a month and the bal-
ance being payable in eleven months.

E. H. Shartle Holds Opening

E. H. Shartle is the new Edison dealer at
Meadville, Pa., a formal opening being held
April 30. The event was assisted in by L. M.
Bloom, general manager; Harry Tucker, sales
manager, and John Eich, wholesale manager, of
the Phonograph Co., of this city.

Gives Victrola to Tris Speaker

In matters of publicity, friends of E. A. Fried-
lander, Bailey Co. talking machine department
manager, believe he put over a good one on
baseball opening day here. Presents galore

THE PHONOSTOP

In its fifth year.
Best and most pop-
ular. Set in one
second. Better
than any Non-Set
stop yet invented.
Perfect Service and
Satisfaction. Made
in Gold and Nickel
Plate. Universal.

Order early —
we will ship
promptly

Give us your trade — we will hold it by MERIT

THE PHONOMOTOR CO.

121 WEST AVENUE
ROCHESTER, N. Y.

The Talking Maclmic World, Nciv York, May 15, 1921

QUALITY

Motor

No. 77

Noiseless, powerful, steady and con-
tinuous— the "backbone" of all

HEINEMAN
QUALITY MOTORS

General Phonograph Corporation

OTTO HEINEMAN, Pres.

25 West 45th Street - - - New York

HEINEMAN

MEISSELBACH

May 15, 1921

THE TALKING MACHINE WORLD

were showered upon Tris Speaker, Cleveland
ball club manager, and among them was a Vic-
trola from the Bailey Co. Between 10,000 and
20,000 persons, attending the opening game, saw
the machine, which shared in the glory of the
event.

H. L. Coombs New Brunswnck Manager

Increase in both machine and record sales
is traced to the national campaign of the Bruns-
wick-Balke-Collender Co. in featuring music as

H. L. Coombs

a proper recognition of Mother's Day. In the
Cleveland district H. L. Coombs, new phono-
graph division sales manager, co-operated with
dealers, who took additional advertising in their
local papers and boosted their sales accordingly.

The arrival in Cleveland of Mr. Coombs as
phonograph division sales manager for the
Brunswick here is one of the important changes
of the month in the trade. Mr. Coombs is well
known in various parts of the country for his
work in the talking machine industry, particu-
larly as Boston sales manager of the Emerson
Phonograph Co., with six New England States
under his management, and as Western sales
manager of the General Phonograph Corp. Mr.

Progressive Piano and Cabinet factories Need

Francis Glue Room Equipment

Demonstrated Daily in
Representative Factories
the World Over

This Press is
the Pride

of many Piano, Phono-
graph Cabinet, Furni-
ture, Table, Desk and
other woodworking fac-
tories.

Ask Why

Complete Veneer Press
With Clamps

Copper Glue Cooker

It has heavy cast iron
base — planed true ; has
screws adjustable
lengthwise and cross-
wise; and other features.

Glue Heaters

All Copper or all Iron,
or Iron and Copper.
Many styles and sizes.
(Steam, Gas or Electric-
ity.)

Glue Spreaders

For animal glue, vege-
table glue and other
adhesives.

Hydraulic
Veneer Presses

With retainers, etc.

216-Page Catalog on i
Request

Ask About Our New Electric Glue I'ots
Main Office and Factor.v

Coombs takes the place of P. H. McCulloch,
who, as phonograph division sales manager here,
has made a record for himself and Brunswick
during his stay in the Cleveland district. Mr.
McCulloch returns to Chicago headquarters.
Two New Retail Concerns

Informal opening for the S. Kohn & Sons Co.,
which some time back took over the Eclipse
Musical Co.'s retail account, was held in the
new location at St. Clair-East 105th. Early
in May a formal opening was being planned by
Manager Norman H. Cook. This establishment,
one of the handsomest in the Middle West, has
ten demonstration rooms, is equally as large in
its other branches of the talking machine depart-
ment, and is starting off with a larger number
of new prospects than was anticipated for it.

Still another new establishment to make its
bow during the period is the Gordon Square
Music Shoppe, in the new Market House on the
West Side. This is owned and operated by
Harold and Norma Rohrdanz, who previously
were established on the east side of town. They
will feature Granby phonographs and Okeh rec-
ords. The opening of this establishment marked
the end of a ten-day campaign on Okeh records
conducted by the Kennedy-Green Co., jobbers,
in which a dozen accounts were lined up, ac-
cording to C. H. Kennedy, head of the firm.
100 Per Cent Association Membership

The Cleveland talking machine trade is ex-
pected to have the distinction of being the first
local group to report a 100 per cent member-
ship in its local organization. In a campaign
conducted this month by President Grant Smith,
ot the Euclid Music Co., practically every Vic-
tor dealer not already a member of the Northern
Ohio Talking Machine Dealers' Association
agreed to join. Applications of the Colonial
Music Shoppe, the Joe Phillips Music Store and
the S. Kohn & Sons Co. will be accepted.
Miss Mabel Garrison Entertained

The Cleveland Talking Machine Co. was host
to Miss Mabel Garrison, Victor artist and solo-
ist with the Cleveland Symphony Orchestra. She
was accompanied by her husband, George Sel-
man, pianist. Miss Garrison met representatives
from all the talking machine establishments in
Cleveland, eighteen of whom attended the con-
certs at which Miss Garrison sang. Miss Gar-
rison approved of the meeting of makers and
sellers of records on the ground that each gets
the viewpoint of the other, making for better
record production and better selling of music
to the public. Miss Garrison autographed photo-
graphs of herself and sent these to Miss Gra-
zella Puliver, publicity director of the Cleve-
land Co., who in turn distributed them among
those attending the meeting.

Miss Dorothy Jardon Asks Questions

Miss Dorothy Jardon, singer and record
maker, conducted her own tour of inspection
of talking machine departments and personal
interviews with sellers of records, by calling
incog, at the May Co. talking machine depart-
ment and asking questions about records, in-
cluding those by herself. She had quite a good
time with the young women in the department
and then singled out Manager Dan E. Baum-
baugh, to whom she revealed her identity.
Eight Famous Artists Heard Again

The Eight Famous Victor Artists were in this
vicinity again this month, appearing under the
direction of the C. J. Schmidt Piano Co., at
Tiffin. C. K. Bennett, general manager, the
Eclipse Musical Co., and Ed B. Lyons, sales
manager of the Eclipse, and now recognized as
official manager .of the artists, in their appear-
ances in Cleveland, assisted Mr. Schmidt in put-
ting on the event in Tiffin. The house was sold
out and a reception to the artists and friends of
the firm was given by Mr. Sclnnidt.

Starts a Furniture Service

Demand for fibre furniture, emanating from the
original cabinets that were designed to hold the
small models of Victrolas, has resulted in a new
service being established for customers of the
Euclid Music Co. Orders are taken for any kinds
of furniture, samples of which are used to fur-
nish the three stores of the Euclid.

A — New ordinary steel needle.

B — Ordinary steel needle after playing
one record. Note Hat shoulder which
cuts side walls of record grooves and
shortens the records' life.

The name Sonera makes them
easy to sell. Extensively adver-
tised, they are well known, they
are in demand, and their quality
is such that you are sure of repeat
business.

Each Sale 25c or more

>^r«^<"E INSTRUMENT OF QUALIT'

STHE INSTRUMENT OF QUALITY
CLEAR AS A BELL

Semi-Permanent

NEEDLE

sales are profitable. Each sale is
for a quarter or more. It pays
you to build up this trade.

You can sell Sonora Semi-Perma-
nent Needles to owners of all
makes of phonographs. Bring
these high-class needles to the
attention of everyone who enters
your store. Place them in the
conspicuous position they de-
serve.

Order your stock now

Loud — Med ium — Soft
25c. a package

(40c. in Canada)

Sonera Phonograph
Company, Inc.

GEORGE E. BRIGHTSON, President
279 Broadway NEW YORK

Canadian Distributors
I. Montagnes & Co.,
Toronto

A ¥TTI/^\TI Beware of similarly
I AIJ I constructed needles

V/ rH-> 1 1 Vf 11 . „f inferior quality.

C — New Sonora Needle.

D — .Sonora Needle after playing one rec-
ord. No perceptible wear.

I'. — Sonora Needle after playing many
records. Needle is zvorn dotvn, but
i.v still in perfect playing condition.

THE TALKING MACHINE WORLD

May 15, 1921

5 Significant Facts

that put the Pathe dealer on
a plane beyond competition

The Actuelle

a Pathe Freres invention, represents the biggest
forward stride in sound reproduction in 25 years.

The Pathe Phonograph

renders the tone supreme ar;d plays every make, of
record better.

The Pathe Electric Motor

v^rith only two moving parts is a marvelous new
improvement in electric motors equipped in Pathe
machines at the same retail prices as spring motor
machines.

Pathe Sapphire Records

played with the famous sapphire ball do not scratch
or wear out, and because the ball fits the groove
perfectly render a full, round, natural tone.

Actuelle (steel-needle) Records

are the only steel-needle records made with the
supreme Pathe tone.

These are invaluable assets belonging only to the Pathe dealer. They are
his exclusively to enjoy and profit by on a wide, liberal margin. Perhaps the
Pathe franchise for your territory is open. Write us.

Pathe Freres Phonograph Company

10-34 GRAND AVE. BROOKLYN, N. Y.

May 15, 1921

THE TALKING MACHINE WORLD

RECORDS

Sapphire or Atiuzllt

STEEL NEEDLE

OFFER THE WIDEST POSSIBLE REPERTOIRE. PLAY ON ANY PHONOGRAPH.
PLEASE EVERY EAR. MAKE MONEY FOR EVERY PATHE DEALER.

Sapphire Actuelle

"Ir LATEST DANCE HITS ■'15^

gQg^Q/MON HOMME (My Man) — Fox-trot. . .Joseph Samueb' Music Masters"| ^20540
I LIPS— Fox-trot Joseph Samuels' Music Msisters J

2Qg3gf SNUGGLE — Fox-trot Selvin's Novelty Orchestral ^^QSae

IsUNSHINE — OncTstep Selvin's Novelty OrchestraJ

rCHERlEl — Fox-trot Waldorf Astoria Dance Orchestra^i

20543|jp^ A BOAT— Fox-trot Waldorf Astoria Dance Orchestra) ^^^^'^^

2Qg3g/ MOONLIGHT — Fox-trot Casino Dance Orchestra

IWOULD YOU? — Fox-trot Casino Dance Orchestra

020538

gQggyJ WITHOUT YOU — Fox-trot Selvin's Novelty Orchestra-i ^20537

\JUST LIKE A RAINBOW— Fox-trot Selvin's Novelty Orchestra J

2^22^ rSWEETHEART — Fox-trot Casino Dance Orchestra|Q20539

ll'LL KEEP ON LOVING YOU— Fox-trot Casino Dance OrchestraJ

2^542 fPUSSY WILLOW WALTZ— Waltz Jack Glogau, Piano^Solo|Q20542

ISOMEWHERE IN POPPYLAND— One-step . Jack Glogau, Piano Solo/

POPULAR VOCAL HITS

^^""^ E""" ""'l020533

IJABBERWOCKY— Dance Rhythm Ernest Harei

20534/' LIKE IT Lester George & Walter ^ange^ ^29534

/HONOLULU EYES Lester George & Walter LangeJ

„«.^,* fMY OLD NEW JERSEY HOME Jack Norworth^ «o«^o.

20535*^ 1020535
/vamping ROSE Jack Norworth/

o«e,«/I WAS BORN IN MICHIGAN The Harmonizersl

20530^ V020530
L REBECCA (Came Back from Mecca) Billy Jones J

o^r^o, fSHORES OF THE SHANNON James & Shawl

20531 <^ y 020531

[SOMEBODY'S MOTHER Orpheus Trio]

20532/™'^™^ ^^"n 020^^2

/the last little mile IS THE LONGEST Robert Bruce f

Some of the best selling numbers from the generous Pathe foreign record cata-
logue are now available on Actuelle (steel-needle) Records. Additional Actuelle
Foreign Records to be released at intervals,

Pathe Freres Phonograph Company

10-34 GRAND AVE. BROOKLYN, N. Y.

THE TALKING MACHINE WORLD

May 15, 1921

COLUMBIA MANAGERS CHANGE

L. A. Ackley Takes Charge in San Francisco
Branch While W. H. Lawton Goes to Seattle

Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., New York, an-
nounced last month that N. J. Wilcox, manager
of the San Francisco branch, has resigned from
the companj''s service. Mr. Wilcox's plans foi
the future have not 3'et been announced.

L. A. Ackley, manager of the Columbia Co.'s
Seattle branch, has been promoted to the manage-
ment of the San Francisco headquarters, and W.
H. Lawton, manager of the Buffalo branch, has
been promoted to the management of the Se-
attle branch. Mr. Ackle}^ and Mr. Lawton are
well entitled, to this promotion, as they attained
signal success in their former posts. Mr. Ack-
ley returns to California territory, where he is
well known, as prior to becoming manager of
the Seattle branch he was a member of the sales
staflf of the Los Angeles branch.

Both of these managers have accomplished
constructive work in their territories and co-
operated with Columbia dealers in every possi-
ble way. They are most enthusiastic regarding
their new fields of endeavor and will leave
nothing undone to assist their dealers in devel-
oping Columbia business. Mr. Hopkins is not
yet ready to announce the new manager of the
Buffalo branch.

TALKING MACHINES AT BIG MARKET

First Evansville Exhibit of the Kind Gives
Worthy Place to Musical Instruments

Evansville, Ind., April 25. — Talking machines
and allied musical instrurrients ranked" high
among the exhibits of the first market held by
the Evansville Furniture Manufacturers' Asso-
ciation, April 4-9. The market, which was pat-
terned after the furniture markets at Chicago
and Grand Rapids, Mich., achieved all the suc-
cess expected of it.

Dealers of retail furniture and talking ma-
chines in every State in the country to the num-
ber of 20,000 received invitations to the affair
and those sent into Canada received wide re-
sponse.

CONCERN MAKES IMPROVEMENTS

New Talking Machine Room for Northern Home
Furnishing Co. Has Artistic Effects

The Northern Home Furnishing Co., of Brain-
erd, Minn., has installed a new phonograph room
of high artistic merit and equipment, finished in
mahogany and hung with blue silk draperies.
Many demonstration booths of the latest sound-
proof type are provided in the room, one sec-
tion of which is given over to exhibiting the
inner working of the talking machines and their
wonderful silent motors. The celebrated Bruns-
wick instrument is exclusively handled by this
house.

FINE NEW MUSIC SHOP FOR BUTTE

Big Montana City Adds A. W. Hunt Piano Co.
to Its Enterprises

Butte, Mont., April 25. — A new music store,
which bids fair to rank high among the best
in the great Northwest, was lately opened here
by the A. W. Hunt Piano Co., under the man-
agement of Leonard Waters, well known in
local musical merchandise circles. The shop
occupies the premises at 115 West Park street.
The entire lower floor of the building, which
has undergone extensive repairs to house the
Hunt equipment, is given over to sheet music,
talking machines and records and six sound-
proof Victrola booths. The floor is beautifully
and appropriately furnished throughout. On
the mezzanine floor of the establishment are the
pianos. On its opening day the store was the
Mecca for thousands of music lovers who lis-
tened to orchestral renditions of the latest hits
which the Hunt Co. has so well helped to
boost. Work was begun on the store two
months ago.

The Sonora Shop, 203 West Broadwa}-, is now
being run as a branch store under the manage-
ment of R. J. Hunt, a brother of the owner of
the new store.

HOW A "SINGER" TOOK THE COUNT

Girl With Raucous Voice Silenced by Talking
Machine, Which Shows Her How to Sing

The girl who thought she could sing generally
began to tear the atmosphere to pieces in the
apartment house court after dinner. Operas
were her most accustomed points of attack at
such periods.

A mere man in the flat above really knew good
music and what he heard after the midday meal
caused him great pain. In retaliation and for
the purpose of example he hit upon the scheme
of having Farrar. Sembrich, et al.. help him out
at such times when the girl insisted on being
heard. When the latter essayed to sing "Car-
men," he would put one of Farrar's records
from this opera on his talking machine. So
great was the effect of this means of "retalia-
tion" and so severe were the results of competi-
tion on the girl that she left off singing alto-
gether. The neighbors are rejoicing and are now
hopeful for her future.

NEW CATALOG IN PREPARATION

Everj-body's Talking Machine Co., 38 North
Eighth street, Philadelphia, Pa., has now on the
press a new up-to-date catalog carrying il-
lustrations of its products and current prices.
This will be forwarded to the trade at an early
date. The 'firm makes a specialty of main
springs, repair parts and accessories, and is be-
coming nationally known for the quality of its
products and the prompt service it gives the
trade.

Stewart

TallunQ Machine G>mpai^

JOBBERS

ndianapolis

DEALERS REPLENISHING STOCK

Bubble Book Sales Executive Finds Condi-
tions Steadily Improving — Dealers Are Co-
operating in Bubble Book Campaigns

G. A. Foster, general manager of the Bubble
Book Sales Service, New York City, returned
recently from a trip to the Middle West, and in a
chat with The World stated that the talking
machine dealers have Hquidated their stocks to a
point where they are again in a position to re-
plenish them and, consequently, the sales have
shown a decided increase. Mr. Foster attended
the Toy Show in Chicago, where Bubble Books
created considerable interest, and good-sized
orders were obtained as a result of the exhibit at
this show.

The company is enthusiastic regarding the
splendid co-operation extended by the talking
machine dealers, and this close co-operation is
reflected in the fact that Bubble Books are con-
stanth- increasing in popularity. Mr. Foster and
the members of his organization have issued
attractive advertising material and practical sales
helps for the dealers, which are being used to
advantage and which are assisting the dealers
materially in developing Bubble Book busi-
ness.

Mr. Foster states that as a result of this
campaign talking machine dealers are beginning
to realize that Bubble Books are not a holiday
product, but, on the contrary, must be consid-
ered an all-year-round product that can be mer-
chandised profitably at all times by the use of
efficient and aggressive sales methods.

Eccentricity is considered abnormal. And
only normal things can appeal to normal minds.

Victor Dealers,

"You Will Do Better in Toledo"
This is Toledo's motto as well as our slogan.

THE TOLEDO TALKING MACHINE CO.

TOLEDO, OHIO

WHOLESALE

EXCLUSIVELY

May is, 1921

THE TALKING MACHINE WORLD

NEW YORK'S SECOND MUSIC WEEK A GREAT SUCCESS

Attention of the Entire Population of the Metropolis Directed to the Value and Benefit of Music
in a Most Forceful Manner During Music Week Celebration Recently Held

New York's second Music Week, from April
17 to 23, proved an unqualified success and
exceeded in every respect, both in interest
and results, a similar celebration held last year.
Millions of people participated in the observ-
ance of the slogan, "Give More Thought to
Music," and every indication was given that the
Music Week idea had become a permanent an-
nual feature.

Opinions may differ as to which aspects of the
drive did most to focus public attention on
music and the fundamental truths about its use-
fulness to man. Some, no doubt, consider that
the special features arranged in honor of the
occasion, like the massed choir siijg in Cen-
tral Park, the daily noon-hour concerts for work-
ing people arranged in Aeolian Hall by Charles
D. Isaacson, and the school children's mass
meeting at the Capitol Theatre with prominent
artists and an address by the president of the
Board of Education were the most helpful.
Others may believe that the widespread assist-
ance of the clergy, the organists, the music
teachers, the women's clubs, the public and pri-
vate schools and colleges, the welfare organiza-
tions, hotels, industrial plants and motion pic-
ture houses, though not usually spectacular, had
the most far-reaching influence. To still others
the remarkable Music Week publicity in nearly
all the city papers and many outside the city
may seem to have brought the subject of music
most effectively before the people.

The point of most interest to the music trade
is, of course, the hearty response from all sides,
musical as well as non-musical, educational, civic,
religious, artistic. Great numbers of people
who held aloof last year rendered valuable as-
sistance this time and this is particularly true
of some of the musical profession. The move-
ment had established itself; there was no longer
question as to its wisdom, its value, its pur-
pose. All were willing to do what they could
to advance its aim. Many leading artists were
not only glad to give their names on the advis-
ory committee, but also to help actively in the
Music Week events. A substantial proportion
of the return postals on which organizations and
individuals indicated their participation to the
committee contained, in addition to this infor-
mation, such entirely unsolicited remarks as
"Splendid idea," "Consider this a most effective
way of increasing the number of music lovers,''
etc. Certain prominent citizens, too, not directly
concerned with music at all except as they saw
its growing importance in community life, were
willing to lend Music Week their financial aid.
It is certain that the movement has now en-
listed such general sympathy and co-operation
that the next time Music Week is observed
there will be no one unwilling to admit its help-
fulness and to aid it according to his ability.

The clear understanding of the meaning of
Music Week is not confined to New York City.
This is borne out by the many congratulatory
letters and telegrams received by the committee
from mayors of other large cities and governors
of some of the States.

Even more tangible evidence of the favor the
movement is meeting is the large number of
cities that are planning Music Weeks modeled
upon that in New York. This, however, will
require a story for itself.

It is impossible to measure exactly the atten-
tion given Music Week in the papers in and
out of New York, as clippings are still coming in
every day to C. M. Tremaine, secretary of the
committee. It is estimated that the publicity
in the New York City papers alone, including
Brooklyn and the Bronx, but not the suburban
territory, totaled over one hundred columns.
This is all in news articles, feature stories and
cartoons. The most important part of the pub-
licity, however, was the editorial comment, for
this reflected the real impression made. Edi-
torials on Music Week and the importance of
its object appeared in nearly every metropoli-

tan daily. One of the best of these editorials
was that in the Evening Journal, read by great
masses of the city's population, which was en-
titled "This Is Music Week." This was syndi-
cated in the Hearst chain of papers throughout
the country. Among its statements of most
significance to the trade were the following:

"Join in this national Music Week by interest-
ing yourself in music. Fortunately for the world,
marvelous human invention has done for music
what Gutenberg with his printing press did for
the knowledge written in books. * * * The great-
est musicians can be summoned to sing and
play before you as though by the power of Alad-
din's lamp. * * * Take your family to hear
good music and bring the best music into your
home — make it part of their daily life."

Other papers in which excellent editorials
appeared, usually in large type, double column,
were the Herald, Tribune, Evening World, the

Mail, the Evening Post, Brooklyn Eagle, Eve-
ning Sun and the Globe, which issued a sixteen-
page Music Section in honor of the event.

NEW COLUMBIA RECORD BAG

The Dealer Service department of the Colum-
bia Graphophone Co. has recently announced
a new record bag printed by the rotogravure
process, which has been favorably received by
Columbia dealers. Th"is new gravure bag fea-
tures artistic photographs of many of the ex-
clusive Columbia artists and the use of roto-
gravure makes these photographs exceptionally
attractive.

SCORE SUCCESSES ON TOUR

The Eight Famous Victor Artists, whor gave
a concert at the Auditorium, Louisville, Ky., on
April 8, scored a tremendous success. The af-
fair was successfully handled by the Krausgill
Piano Co. This organization was heard in Cen-
tralia, 111., April 11, and the entire house was
sold in two hours; Haussler Bros, managed the
concert.

How Many Children

Are Working for You?

StlBBLEBoOltS

"that Sing"

"lyr O, we don't mean in the store
but outside, in your custom-
ers' homes.

The dealer that sells Bubble
Books has one or more persistent
salesmen in every home in his
town.

Bubble Books are children's
books. They are so fascinating
that children won't give the
grown-ups any rest until they
get them all. The fairy stories,
the colored pictures, the verses
and the three real phonograph
records make them come back
for more.^

Just let your customers see
your Bubble Books displayed.
Let the children know you have
the series of twelve. They have
read the national advertising —
they know what they want.

We are ready to furnish selling
helps that sell. Try us!

HARPER & BROTHERS

Bubble Book Division

130 West 42nd Street New York City

THE TALKING MACHINE WORLD

May is, 1921

^niberSal Self-Service Record Displayors

No. 558

THE SILENT SALESMAN

"Every dealer has records in stock that he would
like to move. Place a dozen or more of the number
on a table or rack in the front of your store where
customers can look them over and select one or more
to be played.

A slow-moving record may have more music value
than those records around which popular demand is
centered.

Remember that the Victor Company passed on the
desirability of the record before it was pressed for
sale.

Give your customers a chance to sell records to
themselves.

This plan is not experimental. Stores that have
tried it record good results."

(The above is a copy of an advertisement of the New York and Chicago
Talking Machine Companies appearing in an issue of The Talking Machine
World.)

Now is the time to increase your sales and cut out your overhead

Make every bit of your store, booth or window space produce
more business.

Universal Displayors are effective salesmen — they earn their cost
in a week, but keep on earning profits for years.

No. 563

The Value of Display

F. W. Woolworth made millions of dollars
in his 5 and 10 cent store business. He built
the Woolworth Building downtown in New
York, the tallest office building in the
world, which stands as a monument to his
success.

His success was accomplished by display-
ing the goods he had to sell.

Properly displaying goods is one of the
sure methods of making a sale.

BSnibers^al Displayors

Save room and present your records to your
customers in a most appealing way.

They move the records which have been
pigeonholed and forgotten.

They sell new goods without the aid of a
salesman.

They offer a self-service to your trade
which your trade likes.

^nitiersial Jfixture Corp.

No. 561

No. 527

135 West 23rd St.

New York

No. 525

May 15, 1921

THE TALKING MACHINE WORLD

OFFERS 10% RETURN PRIVILEGE

Okeh Jobber in New York Formally Announces
10 Per Cent Record Return Privilege — Impor-
tant and Interesting Trade Message

Under the heading of "Ten Per Cent Return
Privilege," Lambert Friedl, manager of the New
York distributing division of the General Pho-
nograph Corp., sent out a notice to Okeh dealers
in metropolitan territory recently advising them
that, effective immediately, this jobber would
accept a return of 10 per cent of the records
purchased by the Okeh dealers during the pre-
vious month, subject to certain minor condi-
tions. This important announcement reads:

"In order to co-operate with Okeh dealers
♦ and to render further proof of the fairness of
the policies of the General Phonograph Corp.
we beg to make the following announcement:

"Effective at once^ we will accord to Okeh
dealers the privilege of returning to us 10 per
cent of the number of records bought from the
New York Distributing Division during a pre-
vious month, the value of which records will
apply tO'. the credit of the dealer's account in
the month in which the return is made.

"The conditions under which this return privi-
lege may be maintained by the dealers are as
follows:

"1. Records may be returned in first-class
condition only and in original cartons contain-
ing ten or multiples thereof of any record.

"2. The dealer will be asked to pay a charge
of five cents per record returned to take care of
the expense incurred in handling the transac-
tion.

"3. At the time return is made the dealer will
be required to purchase an equal amount of
Okeh records to those returned.

"4. In no instance will records be accepted
for return unless the transaction be based upon
the previous month's purchases and that only.

"We are proud to be the first manufacturers
in the United States to make this announcement.

We are convinced that this is a' move in the
right direction and that it will in its results
greatly benefit the trade in general and Okeh
dealers in particular.

"It is now, as it has always been, our aim to
serve you and co-operate with you to the fullest
possible extent, and we hope to merit your ap-
preciation by a much greater volume of Okeh
record business with you from now on."

LONG TRIP FOR EDISON PHONOGRAPH

Diamond Disc Machine Carried 700 Miles on
Camel Back in Course of 1,400-Mile Trip From
Adelaide to Hermannsburg, Australia

Even in the wilds of Australia the Edison
Diamond Disc phonograph has its devotees, and
the South Australian Phonograph Co., Ltd., of
Adelaide, is frequently called upon to send Edi-

Camels Arriving at Hermannsburg

son machines far into the interior of the coun-
try. What is believed to be a record journey
for an Edison, however, occurred recently when
a Diamond Disc phonograph was transported
1,400 miles from Adelaide to Hermannsburg, in
the heart of the "Never Never" .country, where
the temperature with the sun shining is always
above 160 degrees and there is little shade.

The machine was carried 690. miles by rail
to the terminus at Oodnadatta. From that point
the only means of transportation was afforded
by camel trains, which make the 700-mile journey
to Hermannsburg about twice a year. The ma-

chine was shipped from Adelaide in September
and did not reach its destination until Decem-
ber 24, although it arrived in perfect condition.

The accompanying photographs show the
camel train on its weary journey across the

Unloading Phonographs at Hermannsburg

desert and the arrival at Hermannsburg. It will
be seen from the pictures that the aborigines
are still quite plentiful. The photographs were
sent to The World direct from Adelaide.

COLUMBIA ARTIST IN CONCERT

Miss Barbara Maurel Attends Opening of Sny-
der Music Co.'s New Store

Wilkes-Barre, Pa., May 9. — Miss Barbara Mau-
rel, well-known soprano and exclusive Columbia
artist, appeared in this city recently at the open-
ing of the Snyder Music Co.'s "Wilkes-Barre
Temple of Music." The Snyder Concert Hall,
which was designed for the free use of teachers,
music clubs and others interested in music, was
crowded to capacity for Miss Maurel's concert,
and, in fact, she was received so enthusiastically
that she gave a second concert in order to
satisfy the demands of Wilkes-Barre music
lovers.

The program Miss Maurel rendered consisted
of two parts, "La Habanera" from "Carmen"
occupying the first, and the second part being a
combination of selections known by all, "From
the Land of Sky Blue Water" (Cadman), "By
the Waters of Minnetonka" (Lawrence) and
"Love's Old Sweet Song" (Molloy).

Made in America

Money Back
If You Want It

Metal Display Stand

¥if^¥^f^ A beautiful display stand in colors,

KK h h holding 100 boxes of NUPOINTS,
Pree with trial outfit. This makes
a practical silent salesman for the dealer's counter.

Made in America

This Is Our
Guarantee

Quality

MR. JOBBER— Here Is the Ideal Dealer Outfit

Dealer's
Price

.00

NUPOINTS ARE ATTRACTIVELY PACKED

50 iieedlL'S to the box
(100 boxes to the Carton)
Handsome Metal di.splay stand free
Free sample envelopes of NUPOINTS furnished dealers
lo be distributed to their customers.
Window strips, (lisjjlay cards and envelope enclosures— FREE

Retail
Value

*15

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JOBBERS— Write or Wire for Samples and
Attractive Proposition

NUPOINT MFG. CO,

1208 W. 59th ST.

CHICAGO

Factory Representatives: LOUIS M. SCHWARZ, Inc. 1265 Broadway, N. Y.: 525 Forsythe BIdg. , Atlanta

THE TALKING MACHINE WORLD

May 15, 1921

NEW DEVICE IS WELL RECEIVED

Trade Evincing Keen Interest in Masterphone
Attachment — I. Smullyan, President of Master-
phone Corp., Well Known in Business Circles

The Masterphone Corp., with executive offices
in New York and a factory in Jersey City,
N. J., has recently placed on the market the
"Masterphone," an attachment which can be
used on all types of phonographs, and which,
the company states, will ampHfy and improve
the tone of the instrument. The first announce-
ment to the trade regarding this new attachment
appeared in the April issue 'of The World, and
since that time many samples have been for-
warded to the dealers. According to the execu-
tives of the company, the trade and the public
have evinced keen interest in this new device
and shipments have been made to all parts of
the country.

Referring to the technical features of the
Masterphone, an officer of the company said:
"The Masterphone is not a sound box, but an
attachment for a sound box which depends for
its performance upon a vibrative disc of special
composition and dimension acting in conjunc-
tion •with the finest-pointed and softest-toned
needle yet to be evolved, which sets up vibra-
tions which in turn are transmitted through the
vibrative disc of the Masterphone to the disc of
the permanent sound box. This principle of
the transmission of sound by relays, as it were,
secures the maximum volume of tone equal to
that of the loudest-toned steel needle when de-
sired, without losing any of the softer shadings
of tone and expression that makes music worth
hearing.

"In addition, the Masterphone also prevents
injury to the record, and besides its mechanical
merits is attractive in appearance, adapting itself
readilj- to counter and window displays."

I. Smullyan, president of the Masterphone
Corp., is enthusiastic regarding the cordial re-
ception accorded the Masterphone by the deal-
ers, and in a chat with The World stated that

the results to date have fully substantiated his
confidence in the Masterphone.

Mr. Smullyan is widely known in commercial
circles and a brief account of his career was
printed in the Forbes Magazine. This article
called attention to the fact that Mr. Smullyan
was formerly president of the W. J. Crouch
Co., Inc., first vice-president and managing
director of Rownson, Drew & Clydesdale, Inc.
(a house nearly 100 years old), president of the
Hardware House of America, Inc., and a di-
rector of other important enterprises. He is a
-Belgian by birth and a graduate of the Univer-
sity of Antwerp. His international activities
have given him considerable prominence, and as
president of the Masterphone Corp. he is in a
position to utilize his executive ability to ex-
cellent advantage.

MODEL SHOP IDEA GROWS

W. L. O'Brien, of Hudson, Mass., Installs Van
Veen Equipment in His Store

VICTOR ARTISTS IN CONCERT

Give Performance in Person in Toledo Under
Direction of Local Music Dealers

Toledo, O., May 4. — Fostered by eight enter-
prising music dealers, the Eight Famous Victor
Artists appeared one evening recently at the
Coliseum, as follows:

Henry Burr, Billy Murray, Albert Campbell,
John Meyer, Frank Croxton, Monroe Silver,
Fred Van Eps and Frank Banta. The concert
was successful from every angle and was well
attended. The following music dealers co-op-
erated in making the concert a success: Cable
Piano Co., the William B. Duck Co., J. W.
Greene & Co., Grinnell Brothers, the Lasalle and
Koch Co., the Lion Store, People's Outfitting
Co. and the Talking Machine Shop. Local news-
papers carried a combination advertisement of
the artists and small advertisements of the eight
music dealers who were instrumental in bring-
ing the artists to Toledo.

Leon Tobias, of the sales staff of Van Veen
& Co., Inc., manufacturers of equipment for the
talking machine wareroom, has lately covered
the New England territory. While there he
secured a contract for a large and handsome in-
stallation in Hudson, Mass., which is a manu-
facturing town of 8,000 population. Walter L.
O'Brien, who ordered this installation, is a
Columbia dealer, and it serves as an indication
of the strong faith in the immediate future of
the talking machine trade that is developing
throughout that section. Manager Mann, of the
Boston distributing branch of the Columbia Co.,
it was reported, is full)' as enthusiastic over this
installation as the owner himself, as it is con-
structed after the model shop shown at the
Columbia Boston headquarters. Mr. Mann ex-
pects that within the very near future a large
number of other dealers who have seen the
model shop will follow the example of Mr.
O'Brien.

DEMAND FOR WAX INCREASING

The Wax & Novelty Co., Newark, N. J., is now
concentrating its efforts upon the manufacture
of wax for talking machine records. Hereto-
fore this company has also been manufacturing
wax for business blanks, but, due to the increase
in the demand for talking machine record wax,
it "will devote its entire equipment to the manu-
facture of record wax. New machinery has been
ordered and will be installed as soon as pos-
sible, so that the company may be able to take
care of its growing business.

W. V. Goff and Bert Ranger, formerly with
Frank E. Bolway & Son, Inc., have engaged in
the phonograph repair business at 153 James
street, Syracuse, N. Y.

The most expensive thing you can do is to
guess. The most profitable thing you can do
is to know — and to know all the time as you
go along. This is commonplace advice, but it is
worth while considering.

BELL HOOD Semi-Permanent Needle

THE NEEDLE WITH TONE QUALITY

THE BELL HOOD

PAT. MAY 4, 1920

SEMtPERMANENT NEEDLE

Tlie Soimdmg Bo»d Bdyi prodwm the mstlt*. EUonmates «s no other
n^Ae catn, eM n^t^botmcsA noise*. Toiial effecU for any rec«rd.

LOUD

Made by the Bell Hood Needle Co., New Haven, Conn., U. S. A.

IMPROVES YOUR PHONOGRAPH 1 OO PER CENT

"The Bell Does It"

Is less Rasping, Consequently less Mechanical and Reproduces Purer Tone
SEMI-PERMANENT POINT— Loud— Medium— Soft

A profitable needle for dealers to sell. Most all dealers are now selling them with splendid success.

THE BELL HOOD NEEDLE CO.

183 CHURCH STREET

NEW HAVEN, CONN.

The Talking Machine World, Nezv York, May 15. 1921

The Isham Jones' Orchestra

of Chicago

which makes Brunswick records — and. Brunswick only — was selected to furnish
music for the Banquet and Dance on May iith, of the National
Association of Music Merchants, at

The National Music Trades Convention

Drake Hotel, Chicago

Just another tribute to Brunswick Phonographs and Brunswick Records.

The Phonograph of the Musical World

The Brunswick, is the preferred phonograph among schooled
musicians — the most critical judges of good music.

THE BRUNSWICK-BALKE-COLLENDER CO.

General Offices: 623-633 South Wabash Avenue, Chicago
Branch Houses in the Principal Cities of United States, and in Mexico, Canada, Cuba, France and South America

New England Distributors: Kraft, Bates & Spencer, Inc.

1265 Boylston Street, Boston, Mass.
Canadian Distributors: Musical Merchandise Sales Co.,
79 Wellington Street, West, Toronto
The Brunswick-Balke-Collender Co., la La Calle De Capuchinas No. 25,
Mexico City, Mexico

7he Oxford

PHONOGRAPHS AND

May 15, 1921

THE TALKING MACHINE WORLD

Art Hickman's Orchestra plays notliing but tiits.
'*Siren of a Souttiern Sea" and ''Day Dreams" are
its latest deligtitful fox-trots just recorded in San
Francisco. Are your customers going to dance ttiis
Summer? We'll say they are! A-3387.

Columbia Graphoplione Co

NEW YORK

COURT REFUSES REHEARING

Court of Appeals of District of Columbia Refuses
Victor Co.'s Petition in Case of Browning vs.
Johnson — President Bensinger, of Brunswick-
Balke-Collender Co., Issues Statement

Washington, D. C, May 6. — The Court of Ap-
peals of the District of Columbia handed down
a decision on Saturday, April 30, refusing to
grant the petition of the Victor Talking Machine
Co. for a rehearing in the patent case of Brown-
ing vs. Johnson, involving Johnson patent No.
946442. This court rendered a decision on April
4 in favor of Browning, and the petition for a
rehearing was filed on April 21.

*******

The Brunswick-Balke-Collender Co., Chicago,
III., which owns the controlling interest in the
Browning patents, states that it will now prose-
cute applications for patent on Browning inven-
tions, and B. E. Bensinger, president of the
Brunswick-Balke-Collender Co., has issued the
following statement in connection with this im-
portant case:

"The decision of the Court of Appeals of the
District of Columbia in the interference between
Eldridge R. Johnson, president of the Victor
Talking Machine Co., and John B. Browning
is of the most far-reaching importance. The
court not only held that Browning was the
prior inventor of the enclosed horn talking ma-
chine with doors, but also held that the evidence
overwhelmingly discloses that Johnson derived
the invention from Browning.

"This interference has been fought through
the Patent Office by the Victor Talking Machine
Co. with all the resources at its command, and
no effort or expense was spared in contesting
Browning's claims. Browning was and still is
a poor man and it is a great tribute to genius
that his persistent struggles for his rights have
been crowned with Success.

"The court refers to a drawing made by
Browning in 1897 on the back of a dance card
as showing a complete conception and disclosure
of his invention. Another more elaborate draw-
ing made by Browning was submitted to Mr.
Johnson through his attorney in 190O and other
disclosures of the invention were made by
Browning to officers of the Victor Co. between
1901 and 1905. These sketches show the en-
closed horn type of machine, the doors for
modifying or varying the sound, the tapered
tone arm and continuously tapered sound con-
veyor and the sound box throw back.

"According to this decision of the Court of
Appeals the Browning drawings and testimony
are fully corroborated and these drawings clearly
prove the invention by Browning of all these
features of the modern cabinet machine long
prior to Johnson.

"Mr. Browning brought his case to the atten-
tion of our company several years ago and
solicited our help. We thoroughly investigated
the matter and, having convinced ourselves be-
yond a question that Browning's story was true,
undertook to carry on the litigation to a suc-

cessful conclusion, having acquired a controlling-
interest from him in his invention.

"It is the purpose of this company to avail
itself of every possible advantage afforded by
this decision of the Court of Appeals of the
District of Columbia in seeing justice done Mr.
Browning.

"The Brunswick-Balke-Collender Co.,
"B. E. Bensinger, President."

original and effective character. Three years
ago Mr. Desbecker wrote one of the prize-win-
ning essays published in The Music Trade
Review, of New York City.

There .are very few expert advertising men
knowing the musical instrument business in-
timately whose services are available to others
beside a single employer, and the coming of Mr.
Desbecker into this field of endeavor is most
welcome news.

NOW AN INDEPENDENT COPY WRITER

John W. Desbecker, Well Known in the Talking
Machine Trade, Starts an Advertising Copy
Service of His Own in New York City

EXTENSIVE BRU^O ALTERATIONS

John W. Desbecker, for many years con-
nected with such leading advertising agencies
in New York as the Federal, Frank Preshrey
and Redfield, who has been well known through-
out the music trade for the last five years as
the man who has written the advertising for the
Sonora Phonograph Co., and has been editor
of its widely read house organ, the Sonora Bell,
has recently left the Sonora Co. to act as an
independent copy writer, serving manufacturers
and dealers. His office is located at 415
Candler Building, 220 West Forty-second
street. New York City, and because of his wide
general advertising experience and his special-
ized training in musical instrument advertising
he is qualified to he of great assistance to those
in the industry who wish advertisements, book-
lets, house organs and the like, of a distinctive.

The executive offices of C. Bruno & Son, Inc.,
New York City, Victor wholesalers, are being
extensively, remodeled. These changes will allow
not only for increased efficiency in the transact-
ing of their large business, but will, at the same
time, make room for an attractive Victor dis-
play room. This section will be located imme-
diately opposite the elevator entrance and will
be very attractively fitted out. A part of the
display will include a model demonstration room
where the latest ideas in Victor merchandising
will be presented to the dealer.

Miss H. Marjorie Brown, who joined the
Bruno organization last month and was formerly
manager of the Victor Idea Shop in Camden,
will have her desk in this new room and will be
ready at all times to confer with visiting dealers
on selling ideas. This room has been estab-
lished solely in the interest of the Victor dealer
and it is believed that it will be of genuine aid
to him in his merchandising.

Co-operation — A Vital Factor in

Business!

As Victor Dealers and Victor Wholesalers
are mutually interested in promoting the sales
of Victor Products, is it not obvious that the
more closely they co-operate with one another
the richer the harvest will be for both?

A conspicuous element of the Mellor organi-
zation is the spirit of co-operation.

C. C. Mellor Company

1152 Penn Avenue,

Pittsburgh, Pa.

THE TALKING MACHINE WORLD

May 15, 1921

The New Unico Establishment of The Ideal Music Co., Newark, N. J.

THE IDEAL EQUIPMENT

UMCO EQUIPMENT

A modern department — Sales Settings of Artistic, Distinctive Appearance, yet Efficient
and Practical to the last degree — plus Speed — these were the requirements.

Unico Service functioned with customary satisfaction — a beautiful, efficiently equipped,
profit-producing store was created in ten days from receipt of order.

Unico Equipment is permanent , distinctive adver-
tising uhich does not involve continuous expense.

Unico patented construction renders it an asset of permanent value because of no
depreciation in moving.

Unico Specialized Service assures satisfaction — speed where necessary without jeopardiz-
ing quality. It will meet your needs — small or large — from the selection of proper service
units for a small department to the complete installation of the most elaborate store.

Immediate shipment — Rooms, Racks, Counters.
Unico Service is at your command!
The World's Standard System of Musical Merchandising!

Unico Construction

Patented .

Unico Designs are Patented.

UNIT CONSTRUCTION COMPANY

NEW YORK
299 Madison Ave.
Corner 41st St.

Rayburn Clark Smith, President

S8th Street and Grays Avenue

PHILADELPHIA

CHICAGO
130 North Michigan
Avenue

May 15, 1921

THE TALKING MACHINE WORLD

EUROPE'S BIGGEST DANCE HIT

HONH(»fNE

(MY MAN)

\iiih any Feist son^'

You camHEAR
anJ/BUr

ByFRANCI5 5ALABERT paris.france

^•c*i\\\\iS-A PUBLISHED IN AMERICA

ByLE0.FE15T Inc NcwYorh

MAURICE WAIN'S WONDERFUL MELODY IS NOW WINNING
AMERICA AS IT ALREADY HAS WON EUROPE

VICTROLA DEPARTMENT REMODELED BETTER CONDITIONS EVERYWHERE

Taylor Carpet Co., of Indianapolis, Receives
Congratulations on the Artistic Appearance
of Its New Warerooms in That City

Indianapolis, Ind., May 5. — The recent opening
of the newly remodeled Victrola department of
the Taylor Carpet Co., on Washington street,
was an event of considerable importance. It
brought congratulations from a host of friends
on the progress of this company, which is under
the competent management of Miss Minnie

Interior of Taylor Co.'s New Department

Springer, who was formerly with the Pearson
Piano Co. Formal invitations were issued and
hundreds of people were in attendance at the
opening, everyone having some good word to
say for the admirable arrangement and artistic
appearance of the estabHshment. The depart-
ment has been completely rearranged with an
island type rack and counter, which supplies in
a most efficient manner the fourteen record
booths with which the department is equipped.

INTRODUCE NEW PACKAGE

U-Sav-Your Cleanser in a New Form of Dress
— Product Meeting With Success

Warren, Mass., May 6. — The U-Sav-Your
cleanser and dressing, produced by the U-Sav-
Your Mfg. Co., of this city, is now being pre-
sented to the trade in a new package. Included
with the bottle is a piece. of flannel and cheese-
cloth for polishing purposes. It is expected that
this complete polishing equipment will provide
an attractive additional selling point for the
dealer. The containing carton has been, very
artistically prepared and depicts the ease and
facility with which thi? cleanser and dressing is
used on the talking machine, the piano, etc. The
new package will undoubtedly prove very popu-
lar and is the package which will be featured in
an intensive national advertising campaign in
the near future.

B. D. Perkins, manager of the U-Sav-Your
Mfg. Co., states that U-Sav-Your polish has
already met with a success far beyond the opti-
mistic predictions made when first presented.

Sales Manager Morrison, of the Emerson Phono-
graph Co., Returns With Optimistic Reports —
Jobbers Are Enthusiastic Regarding Outlook

H. E. Morrison, sales manager of the Emer-
son Phonograph Co., returned to New York
recently after a Western trip, which he states
was encouraging and productive of results far
beyond expectations. Mr. Morrison spent quite
some time in Chicago, where he found the Chi-
cago branch of the Emerson Phonograph Co.
closing a substantial and healthy business.
Three new salesmen have recently been added
to the sales staff of this branch, and a force of
seven men is now co-operating with the dealers
to advantage. The demand for Emerson phono-
graphs is steadily increasing in Chicago terri-
tory, and Mr. Morrison was delighted with the
enthusiastic comments of the Emerson dealers
in this section.

At Omaha, Neb., the Carpenter Paper Co.,
Emerson jobber, stated that it had added sixty
new accounts since the first of the year, and
that the outlook for the future was brighter
than it had been for several months.

At Indianapolis the Lathrop-McFarland Co.,
Emerson jobber, spoke most optimistically of
the situation in its territory, stating that one of
the Emerson dealers in Indianapolis had sold
eight Emerson phonographs in four days as a
result of intensive work by a corps of canvassers.
. At Columbus, O., S. W. Goldsmith, general
manager of the Emerson-Ohio Co., Emerson
jobber, stated that the dealers seem to be
imibued with renewed confidence in Emerson
product and were placing substantial orders.
This jobber has been very successful with the
E'merson line, and in recognition of its efforts
it has been appointed a jobber for Emerson
products throughout the entire State of Ohio.

INSTALLING UNICO EQUIPMENT

M. Rothstein, Victor dealer, is installing new
Unico equipment in his warerooms on Tenth
avenue between Forty-second arid Forty-third
streets. New York City. Mr. Rothstein predicts
good business ahead and is planning to make
good use of his new equipment in developing
tliis business.

A MANHATTAN INCORPORATION

The Table Phonograph Corp. of Manhattan
has been incorporated in the State of New York
with a capital stock of $15,000 for the purpose
of engaging in a retail talking machine business.
Incorporators are: S. D. Muney and A. N.
Birenbach.

Paul Coleman and Sid Smith have opened a
phonograph shop on North Main street, Bon-
ham, Tex. They will specialize in New Edison
phonographs and Re-creations.

THE OLYMPIC DISC THROWER

The Olympic disc thrower, who has become
familiar throughout the talking machine trade
through the advertising matter of the Olympic
Disc Record Corp., of. New York City, is now
appearing in statue form. Great care has been
used in the sculpturing of this figure and the
result is almost lifelike. The statue is -fifteen
inches high and is in white, with the exception
of the Olympic disc, which is a colored minia-
ture reproduction of the original Olympic rec-
ord. This new statue will doubtlessly prove
very popular with the Olympic dealer in featur-
ing the records which are carried.

RECORDING
PLATING
PRESSING

The New York Recording
Laboratories offer thor-
oughly up-to-date facili-
ties for Recording, Plat-
ing and Pressing 10-inch
Disc Records.

Recording and Plating in
Studio and plant in the
heart of New York's
musical life.

Pressing and manufac-
turing facilities at Port
Washington, Wis.

Inquiries regarding
recording, selection of
artists, songs, etc., invited.

The New York Recording
Laboratories, Inc.

1140 Broadway
NEW YORK, N. Y.

THE TALKING MACHINE WORLD

May 15, 1921

STERLING r ^1

A Five-in-One Combination of features that
have made history for the Phonograph

May be attached to any Phonograph

The gratifying response to our full-page advertisement in the April 15th issue of this publication
assures us that there is a real demand for the Sterling No. 31 Tone Arm with Non-Set Auto-
matic Stop. The interest shown by the many inquiries received speaks well for the success of this
new member of the Sterling family.

The Sterling Tone Arm No. 31, a combination of practical features unique in
phonograph construction and design, consists of the following:

No. 1 — The celebrated Sterling Tone Arm, non-taper and therefore non-infring-
ing, ball-bearing, designed with the least possible number of bends or
elbows and offering, therefore, the least obstruction to the sound, and
thus preventing muffling and "metalizing" the tone.

No. 2 — The celebrated Sterling Universal Reproducer which plays all records,
hill and dale or lateral, with Stylus mounted and attached to the inside
of the diaphragm where it can not be injured or tampered with.

No. 3 — The Sterling Automatic Non-Set Stop which sets the brake when the
record has run its course; plays long or short records, requiring no ad-
justment except that of placing the needle in position.

No. 4 — A soft brush forming an integral part of the stop mechanism cleans the
groove of the record immediately in advance of the needle.

No. 5 — An electric Flash Light controlled by a convenient switch helping the
operator to set the needle quickly and accurately.

Send for Sample and Prices

STERLING DEVICES COMPANY

Manufacturers of the No. 11 Sterling Tone Arm, The Sterling
Reproducer, and Columbia and Edison Attachments.

534 Lake Shore Drive CHICAGO

May 15, 1921

THE TALKING MACHINE WORLD

BALTIMORE REPORTS GREATLY IMPROVED TRADE OUTLOOK

Distributors' Activity Tells the Story That Dealers Are Busang — Many New Stores Opened — Elmer
Walz's "First Run" Victrola Night a Success — Columbia Sales Conference — Other Live New^s

Baltimore, Md., May 10. — A canvass of the local
trade shows that while there is a great differ-
ence in opinion regarding business conditions
and the outlook for the future, the majority of
houses say business is improving generally and
cite increases in sales over the previous month
to substantiate the claim. This is particularly
true of the large wholesale houses, and if they
are doing business the retailer certainly must
be getting his share of the trade. The manager
of one supply house stated that the demand
for some popular records exceeds the supply.

Manager W. S. Parks, of the Columbia
Graphophone Co., has just returned from a ten-
day trip through Virginia and reports a better
business than in 1918, which was the banner
year in this section. He also spent a couple of
days at the home office in New York and sub-
mitted a plan which, he says, will result in
greatly increased business for the dealers when
it is put into effect.

The Bursfield, Motley Co., of Danville, Va.,
has opened an exclusive Columbia Grafonola
Shop, which is one of the show places of the
town and is under the management of Mr. Gib-
son, formerly of the Frank Piano Co. It is
handsomely finished in white and gold and has
one of the most attractive fronts in the town.

Emmitt Thompson, of Warsaw, Va., was in
town the past week and reports business as ex-
cellent. He has two trucks in operation and
bought another while here, stating that he
planned to put on five trucks in the near future.
Warsaw is a town of only 300 population, but in
the three years that he has been in business there
he says his sales average about $15 a person.

Salesman Swartz, of the Washington branch
of the Columbia Graphophone Co., paid a flying
visit to the local house this week and while here
told of a sale which was made in a peculiar way.
He said a woman living on Sixteenth street called
up Harry C. Grove, one of the Columbia dealers
there, and told him that she had seen his truck
passing her house so often with machines that
she had come to the conclusion that he must
sell a good instrument and would he send one
of his salesmen out to see her. Mr. Grove natu-
rally was only too glad to accommodate her and
the outcome was the sale of an 82 Grafonola.

O. F. Banz, supervising sales manager, attend-
ed the April sales conference of the Columbia
Graphophone Co. here and said he was much
pleased with results so far this year and the out-
look for the future. Those attending the con-
ference, in addition to Manager Parks and As-
sistant Manager Cook, were: W. H. Peploe, Z.
A. Jones, C. E. Lorman, A. M. Calais, H. W.
Dutton and W. H. Swartz. Supervisor Jarvis,
J. C. Nace, record manager, and J. H. Marshall,
Dealer Service manager of the Baltimore branch,
reported progress being made in their branches of
the business.

A new exclusive Victrola shop opened for busi-
ness to-day, when the firm of Berlin & Lewis
threw open the doors of a handsome showroom
at 1317 West Baltimore street.

The Hammann-Levin Co. is making a special
drive on the IV and VI Victrolas and has a very
attractive window display of the instruments at
412 North Howard street.

W. C. Roberts, manager of E. F. Droop &
Sons Co., 231 North Howard street, reports April
business better than last year and says it is
almost impossible to keep the deiuand supplied
for some of the records.

George W. West, manager of the talking ma-
chine department of Hecht Bros. & Co., 681 West
Baltimore street, says business is good and get-
ting better all the time, last montii's business
being about 30 per cent above that of Aiuil,
1920. Mr. West is just teeming with optimism
over the future and says all indications point
to 1921 being one of the best years in the history
of the talking machine business. William Holtz,
formerly with Post, of Newport News, Va., is

now working with Mr. West as outside sales-
man.

Elmer Walz, manager of Cohen & Hughes, 227
West Saratoga street, has inaugurated the plan
of having a "first run" Victrola night for the
dealers once a month, when the new records
come out. It is meeting with great success and
is eagerly looked forward to by the trade. All
the new records are put on machines and played
and after a short talk by Mr. Walz on some
topic of interest to the trade a buffet luncheon is
served. That the dealers appreciate this innova-
tion is proved hy the constantly increasing num-
bers of them who attend the affairs. Another
feature of this firm is a complete repair depart-
ment, which is in charge of George Cook, one
of the most expert repairmen in the business,
and in which is carried every part of a machine,
thus obviating any delay in sending back to the

factorj' for some part that may be necessary to
repair an instrument.

Paul E. Merker, who took a course in sales-
manship at the local branch of the Columbia
Graphophone Co., has written to Manager Parks
from Charlotte, N. C, where he is with the
Meloy Piano Co. as outside salesman, stating
that he sold five machines the first day he started
out.

APPOINTED SONORA JOBBER

The Long Island Phonograph Co., Jamaica,
L. I., has been appointed a distributor for the
products of the Sonora Phonograph Co. The
company will carry a complete line of Sonora
phonographs and will co-operate with the deal-
ers in its territory along practical and efficient
lines.

R. H. Keith, who is president and general
manager of the Long Island Phonograph Co.,
is keenly enthusiastic regarding the possibilities
of developing Sonora business on Long Island
and his organization will have every facility for
giving Sonora dealers maximum service.

Quality

Makes

Satisfaction

O dealer can successfully
merchandise any line of
goods unless quality is im-
bedded in it. The best of bar-
gains, from a price standpoint, are
often the most expensive in the
end, because the quality is lacking.
The public soon realizes this fact.

The dealer who sells the Victrola
and Victor records handles quality
in its highest form. He therefore
handles satisfaction. This satis-
faction, which his clients receive,
builds bigger business for him.

Watch the Victor dealer grow.

CURTIS N. ANDREWS

Victor Wholesaler
BUFFALO, NEW YORK

THE TALKING MACHINE WORLD

Trade Mark Registered

Warning:—

The reputation which has been built by

the HALL FIBRE NEEDLE and the

universal use into which it has come have
been due to the special process of manu-
facture developed by this concern.

The HALL MFG„ CO. intends to
protect that reputation and assures its dealers
that it will prosecute, under Letters Patent
870723, any firm which illegally attempts
to duplicate the HALL FIBRE

NEEDLE.

HALL MANUFACTURING CO.

(Successors to B & H Mfg. Co.)

33-35 W. Kinzie St., Chicago, III.

May is, 1921

THE TALKING MACHINE WORLD

WINDOW DISPLAY SUGGESTION FOR DEALERS THAT COMBINES FORCE AND RICHNESS

The accompanying illustration shows a win-
dow display recently designed by the advertis-
ing department of the Victor Co. for the use

executive offices in Camden. This reproduction
is now being manufactured for the benefit of
Victor dealers, and constitutes a very high class

on a wooden stretcher and handsomely framed
in antique gold. It can hardly be distinguished
from the original painting. As used in the win-

Artistic Window Display, Featuring Victor Trade-mark in Oil for Use of Dealers

of Victor retailers. In the center, on the mount- type of display, either for use in the window dow shown herewith, the reproduction of the

ing, is a reproduction of the famous oil painting or for interior decoration. painting is set up in the rear of a shadow box

of the Victor trade-mark which adorns the Tlie picture is on canvas, varnished, mounted and the hghting arrangements are efTective.

ARRANGE "BLUE^JEANS" WINDOW

p. W. Simon's Victor Store in Uniontown
Makes Display That Is Cleverly Arranged —
Has Excited Considerable Attention

Uniontown, Pa., May 9. — P. W. Simon's Victor
store in this city, of which E. F. Gebhart is man-
ager, has recently prepared a very clever win-
dow featuring the Victor record in the May
release entitled "Blue Jeans," sung by the Peer-
less Quartet.

In the center of the window is a Victor dog
clad in blue overalls. On either side of the dog
is a pyramid of "Blue Jeans" Victor records,
and at either end of the window is a little
shimmie doll dressed in blue jeans. Hung across
the top of the window are three pairs of over-
alls, and in front of these there is a banner strip
featuring the name of the selection.

This window is strikingly original and is at-
tracting a great deal of attention from the resi-
dents of Uniontown.

EDUCATIONAL VALUE OF RECORDS

Writer in Chicago Tribune Impressed With Airs
Boys Whistled on Way to School

A writer in the Chicago Tribune, in comment-
ing upon the educational value of the talking
machine record, declares that one morning re-
cently he passed, at different times, three boys,
aged about ten years, on their way to school.
One was whistling the "Barcarolle," another
"O, Sole Mio" and the third Rubinstein's
"Melody in F." When asked why it was they
were so fond of this type of music the boys re-

plied that they heard this music in school by
means of the talking machine and preferred it
tc ragtime and other silly music which they

heard in other places. This is a tribute to the
value of good music in the school that points a
moral.

VELVET COVERED TURNTABLES

ADD TO THE QUALITY OF MACHINES

THE BEST TALKING MACHINES ARE EQUIPPED WITH

A. W. B. BOULEVARD VELVETS

GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION

WRITE FOR SAMPLES AND PRICES

A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York

ESTABLISHED 1845

THE TALKING MACHINE WORLD

May 15, 1921

PITTSBURGH DEALERS TAKE AN OPTIMISTIC VIEWPOINT

Large Industrial Plants Resuming Work — Advertising Campaign Started — New Hamilton Store
Opened — Important Fictitious Names Decision — Galli-Cuxci's Visit an Event — Live News of Month

Pittsburgh, Pa., Maj' 5. — An optimistic view of
the future as far as the talking machine industry
in the Pittsburgh district is concerned is taken
b}' the various dealers. One of the hopeful signs
is the gradual resumption of the various iron
and steel mills and other industrial plants that
have been more or less idle for the past six to
eight months.

The Pittsburgh district to-day is one of the
brightest spots on the industrial map of the
Nation and there is bound to be a continuous
revival of trade, if the statements made by the
heads of the large operatifig departments of the
steel trade can be accepted as a criterion.

There are less idle men in the Pittsburgh dis-
trict at this writing than there were a month
ago, according to a report of the State Emploj'-
ment Bureau, whose representatives keep a verj'
close watch of the industrial and labor situation.

One of the features that indicates that the
talking machine business is bound to show a
marked increase this month is the verj^ attrac-
tive advertising and publicity campaigns that are
being carried on b}' such enterprising and pro-
gressive firms as the C. C. Mellor Co., the Stand-
ard Talking Machine Co., and the W. F. Fred-
erick' Piano Co., all Victor jobbers, and such
leading retailers as the S. Hamilton Co., the
Rosenbaum Co., Kaufmann's, Boggs & Buhl,
Joseph Horne Co., the Lechner & Schoenberger
Co., Kaufmann & Baer Co., the Rudolph Wur-
litzer Co. and Johnson & Co.

Hamilton Co. Opens New Store

T. E. Shorten, manager of the S. Hamilton
Co.'s talking machine department, assisted last
Saturday at the formal opening of the new
store of the Hamilton Co., on Lincoln avenue.
Belle\Tie, one of the pleasant residential suburbs
of the Steel Citv. The new store is well located

and, in addition to a full line of Victrolas and
Victor records, also has on sale some pianos
and sheet music. The opening was a very suc-
cessful one, as hundreds of persons visited the
new place of business and inspected it. Souve-
nirs were given to all callers. The manager is
Harry Buck, who was formerly connected with
the East Liberty store of the S. Hamilton Co.
Galli-Curci Accorded Great Ovation
One of the striking musical events of the past
month was the appearance of Amelita Galli-
Curci at Johnstown, Pa. The brilliant Victor
artist sang to a large and appreciative, audience.
The Johnstown Tribune in commenting on the
recital said: "Completely captivating a large
audience in the Cambria Theatre, Amelita Galli-
Curci sang her way into the hearts of the music
lovers of Johnstown and vicinitj', being ac-
corded an ovation which seldom has been
equaled here. In splendid voice and present-
ing an unusually interesting and well-balanced
program, Mme. Galli-Curci was delightful in
her lighter numbers, exquisite in her encores,
all old-fashioned songs, and rose to remarkable
heights of vocalization in her operatic selec-
tions."

Galli-Curci Autographs Victor Records

During her stay in Johnstown Galli-Curci was
tendered an inforrfial reception in the Victor
salesrooms of the Penn Traffic Co., where over
250 persons, including the various sales persons
from all of the Victor shops in Johnstown and
the immediate vicinity, were present. Galli-
Curci was presented with a large bouquet of
American Beautj' roses by B. W. Phillips, of
the Penn Traffic Co. Miss Lillian A. Wood, the
well-known director of the educational depart-
ment of the C. C. Mellor Co., who was present,
had Mme. Galli-Curci autograph two Victor

records that the noted singer said she preferred
above all others of her songs. They were "Lo,
Here the Gentle Lark" and "La Capinera."
These autographed records will be presented to
the winner of the Victor record sales contest
that is on in Johnstown. Miss Wood spent
several days in Johnstown under the auspices
of the Victor dealers of that city and demon-
strated the educational and sales promotion work
for the benefit of the sales staffs of the Victor
dealers.

Joseph Horne Co. Adds Cheney Phonograph

The Joseph Horne Co. has added the Cheney
phonograph to its talking machine line. The
other two makes on sale are the Victrola and
the Columbia Grafonola. The department is an
extensive one and is under the able manage-
ment of A. R. Meyer, who is also secretary of
the Talking Machine Dealers' Association of
Pittsburgh.

Columbia Featured in Anniversary Sale

In honor of the fiftieth anniversary of the
founding of the Campbell department store
there were anniversary sales in all departments.
The Columbia Grafonola department, in charge
of A. L. LaGrange, was elaborately decorated.
Miller Optimistic Regarding Sonora

H. Milton Miller, general sales manager of
the Sonora Phonograph Co., of Pittsburgh,
wholesale distributor of the Sonora, is most
optimistic concerning the future of the Sonora
line in the Pittsburgh territory. Mr. Miller said
to The World representative: "In my judgment
the sales of Sonora this year will far exceed
sales of any previous year since the Sonora was
placed on the market here. We are receiving
many applications from dealers of standing in
Western Pennsylvania who wish to handle the
Sonora line. Dealers who have been selling the
Sonora report sales as most satisfactory and this
las been largely due to the work of our service
bureau, which has been established for the best
Intf rests of all of our dealers."

New Sonora dealers reported by Mr. Miller

— for Any Home

The Dealer who handles the Manophone is able to satisfy the
musical desires of every class of homes. '

A more beautiful instrument can not be found than the
Manophone Style "L," — a Colonial Table model suitable for
the finest homes. Six other models graduating
down to our Model "M" enable the Manophone
Dealers to accommodate every taste — and every
price. ^

Plays Any and All
Disc Records

All models of Manophones will
play any and all Disc Records with
surprising smoothness and clearness, inchid-
ing Records for Jewel point needles. This
feature opens every musical record library to the
Manophone owner.

JVrite today for complete particu-
lars concerning our Business Building
Plan for Dealers.

The Manophone Corporation

Adrian, Mich.

The Wonderful Tone
of the Manophone

The secret of this remarkable ac-
complishment lies in the unique and
original design of the tone chamber,
as featured in our Trade-Mark.
"The Human Throat" — carved
from solid wood, greatly amplifies
and softens the tones, giving rich-
ness, fullness and the clear bell-like
qualities so distinctive of THE
MANOPHONE.

For

Exquisite
Tone

The Music Master
of Phonographs

May 15, 1921

THE TALKING MACHINE WORLD

GRAND OPERA STIMULATES BUSINESS IN LOS ANGELES

Record Demand Exceeds Supply — Notable Men Attending Convention in Chicago — Vocalions for
Steamships — Barker Bros. Changes — Southern California Co. Windows Admired — Other News

are as follows: Wallace H. Bowser, Ford City,
Pa.; H. C. Wolfe, Verona, Pa.; Russell & Riggs,
Altoona, Pa.; F. S. Roadman, Clinton, Pa.; W.
W. Martin Drug Co., Shinglehouse, Pa.; Dolan
Brothers, Kane, Pa.; Erie Supply Co., Burgetts-
town. Pa., and the Standard Drug Co., Grafton,
W. Va.

Join Music Industries Chamber of Commerce

At the April meeting of the Talking Machine
Dealers' Association of Pittsburgh, the organiza-
tion unanimously voted to affiliate, with the
Music Industries Chamber of Commerce. A
report on the question of affiliation with na-
tional bodies was submitted by the special com-
mittee consisting of French Nestor, of the
Standard Talking Machine Co., chairman, and
Leon Half and Clark Wright.

Modernola Plant Destroyed by Fire

Early on the morning of April 25 the new,
modern plant of the talking machine manufac-
tory of the Modernola Co., at Johnstown, Pa.,
v/as destroyed by fire, entailing a loss of over
$100,000. The fire is believed to have started
in the paint and varnish department. A large
quantity of finished Modernolas ready for ship-
ment was also destroyed. It is understood that
the management has taken steps to rebuild.
A Decision of Wide Interest

The Superior Court of Pennsylvania, in ses-
sion here, filed an opinion in which the so-called
"Fictitious Names" act of 1917 was upheld. The
ruling of the court, as written by Judge F. M.
Trexler and concurred in by a majority of the
justices, broadly interpreted, made it a misde-
meanor for a firm to have a silent partner whose
name was not registered with the Secretary of
the Commonwealth and the Prothonotary of the
county in which it does business. The suit
in question came to the Superior Court in an
appeal from the lower court in Philadelphia,
where two partners sued a third partner on a
book account. The sued partner, instead of
defending the merits of the case, relied on the
fact that the plaintiff firm had not registered
in accordance with the 1917 act, and therefore
was engaged in an unlawful business on which
they could not enter suits. The lower court
upheld this view. On the appeal being taken,
the Saperior Court affirmed the ruling of the
lower court. This case is of vital importance
to talking machine firms and others who have
"silent" partners whose names are not regis-
tered.

Shipping "Talkers" by Airplane

In addressing the Pittsburgh Association of
Credit Men, Robert E. M. Cowle, vice-president
of the American Railway Express Co., stated
that commercial airplanes carrying merchandise
will soon be operating between New York and
Chicago. He stated that he had been endeavor-
ing for the last two years to have his company
operate them and that the wisdom of it would
be demonstrated quickly in the event of this
country being engaged in war again. He also
contended that quick service made possible by
commercial airplanes would help merchants ma-
terially in increasing their business.

Sending Questionnaires to Edison Owners

Miss G. G. Brainerd, in charge of the Edison
Music Research department of the Division of
Applied Psychology, Carnegie Institute of Tech-
nology, is sending out a questionnaire to new
Edison owners. There are two divisions of
questions, thirteen in one and eleven in the
other. It deals with advertising psychology and
its efifect on the Edison owner as to making
up his or her mind to own an Edison phono-
graph. The Buehn Phonograph Co. is co-oper-
ating in the plan.

Some Trade Brieflets

Earl W. Crawford, of Graysville, O., is a
new Edison Amberola dealer who is served by
the Buehn Phonograph Co., Edison distributor.

E. E. Koontz, of Cameron, W. Va., has opened
an Edison shop. He also is a Buehn Phono-
graph Co. client.

Clyde Ament, of Apollo, Pa., who conducts
an Edison phonograph shop there, is now the
owner of a second Edison shop, the latest being
located at Vandergrift, Pa.

Los Angeles, Cal., May 4. — The week's perform-
ance of opera by the Chicago Opera Association
early in the month was magnificently presented,
and surpassed anything of the kind ever seen and
heard in Los Angeles. Unfortunately, from the
talking machine record department's point of
view, there was a scarcity of records from the
operas which were given, as these records were
out of stock, and consequently a great deal of
business was lost. Then, too, there were two
operas, "The Love of the TJiree Kings" and
"Monna Vanna," from which there have been
practically no records made. Very fine support,
in the shape of advertising in the newspapers,
was given by all the music houses, and some e.x-
cellent window displays were made.

Little Rock Talking Machine Man Here

S. M. Field, manager of the talking machine
department of Blass Co., Little Rock, Ark., at-
tended the monthly meeting of the Music Trades

Association of Southern California. Mr. Field,
who is making quife a long stay in Los An-
geles, is a very enthusiastic talking machine man
and a great believer in association ideas.
Open Branch Store

The Piatt Music Co. has opened a branch
store at 903 Temple street. The Victrola and
Victor records are carried exclusively and special
attention is paid to foreign records, particularly
Jewish, as there is a very large colony of the
latter in that section of the city. The branch
manager reports that from the day of opening
business has been very good and the fullest ap-
preciation shown, by the residents in the vicinity,
for the opening up of this new store.

J. W. Boothe Leaves for East

J. W. Boothe, general manager of the music
department of Barker Bros., left two weeks ago
for New York and will return via Chicago, in
(Continued on page 76)

HONEST QUAKER
MAIN SPRINGS

Length — Width — Gauge —
Temper Guaranteed

We are in a position to quote special prices to motor
manufacturers and jobbers, placing quantity business, either
from sample, or specifications.

A FEW

NEW SIZES:

Lots of-

12 25

100

No.

Va" X .022 X 10 feet. For Talk-O-Phone, Koch,

) .47 i

i .46 3

5 .44 $

.42 i

$ .40

No.

l"x .020 X 131/^ feet. For small Victors. Pear shape
holes

.54

.52

.50

.48

.45

No.

1" X .020 X 15 feet. Bent arbor for Victrola No. 4A

.65

.63

.60

.55

.50

No.

l^"x. 020 x9 feet. Bent arbor for Victrolas Nos.
6A and 8A

.55

.53

.50

.45

.40

No.

154" X . 020x9 feet. Bent arbor and bent up end

.55

.53

.50

.45

.40

No.

X .020 X 12 feet. Bent arbor for Victrolas Nos.
14A, 80 and 90

.67

.65

.62

.57

.52

No.

154" X .020 X 17 feet. Bent arbor for Victrolas Nos.
9A, lOA, llA and 16A

.75

.73

.70

.65

.60

No.

154" X .020 X 17 feet. For old style Victors and
Victrolas. Pear shape holes

.72

.70

.67

.62

.57

No.

1 5/16" X .031 X 12 feet. For Edison Home. Pear

.95

.93

.90

.85

.80

(If the above are desired in assorted sizes the quantity price will be allowed.)

TERMS: — To customers with satisfactory commercial rating, 2% di.scount for cash within
10 days, or 30 days net. TO OTHERS, 3% discount for cash in full with order, or 20% of
total purchase with order, balance C. O. D. Kindly include Parcel-Post charges, if wanted
that way.

Our catalogue contains illustrations of wanted repair material.
May we send you a copy ? Ask for Catalogue W.

EVERYBODY'S TALKING MACHINE CO.

Largest Distributors of Main Springs in America

38 North Eighth Street PHILADELPHIA, PA.

Exclusive Distributors for the General Phonograph Corporation

THE TALKING MACHINE WORLD

May 15, 1921

CABI.X; ADDKESS SX:G'D
"riI.ASSB— PHILA."

THE MARK OF

ANY{|

Size

Quantity
Quality

SERVICE AND

Phonographically Speaking

LONG DISTANCB 'PHONS

BARINQ 639

SATISFACTION

They Talk For Themselves

Quotation
Delivery
Prod net

}RIGHT

IMICO INDIA RUBY
MICA DIAPHRAGMS

INTERNATIONAL MICA COMPANY

PHILADELPHIA, PA.
U. S. A.

INTERNATIONAL MICA CO., 106-110 W. Lake St., Chicago, Illinois

_ WAXTER S. GRAY
SAN FRANCISCO, CAL.

RATSOtO SAI,ES CO.
LANCASTER, PA,

FACTORY AND SALES DEPT.,
37TH AND BRANDYWINE STS.,
WEST PHILA., PA.

INTERNATIONAL RIICA CO.
101 a-BLDFF
YOKOHAMA, JAPAN

PROVIDENCE PHONOGRAPH CO.
PROVIDENCE, R. I.

ARTHUR A. BRAND & CO.
CINCINNATI, OHIO

Write for"IMICO" representation in your territory^ — domestic or foreign. Special facilities for Export Business

"IMICO" and "SERVICE" are SYNONYMOUS

TRADE IN LOS ANaELES STIMULATED

(Continued from page 75)

order that he may attend the national conven-
tions. Mr. Boothe, who is the original mover of
the resolution, made at a general meeting of the
Music Trades Association of Southern California,
which proposed the formation of a National Re-
tail Phonograph and Talking Machine Men's As-
sociation, outlined his plans as delegate to the
convention, at the last general meeting of the
Los Angeles Association. B. Piatt, president of
the Piatt Music Co., who is also attending the
national convention, will give his hearty support
to the movement.

Changes at Barker Bros.

Sible}- Pease, assistant manager of the music
department of Barker Bros., reports the appoint-
ment of G. P. Meek to be manager of the Long
Beach branch store; L H. Nangle succeeds Air.
Meek at the Pomona branch; Harry Ream, for-
merly with the Western Jobbing & Trading Co..
has been appointed field representative, in which
capacity he will visit the various branches at
intervals and specialize on record stocks.
New Blue Bird Shop

A Blue Bird shop has been opened at the
Los Angeles Furniture Co.'s store on Hill street,
and is under the management of H. E. Goodin,
with B. Lindsay as assistant manager.

Edward L. Doheney, well-known oil magnate
and capitalist, recentlj' purchased an Adam period
Blue Bird phonograph for $325.

I. Lesser Goes Into Theatrical Business

L Lesser, who was very well known through-
out the Pacific Coast as representative of the
Western Jobbing 8z Trading Co., has forsaken
the music business, for a time anyhow, and is

Victor Dealers

Real records, when used in a window
trim, are apt to become warped,
scratched and broken.

Usoskin Imitation Victor Records

are made of heavy cardboard and can
be used for any display purpose that
demands an actual record.

Look enough like the real thing to
fool experts.

Send for sample and prices.

USOSKIN LITHO, Inc.

230 WEST 17th ST., NEW YORK CITY

investing in the moving picture theatre business.
Mr. Lesser's cousin, Sol Lesser, has been iden-
tified with the motion picture business for a num-
ber of 3'ears and owns some thirty or more
theatres.

Effective Window Display

A remarkable window display-, which excited
the admiration of many people on Broadway,
was to be seen in the windows of the Southern
California Music Co. The scene depicted, which
was the work of that clever manipulator of auto-
matic devices for window displays, W. G. Bailey,
showed a charming scene, on a miniature stage,
from "Carmen," and a continuous dance by a tiny
Carmen was kept up, while a little band of
equally small Spaniards thrummed their guitars
back of the stage.

Steamship Co. Purchases Period Models

In order to harmonize with the beautiful fur-
niture and appointments of its music and
drawing-room saloons on the S. S. Harvard and
Yale, the Pacific Steamship Co. purchased two
Gothic Period Vocalions at $475 each. The sale
was consummated in the talking machine depart-
ment of the Geo. J. Birkel Co. by A. Graham
Cook, manager of the department.

Reports Some Excellent Sales

Walter Allee, manager of the talking machine
department of the Paulin Music Co., reports ex-
cellent sales for the month of April. He re-
centh' added two new members to his sales
force: E. C. Doel and W. C. Wilson.

Many Sales of Records and Machines

Record stocks are da.Uy becoming more
abundant and many old favorites are finding
their way into customers' homes. Sales of ma-
chines of the various makes have been fairly
satisfactory during April so far and the total
sales are comparing well with the correspond-
ing period of last year.

Rosa Raisa Records Popular

The splendid appearance and singing of Rosa
Raisa with the Chicago Grand Opera Co. has
made her Vocalion records verj' popular, and
her latest, the "Ave Maria" from "Othello,"
which went on sale on May 1. is sure to arouse
a great deal of interest, as she appeared in the
role of Desdemona in Verdi's "Othello" this
season in Los Angeles.

Harry Clubb as Manager

Bolton and Jones, of Santa Barbara, have ob-
tained the services of Harrj' Clubb as manager
of their phonograph department. They recently
obtained an agency for Victrolas and Victor
records and have added it to their very success-
ful Vocalion agenc\-, which they installed over
a year ago.

News Items From Different Points

Ye Phonograph Shoppe is the name of the
new Vocalion store in Santa Ana. The pro-

prietor, Mr. Schrader, was formerly connected
with Maier & Frank, Portland, Ore.

T. A. Jones, of Santa Maria, made a great suc-
cess of the specializing of the Vocalion record
hits, "My Mammy" and "Humming."

A. White, proprietor of the White Music Co.,
Berkeley, was a recent visitor in Los Angeles.
He was down here with the Rotarians at the
convention in Long Beach.

The Buckman drug store of Kingsbury secured
the agency for Vocalions and Vocalion records.

The Glendale Piano & Phonograph Co., of
Glendale, has just changed its name to the
Glendale Music Co. It recently obtained the
Victrola agency for its city.

MRS. H. P. VICTOR DIES

Wife of Columbia Co. Auditor Passes Away in
Orange, Gal.

Los AxGELES, Cal., May 1. — H. P. Victor, of
the auditing staff of the Columbia Graphophone
Co.. is receiving the sympathy of his friends
upon the death of his wife, Mrs. Delight H.
Victor, who passed away quite recently at
her home in Orange, Cal. Mrs. Victor suffered
a nervous breakdown last Fall and had been ill
ever since. Mr. Victor is now auditing on the
Pacific Coast, where he is well known in the
talking machine field.

Imported
Swiss Sapphires

Pathe Balls

$ .15 each
L50 per dozen
10.00 per hundred
90.00 per thousand

Edison Points

$ .15 each
1.50 per dozen
10.00 per hundred
90.00 per thousand

10% discount on 5,000

(LOUD OR SOFT TONE)

WALTER S. GRAY CO.

942 Market Street, San Francisco

May 15, 1921

THE TALKING MACHINE WORLD

lU|ll|t|||J,

Prestige and
Profits

EVERY form of musical entertain-
ment finds in tlie Steger that rare
charm of perfect tone-reproduction
which has made this dehghtful phono-
graph a big favorite in thousands of
homes.

Its remarkable fidelity to original
tone-values is due entirely to the ex-
cellence of its exclusive patented fea-
tures, which have never been sur-
passed. The wonderful Steger tone-
reproducer, the tone chamber of even-
grained spruce and the easily adjust-
able tone-arm make perfect rendition
of every disc record certain.

Artistry of design and perfection of
cabinet work are distinctive of the
Steger. Music-lov.ers are quick to
discern real merit. The more critical
they are, the quicker they are to de-
cide in favor of the beautiful Steger.

You can make the Steger a big asset
of your business because of the quick
turnover and because every sale pro-
duces a second sale.

Steger Phonographs are backed by
a great and profitable merchandising
plan. Write for the Steger proposi-
tion and Steger Phonograph style
brochure today.

Desirable territory open.

Phonograph Division

STEGER & SONS

Piano Manufacturing Company
Steger Building, - - CHICAGO, ILL.

Factories: Steger, Illinois, where the "Lincoln"

and "Dixie" Highways meet.
"// it's a Steger— it's the most raluablePiano in the world. "

THE TALKING MACHINE WORLD

May 15, 1921

UPWARD TREND IN BUSINESS IS EVIDENT IN NORTHWEST

Talking Machine Trade Feels That a Turn Toward Better Times Is Here— Situation Interestingly
Analyzed for The World by Leading Members of the Industry

St. Paul and Minneapolis, Minn., May 6. —
Business men in the Northwest, whenever they
gather in the commercial clubs, Rotary clubs
or trade organizations, tell each other and the
world as well that the cloud of uncertainty and
discontent is lifting and that the people are
reaching the normal levels. It is conceded that
the process is slow and hence no one can tell
when the "good old times" will return. It may
be accepted, as far as the Northwest is con-
cerned, that the real upward trend will not begin
until the men employed in the building trades
and other industrial lines make some conces-
sions in the wage dispute. War prices no longer
tempt the buying and home-building public and
no general activity may reasonably be expected
until the wage readjustment has been effected.

In the meantime the Northwestern dealers are
doing the best that they can. "We are acting on

the theory that '1921 will reward fighters,'" re-
marked George A. Mairs, manager of the Victor
department of W. J. Dyer & Bro. "This slogan
is more than a string of words and we are ob-
taining satisfactory results from our elTorts. We
are particularly well pleased that we are in posi-
tion to supply our customers with what they
want with dispatch. Such a situation truly is
a matter of gratification after our most trying
experiences a year ago."

Nice business is reported by Samuel Levinson,
head of the Pathe department of G. Sommers &
Co. Mr. Levinson has been on a tour through
his territory and, while finding many of the
Pathe dealers, like all others, inclined to be
somewhat conservative, he was able to do con-
siderable business. He is specializing in service
with good results.

Two additional city salesmen have joined

INDIVIDUALITY IN YOUR PRODUCT
WILL MEAN MORE SALES FOR YOU!

Equip Your Phonographs With
EMPIRE UNIVERSAL TONE ARM and REPRODUCER

We are prepared to submit to reliable manufacturers samples of our tone arms and
reproducers in order to enable them to determine the merit of our product. Our prices
are low and the quality of our product is second to none. Write or wire us for samples
and quotations and give us an outline of your 1921 requirements.

We Also Manufacture Attachments for Edison Phonographs

No. 1

Plays
only lateral
cut records.
Retails
at $5.00

No. 2
Plays all
records.
Retails
at $7.50

THE EMPIRE PHONO PARTS CO.

1362 EAST 3rd STREET CLEVELAND, OHIO

IT <f FV'^ GRAPHITE PHONO
a^iJ*j M-i R ^ SPRING LUBRICANT

lUIey'i Lubricant makes the Motor make good

Is prepared in the proper consistency, will not nin out, dry up, or
become sticky or raxicid. Remains in its original form lodefinitely.

Put up in 1,5. 1 0. 23 and 50-poiuid cani for dealers.
This lubricant is also put up in ^-ounce caiM to retail at 25 ceats
each under the trade name of

FTTRFKA noiseless talking

^ V> J^JUa^fl. MACHINE LUBRICANT

iVrite for special proposition to Johhen.

ILSLET-DOUBLEDAY & CO., 229-231 Front St., NewTork

the staff of the Minnesota Phonograph Co., pur-
veyor of Edison phonographs and records. Man-
ager Milton Lowy is satisfied with his sales,
but admits that records are showing much
greater activity than the machines. The Edison
distributing headquarters for the Northwest,
under the direction of Laurence H. Lucker, is
reported to be enjoying a commendable amount
of trade under the circumstances.

Vocalions are making headway into the homes
of jMinneapolis and the Northwest, according to
J. E. Gerlick, local manager of the Stone Piano
Co. "We sent out an entire drayload of Vo-
calions one day last week," said Mr. Gerlick.
"We can say that the Vocalions have an assured
place in this part of the United States."

The iron range country is reported to be the
most prosperous part of the Northwest by
George M. Nye, head of the phonograph de-
partment of the Brunswick-Balke-Collender Co.
The iron towns have not been hit nearly as hard
as the agricultural districts and the majority of
the music merchants are enjoying good times.
On the whole the phonograph trade has taken
a slump, says Director E. L. Kern, the falling
off being particularly noticeable in the sale of
machines. Brunswick records, however, are in
active demand, and owners of Brunswick ma-^
chines eagerly await the arrival of the new music.

PLACING REPEAT ORDERS

Mirrolike Polish Well Received by Trade — Fac-
tory Facilities Will Be Enlarged

The Mirrolike Products Mfg. Co., Long Island
City, N. Y., manufacturer of Mirrolike talking
machine polish, is well pleased with the recep-
tion given this polish by the talking machine
jobbers and dealers. The success of this prod-
uct with the trade is indicated by the fact that
a great majority of the dealers ordering samples
are placing substantial initial and repeat orders.

In a chat with The World K. Sandhop, presi-
dent of the company, stated that although Mirro-
like is just being introduced to the talking ma-
chine industry, it is not a new polish, as it has
been used extensively by the furniture trade for
a number of years and has met with gratifying
success. The company's business is steadily in-
creasing and, according to the present plans of
the executives, larger and more commodious
quarters will be secured in order to increase the
output to keep pace with existing demands.

DISTRIBUTION STEADILY INCREASES

Over 2,000 Dealers Now Handling Bell Hood
Semi-permanent Needles — Interesting Details

New H.wen, Conn., May 2. — The distribution of
the Bell Hood semi-permanent needle, made by
the Bell Hood Needle Co., of this city, has in-
creased remarkably during the last year. It is
reported from the headquarters of the company
that the list of dealers handling this needle has
now passed the 2,000 mark and is growing larger
each week. Distributing centers have also been
established in important cities throughout the
country. The sale of these needles has been ma-
terially enhanced through an attractive counter
card for dealers' use. which is put out by the
manufacturers. One Bell Hood dealer has writ-
ten to the executive offices of the company tell-
ing of a house-to-house canvass he made in his
locality solely on these needles. The results
were particularly good, as was attested by the
subsequent large order for more needles which
followed the campaign.

May 15, 1921

THE TALKING MACHINE WORLD

FIRST OUT

THE SENSATIONAL NEW SONG

A WORLD HIT

NOW READY

Wire your
requirements
at once

MON HOMHE

( MY MAN )

on ODEON Records

No. Od. 20038

This French song success has taken the whole of
Europe by storm and is destined to beat all Ameri-
can records for popularity. A phenomenal sale will
mark this HIT as the biggest sensation in the music
trade of America.

American Odeon Corp.

100 West 21st St. New York

STEADY BETTERMENT EVIDENT IN SAN FRANCISCO TRADE

Business Compares Favorably With 1919 — Grand Opera Helps Record Sales — Association Discusses
Live Topics — Kohler & Chase Expansion — Leading Dealers Make Interesting Reports

San Francisco, Cal., May 5. — General business
conditions on the Pacific Coast show an im-
provement this month, but the situation is still
below normal. Conditions compare favorably
with the year 1919, though they are by no means
equal to last year. The demand for high-class
merchandise is increasing and the people are
turning more and more to standard products in
all lines, it seems. The watchword of Cali-
fornia is quality production — it may be that the
people have begun to realize that quality mer-
chandise is the most economical in the end.
The very successful season of the Chicago
Grand Opera Co. in San Francisco, just closed,
created a vast amount of musical interest. The
demand for opera records is strong and some
of the leading dealers have run short of cer-
tain popular opera selections. Recent heavy
frost in northern California has done great dam-
age to fruit and other agricultural products,
the loss of deciduous fruits being estimated at
25 per cent, still, in view of the need for quality
fruit, the curtailment of production may not be
unprofitable. The country districts have good
prospects for the year, everything considered.
There is more building going on in the State
at present than at any time since the country
entered the World War. The coming month
should see a decided revival in business, judging
by the many seasonal activities due at this time.
Important Matters Discussed by Association

The Music Trades Association of Northern
California held its first monthly meeting since
its organization at the Hotel St. Francis on the
night of April 19. A dinner preceded the meet-
ing and there were eighty-two members present.
After the general meeting the executive commit-
tee held a private session. Resolutions were
passed covering the subjects of sales, time limit
on phonographs, credits and other matters per-
taining to the business. The Association will
adopt the progressive policies of merchandising
which have been successfully tried out in the
southern part of the State. The trade appears
to be resolved to maintain a spirit of hearty
and consistent co-operation.

James J. Black, of the Wiley B. Allen Co., is
back in San Francisco after a visit to the com-
pany's interests in southern California. He
found the talking machine and music business in
a most encouraging condition.

Wiley B. Allen Renovations

The talking machine department of the Wiley
B. Allen Co., San Francisco, is being entirely
redecorated this month. The walls and wood-
work are in old ivory. F. P. Corcoran, manager
of the department, has been ill with the influenza
for the past week or so and he is about to take
a few weeks' rest in northern California.
Art Hickman Records Liked

The San Francisco office of the Columbia

Graphophone Co. reports a heavy demand for the
new Art Hickman records, which are among the
best jazz selections yet produced by this jazzi-
est of jazz orchestra leaders. "Day Dreams"
and "Siren of a Southern Sea" are two of the
latest hits. Columbia machines have enjoyed
a greatly increased demand since the reduction
in price.

The Phonograph Studio, on Powell and
O'Farrel streets, has taken on the line of Okeh
records in addition to the Columbia in this city
and the sale of these is reported brisk.

Larger Kohler & Chase Quarters

The talking machine department of Kohler &
Chase has outgrown its space on the ground
floor of the building and had to be moved to
more commodious quarters on the mezzanine
floor. Several years ago the talking machine
departrnent was located here. Handsome new
sound-proof demonstration rooms have been
fitted up and in every way the department has
been made attractive and convenient. A few
models of machines are still shown on the main
floor and there are frequent special window dis-
plays featuring talking machine merchandise.
Grand Opera Helps Edison Sales

The Edison Co. was represented by four great
artists in the Chicago Grand Opera Company,
which has just concluded a two-weeks' engage-
ment in San Francisco. These are: Frieda Hem-
pel, Alessandro Bonci, Cyrena van Gordon and
Virgilio Lazzari. Their Edison re-creations are
in brisk demand at present.

Stalnaker & League, 212 East Main street,
Turlock, Cal., have just been added to the ranks
of exclusive Edison dealers.

R. E. MacMillan Appointed Manager

Ronald E. MacMillan, a former well-known
newspaper man, has accepted the post as man-
ager of the phonoyraph department of the Chico

Paint & Oil Co., Chico, Cal. This concern has
doubled its store capacity and now has virtu-
ally two large stores, one of which is devoted
entirely to the phonograph business.

Occupying New Building

The Smith Music Co., Vallejo, Cal., will move
into a building across the street from the present
store on Georgia street on June first. The new'
location is owned by Thomas Smith, proprietor
of the concern. The Victor and Edison lines
are carried. A special advertising campaign is
about to be launched.

Brunswick Trade Expanding

Irving C. Franklin, district manager of the
phonograph division of the Brunswick-Balke-
Collender Co., in this city, says the demand for
Brunswick records has grown steadily, so that
now there is sometimes difficulty in keeping
sufficient stock on hand in San Francisco. The
special Mothers' Day advertising campaign re-
cently launched by the company has struck a
responsive chord in the Coast dealers and most
of them have promised to co-operate in making
the most of this propaganda. The Mothers'
Day record bag and gift cards are attractive
novelties which appeal to the trade.

Reports Improving Conditions

O. N. Rothlin, of the wholesale Victor de-
partment of Sherman, Clay & Co., has returned
from a three-weeks' trip through Oregon and
Washington. He found conditions in the North
improving. There is prospect for a great activ-
ity in the lumber regions, after a long period of
industrial lethargy.

Meyers With Hauschildt

C. A. Meyers, formerly manager of the talk-
ing machine department of the Consolidated
Music Co. of Salt Lake City, has accepted the
position of manager of the talking machine de-
partment of the Hauschildt Music Co., in this
city. He succeeds E. Bodright.

The criticism of enemies is more valuable than
the praises of friends, because friends desire
only to gild our defects.

Cor

mcrson Oh

- Ohio Pislnbutors of^' J

Emerson. Dncison Phonographs Records

fiS":^;^ 36 W Stafo Sftvcf

#/--™ Columbus. Ohio

Needles, Albums, Cleaner Brushes, Delivery Bags,
Stock Envelopes

Located in the centre of Ohio, with the best shipping facilities in the
state, we are prepared to give Ohio dealers exceptional service.

We invite inquiries from progressive dealers desirous of securing a
profitable line of Records, Phonographs and Accessories.

THE TALKING MACHINE WORLD

May 15, 1921

Manufacturer of

Exclusive Cabinet Hardware and Accessories

60 Grand Street New York City

INCREASED EVIDENCE OF BUYING IN THE ST. LOUIS TRADE

Dealers Who Are Fighting Hard for Trade Are Getting It — Records More in Favor Than Ma-
chines— President LaPierre Disappears — New Victor Dealers — Silverstone Activity — News of Month

St. Louis, Mo., May 2. — The talking machine
business in St. Louis and contiguous territory
is considered satisfactory, in view of all existing
circumstances. The retail movement of all kinds
of machines is fair. Dealers are still buying
cautiously and mostl}^ for immediate needs. Dis-
tributors are not finding fault with this because
they are confident that with the return of greater
confidence the buying of the dealers will gradu-
ally come to a larger scale. Nobody complains
about the record business. Sales are quite up
to expectations.

The Stix, Baer & Fuller talking machine de-
partment is one place where there is no complaint
about business. Manager F. J. Ennis says the
A-pril business is a 100 per cent improvement
over the same month last year, on machines, and
"a little better than that on records. The sales
of machines ranged from high-priced period de-
signs to the cheapest. Last Saturday eighteen
machines were sold. The Saturday before sev-
enteen were sold. Another day thirteen were
sold. Five sales a day is considered small. The
department recently added the Brunswick line
to its Victor and Sonora products now handled.

The retail department of the Silverstone Mu-
sic Co. is another place where sales are better.
Retail Manager Schlichter says the retail busi-
ness is much improved over what it was thirty
days ago. On one day recently four Chippen-
dales, a Sheraton and a Heppelwhite were sold
and four Chippendales and a Heppelwhite were

placed out, with every assurance of being sold.

Manager E. M. Morgan, of the Columbia Co.,
St. Louis branch, says that the March and April
business, under the new prices, has been satis-
factory, particularly in the country. Mr. Mor-
gan made trips through southern Illinois and
central Missouri late in the month.

"Siam Sob" has been sweeping this part of the
country. When Manager Morgan, of the Co-
lumbia Co.'s St. Louis branch, was notified that
1,000 Soos had been sent to him he was about
as near despair as such an optimistic person
could get. That was three weeks ago. Now he is
out of Soos and dealers are telegraphing for
more and it gives him great joy to know that
another shipment is on the way.

George E. Brightson, president of the Sonora
Co., New York, was in St. Louis last week.

The Artophone Corp. is vacating the first,
second and third floors of the building at 1103
Olive street to make room for the Shattinger
Music Co., which will move during the month
from 910 Olive street and be ready to open in
the new location June 1. The Artophone Corp.
will occupy the fourth and fifth floors and do a
wholesale business in Artophone and Kimball
talking machines and Okeh records.

The Meinell Music Co. has opened for business
at 4035 West Florissant avenue, where it will
handle Artophone and Kimball machines and
Okeh records.

I\. W. Jackson, manager of the Brunswick St.

Louis branch, is back at his duties after spending
three weeks in a hospital and undergoing two
operations. He reports that the Mothers' Day
plan of the Brunswick Co. is stimulating busi-
ness and that the dealers are co-operating hand-
somely. He expects the record releases to be
on time hereafter and says there is substantial
improvement in the record business.

The Missouri Association of Retail Jewelers
held its annual convention in St. Louis the last
week in April. Many of the jewelers who at-
tended handle talking machines and they took
advantage of the opportunity to call on their
distributors.

Mme. Galli-Curci's appearance recently in St.
Louis was the inspiration for a clever announce-
ment by the Kieselhorst Piano Co. Small cards,
3x4, giving the time and place of the concert
and inviting the customer to hear her records,
were fastened to the inner edge of the lid of
each Victrola in the record-demonstrating rooms.
Upon raising the lid to play a record the atten-
tion was drawn at once to the card. The eve-
ning's printed program held three full-page ad-
vertisements of exclusive Victor dealers.

The Koerber-Brenner Co. announces the open-
ing of three exclusive Victor accounts in Illi-
nois: The J. N. Johnson Co., of Mt. Vernon,
opened its handsome department on April 1.
It consists of four handsome booths in ivory
and gray, with a lobby, record racks and serv-
ice counter with every help for efficient service.
Miss Grace Maxey is in charge. The second
account is that of the Hindman Drug Co. at
Benton, 111. Mr. Hindman knows what the
\^ictor can do, for he is proprietor of the Karr
Druci Co. at Christopher, 111., which has main-

That Well-Known Trade Name
In An Oplex Sign

MOST of the well-known trade names of pianos and talking
machines have been reproduced in the raised snow-white glass
letters of an Oplex Electric Sign. Such a sign "ties" the manufac-
turer's national advertising right to your store.

Oplex Signs are the kind with the raised snow-white glass
letters — perfect day signs as well as night signs, greatest reading
distance, lowest upkeep cost, most artistic designs.

Let us send yoit a sketch shozviiig
lioic YOUR Oplex Sign zcill look.

FLEXLUME SIGN COMPANY

36 KAIL STREET

BUFFALO, N. Y.

May 15, 1921

THE TALKING MACHINE WORLD

tained a successful Victor department for years.
The Beaton store, here, held its formal open-
ing on April 15 and 16. One of the prettiest
departments in central Illinois is that of the
West Frankfort House Furnishing Co., of West
Frankfort, 111., which was opened to the public
late in April. C. R. Thienes has spent over
$3,000 in the installing of a very modern depart-
ment and is justly proud of it.

Frank L. Ray, traveling representative of the
Connorized Music Roll Co., returned last week
from a trip through Missouri, Illinois, Indiana
and Kentucky. He had a good trip. Earl E.
Fay, manager of the Connorized branch here,
will go to the Chicago convention, accompanied
by his wife.

Friends of J. B. Reid, formerly manager of the
Columbia Graphophone Co. here, have heard
with regret of his death at Bridgeport, Conn.

The Kieselhorst Piano Co., if it continues to
advertise itself as "The Store with the Big Vic-
tor Dog," will be in danger of sending customers
to a competitor. There are now two stores with
big Victor dogs. Manager J. B. Moran, of the
Wurlitzer Co., has one at the Wurlitzer store,
across the street from the Kieselhorst store.
Moran says his is an Irish setter and its name
is Patsy. E. A. Kieselhorst says something
about imitation being the sincerest flattery. His
dog is standing pat and treating Patsy with silent
contempt. He has a new coat of paint and a
new collar of brown paint, which helps him to
ignore the newcomer. Patsy, true to his pa-
tronymic, has had several skirmishes with the
police. He is supposed to keep back of the
building line, but that is too much like being
peaceable and every once in a while he edges
out on the sidewalk, where he can show his
teeth to better advantage to that Kieselhorst
dog across the street. Then a policeman comes
along and pushes him back.

Talking machine men and piano men have been
contributing to the St. Louis Symphony Society
fund through a committee composed of P. E.
Conroy, W. P. Chrisler, E. A. Kieselhorst and
P. A. Lehman.

The Chamber of Commerce promotion of trade
excursionists, who recently returned from an ex-
cursion to Mexico, had Vocalion music all the
way there and all the way back. A machine was
sent along by W. P. Chrisler, manager of the
Aeolian Co. Instead of sending a lot of records
with it he sent one Red Record to each of the
excursionists. President W. F. Carter, in a let-
ter from Mexico to Mr. Chrisler, told how much
enjoyment the trippers had playing their records
the first night on the train.

The Field-Lippman Piano Co. has disposed of
its branches at Fort Worth, Dallas and San An-
tonio, Tex. G. H. Jackson will hereafter con-
duct the San Antonio store and Conkling &
Grimes the Fort Worth store. The Dallas
store will be continued as a wholesale establish-
ment and collection office.

Arthur F. La Pierre, president of the Lyre-ola
Manufacturing Co., against which bankruptcy
proceedings are pending, and who was arrested
on the charge of making a false affidavit in
obtaining passports, jumped his $2,500 bond and
disappeared and is believed to have reached Italy.
Alfred S. Bruno, of Chicago, receiver for the
company, says La Pierre left debts aggregating
$135,000 or more, all but $10,000 of which are
company debts. The company owed various
concerns about $50,000 for material and merchan-
dise. La Pterre sold his friends stock for $45,000,
which is now worthless, and the Franklin bank
holds paper for $30,000, secured only by $2,500
worth of merchandise. The assets are only
about $8,500, including this merchandise.

With the approach of the less busy months
many St. Louis Victor departments are report-
ing morning study hours. That of Scruggs, Van-
dervoort & Barney was recently addressed by Mr.
Curtis, of their personnel department, and they
are planning other interesting talks. The Kiesel-
horst Piano Co., manager and salespeople all
meet at the first hour.

A prominent moving picture house of St.
Louis recently asked a Victor dealer for litera-
ture containing information on overtures which

it might use in its programs. This same
house is playing selections found on the Music
Memory Contest list being used in the schools.

The Eight Famous Victor Artists gave a con- ^
cert in Centralia, 111., last month, where the
entire house was sold put in two hours. Seats
on the stage were arranged to capacity and many
were turned away. Haussler Bros, managed the
concert and sold the tickets in their newly car-
peted and decorated Victor department.

SALES CONFERENCE IN KANSAS CITY

Edison Dealers Under Auspices of The Phono-
graph Co. of Kansas City Discuss Important
Topics of Interest at Recent Meet

Kansas City, Mo., May 4. — The Phonograph Co.,
of this city, exclusive Edison distributor, is quite
pleased over the success of the recent sales con-
ference of Edison dealers held in this city. Out
of 250 dealerships in this zone, 150 dealers were
personally represented while some dealers brought
along as many as four salesmen.

Wm. Maxwell, vice-president of Thos. A. Edi-

son, Inc., was the guest of honor and presided at
the meeting. A new plan of financing the Edison
business was presented, and a general plan of
sales promotion for 1921 was outlined. There was
a theatre party the first evening of the conference
at the Orpheum Theatre, when Senor Friscoe ap-
peared in his famous vaudeville act, playing in
direct comparison with the New Edison. His
tone-test was given a wonderful reception by the
dealers. The second day of the conference lunch-
eon was served to the dealers, and an informal
business session followed. This session was
thrown wide open and the dealers made valuable
use of their time.

Speaking of the gathering, M. M. Blackman,
manager of the Phonograph Co., remarked: "I do
not believe there was a dealer but went home
feeling that he was well repaid for the time spent
at the sales meeting, for there were many new
ideas and sales promotion plans developed that
made the dealers feel a great deal differently to-
ward the sales resistance period through which
we are passing."

The dealers, by the way, were most apprecia-
tive of the courtesies of the Phonograph Co.

The SPHINX MOTOR

The only real advance in Phonograph Motor

Construction

Better Designed
Better Built
Better in Operation

SPHINX GRAMOPHONE MOTORS, Inc,

21 EAST 40th STREET, NEW YORK

THE TALKING MACHINE WORLD

May 15, 1921

Melodious, New Fox-Trot Song^

^^ ^ou cent go wrofjg with
■ ani^KyeiH sona"

DEALERS ARE NOT OVERSTOCKED

NEW NEEDLE DISPLAY CASE

Sonora Jobber in Detroit Gives Optimistic
Report — Dealers Expectantly Awaiting New-
Record — Magnavox Proving Very Popular

Columbia Dealer Service Department Announces
Attractive Needle Counter Case — Has Many
Sales Features That Appeal to Dealers

Detroit^ Mich., Alaj- 6. — In a recent chat with
The World, C. L. Marshall, president of the C.
L. Marshall Co., of this city, Michigan and Ohio
distributor of the Sonora phonograph line,
stated that sales during the past few weeks had
been fully up to expectations, and that the pros-
pects for the future were very encouraging.

Mr. Marshall reported that Sonora dealers in
this territory are not overstocked, and as yet
are buying conservatively. The announcement
that the Sonora Co. will produce a record has
been met ^vith enthusiasm and approval in 'this
section of the country and the dealers are ex-
pectantly awaiting the new record. This com-
pany has also been exceptionallj"- successful in
the sale of the Magnavox, and one Sonora dealer
advised Mr. Marshall a few days ago that he had
achieved a 100 per cent increase in record busi-
ness through the use of a Magnavox in his
establishment.

A RECENT INCORPORATION

The Long Island Phonograph Co., Hemp-
stead, L. I., has been incorporated with capital
stock of $55,000, by C. Rosenberg, R. R. Levy
and E. Friberg.

The Dealer Service department of the Colum-
bia Graphophone Co. has just announced a Co-
lumbia needle counter display case which is one
of the most practical and profitable dealer helps
that have been offered to Columbia dealers for
some time past.

This Columbia counter display case suggests
needles to each and every purchaser who visits
the dealer's establishment, as one section of the
displaj' case consists of a glass tray which can
be used to give change to the customer, thereby
drawing attention to the various t3-pes of needles
on display. It has also a self-service case
planned to induce the customers to sell them-
selves, and it emphasizes the five different styles
of Columbia needles b}' the use of different
colored packages. The new case is ideal for,
counter displaj', as it is of flat construction and
will not hide other goods on display or get in
the waj' of the sales people.

Referring to this new needle display case, the
Dealer Service department of the Columbia
Graphophone Co. sent out the following an-
nouncement:

"The case provides a convenient change re-
ceiver. Alongside your cash register or at your
cashier's desk, it suggests that the customer take

Ward's Khaki Moving Covers

Distributors

BRISTOL &. BARBER, INC.
3 E- J4th St.. New York City

Grade "D" CoTer with

No. 3 Straps

THE C. E. WARD CO.

(Well-JCnown Lodge Regalia House)
101 William Street New London, Ohio

Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroom

YAHR & LANGE DRUG CO.
207-215 E. Water St.. Milwaukee. Wis.

COHEN & HUGHES. INC.
Washington. D. C.

BECKWITH-O'NEILL CO.
Minneapolis. Minn.

STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah

C. L. MARSHALL CO.. INC.
Beckman BIdg., Cleveland, 0.
Butler BIdg.. Detroit. Mich.

THE REED CO.
237 Fifth Avenue. Pittsburgh. Pa.

0. J. VAN HOUTON & ZOON
140 S. Dearborn St.. Chicago. III.

SONORA DISTRIBUTING CO. OF TEXAS
Dallas. Texas
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St.. Denver. Colo.

CHAS. H. YATES
311 Laughlin BIdg.. Los Angeles, Cal.

W. D. &. 0. N. ANDREWS
Buffalo. N. Y.

SACHS & CO.
•125 So. Wabash Ave., Chicago

SHERMAN, CLAY &. CO.
741 Mission St.. San Francisco, Cal.

JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
1500 South Boulevard. Charlotte. N. C.
630 Washington St.. Jacksonville, Fla.
ORTON BROTHERS MUSIC HOUSE
Butte, Mont.
GRAY II DUDLEY CO., Nashville, Tenn.

ASSOCIATED FURNITURE MFRS.
St. Louis. Mo.

W. J. DYER &. BRO.. St. Paul, Minn.

AMERICAN PHONOGRAPH CO.
Burlington, Vt.

JOSEPH BARNETT 4 CO.. Cedar Rapids, la.

a package or two of needles instead of equiva-
lent change. The counter case measures 12]4
inches by 14% inches outside. Of stamped metal
beautifully finished in Pullman imitation mahog-
an3' grain, lithographed in bright colors, the case
has four compartments a trifle larger than the

Clever Display Case for Columbia Needles

regular carton which holds 5,000 needles, one
each for a carton of the four styles of Columbia
steel needles which readily drop into compart-
ments without necessitating transfer of needle
packages.

"The needle envelopes in their cartons stand
vertically in compartments with the bright col-
ored tops of the packages showing. Ranging
side by side, the four compartments face the
customer, corresponding with the reproduction
of the envelopes lithographed on the face of
the case in colors.

"The clear cast-glass change tray rests se-
curely between the two groups of needles on
display. Behind the tray is a small compart-
ment for Columbia fibre needles. The Colum-
bia case will prove an acceptable addition to the
equipment of the finest shop. Round feet pre-
vent scratching of counters."

STIMUUTES RECORD SALES

A. \V. Clapperton, of the sales staff of the
New Orleans Columbia branch, recently spent a
day assisting one of his dealers with a house-
to-house drive, and as a grand climax to the
daj-'s campaign, which consisted of playing a
Grafonola with a Magnavo.x in front of the
store all daj-, the\' held a Grafonola dance at
night which was attended by a large number of
people..

Every person paid admission and received
a program and souvenir tag. Upon return of
the program and tag to the dealer the holder
was entitled to one Columbia record. The ad-
mission fee was $1.50, which entirely covered
the cost of the hall and allowed the dealer the
regular profit on the records which were dis-
tributed in this way.

It sounds like a mightj- good stunt and we
pass it along to other dealers, says the Columbia
Record.

The Talking Machine World, Nezv York, May 15, 1921

Records

June Bulletin

4320
10-in.
85c.

4313
10-in.
85c.

4314
10-in.-^
85c.

4318
10-in.
85c.

4319
10-in.
85c.

4297
10-in.
85c.

4298
10-in.^
85c.

4303
10-in.<i
85c

5004
12-in.^
:$1.75

4315
10-in.
85c.

4307
10-in.
85c.

4316
10-in.
85c.

4317
10-in.<l
85c

WHERE IS MY BOY TO-NIGHT?— (Sacred)
— Baritone with Orchestra Elliott Shaw

FACE TO FACE — (Sacred)— Baritone with
Orchestra James Jordon

SWEET BELLS OF SAN JOSE— Trio with Or-
chestra Crescent Trio

WANDERING HOME— Trio with Orchestra,

Crescent Trio

SOMEBODY'S MOTHER— Trio with Orchestra,

Crescent Trio

THERE'S ONLY ONE PAL AFTER ALL—
Quartet with Orchestra Shannon Four

JELLY ROLL BLUES . . . The Norfolk Jazz Quartet
SOUTHERN JACK The Norfolk Jazz Quartet

WAY DOWN YONDER IN DE CORNFIELD,

Sheuinon Four

ASLEEP IN THE DEEP — Bass with Orchestra,

Wilfred Glenn

SCANDINAVIA (Sing Dose Song and Make
Dose Music) — Contralto with Rega Orchestra,

Anna Chandler

REBECCA (Came Back From Mecca) — ^Tenor
with Rega Orchestra Billy Jones

O-HI-O (O-My! O!) — Baritone with Orchestra,

Jack Strouse
OH! BOY (I Found the Baby for Me)— Tenor
with Orchestra Billy Jones

FOR SOMEBODY ELSE (You Let Me Go)—
Contralto with Rega Orchestra . Vaughn De Leath

VAMPING ROSE — Contralto with Rega Or-
chestra Vaughn De Leath

MIDSUMMER NIGHT'S DREAM— (Scherzo)
( Mendelssohn ) ,

Henry Hadley's Symphony Orchestra
HYMN AND TRIUMPHAL MARCH (From

"Aida" ) . . Henry Hadley's Symphony Orchestra
THE HIGH SCHOOL CADETS— March,

Conway's Band

AMONG COMRADES — March. Conway's Band

HAWAIIAN BLUES — Instrumental Trio, Ha-
waiian Guitars and Marimba,

Ferera-Franchini-Green

DREAMY HAWAII — Waltz, Hawaiian Guitar
Duet Ferera-Franchini

THE BIRD AND THE SAXOPHONES
Whistling Solo with Saxophone, Orchestra Ac-
companiment,

Sibyl Sanderson Fagan-Nathan Glantz

THE BIRD AT THE WATERFALI Whistling

Solo with Orchestra Sibyl Sanderson Fagan

MUTT AND JEFF IN A SHOOTING GAL-
LERY Frank Kennedy and Company

BRINGING UP FATHER IN THE LEAGUE OF
WIVES Frank Kennedy and Company

4299 fUNDERNEATH HAWAIIAN SKIES— Fox-trot,
. J Green Brothers' Novelty Band

8^'|nAUGHTY HAWAII— Waltz,

4300
10-in.-{
85c

Green Brothers' Novelty Band

r ABSENCE— Fox-trot,

Erdody's Hotel Pennsylvania Orchestra
MY DREAM ROSE— Fox-trot,

Erdody's Hotel Pennsylvania Orchestra

4301

DEAR LITTLE ROSE GIRL (From Musical
Play, "The Rose Girl" ) —Waltz,
. J Rega Dance Orchestra

^o'l^ i THERE COMES A SOME DAY (From Musical
Play, "The Rose Girl" ) —Fox-trot,

Markel's Orchestra

r SCANDINAVIA (Sing Dose Song and Make
4302 i Dose Music) — Fox-trot,

10-in.^ Joseph Samuels' Jazz Band

85c.! I'M NOBODY'S BABY— Fox-trot,

i. Joseph Samuels' Jazz Band

4304
10-in.
85c..

WITHOUT YOU— Fox-trot,

Ray Miller's Black and White Melody Boys
SANDMAN BLUES— Fox-trot,

Ray Miller's Black and White Melody Boys

YOU CAN'T KEEP A GOOD MAN DOWN—

Fox-trot Mamie Smith's Jazz Hounds

BABY, YOU MADE ME FALL FOR YOU—
^ Fox-trot Mamie Smith's Jazz Hounds

4306
10-in.
85c.

PUSSY WILLOW WALTZES— Waltz,

Markel's Orchestra
MELLO CELLO — Waltz (Incidental Cornet by
Abe Small) Rega Dance Orchestra

4308 fSUNSHINESFox-trot

10-in.| UNTIL WE PART— Fox-trot,

.Markel's Orchestra

85c

Rega Dance Orchestra

HAPPINESS (I Find My Happiness, Dear, With

You) — Fox-trot. . . .Hager's Novelty Orchestra
SNUGGLE— Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orch.

SIREN OF THE SOUTHERN SEA— Fox-trot,

Tim Brymn and His Black Devil Orchestra
(WANG WANG BLUES— Fox-trot,

Tim Brymn and His Black Devil Orchestra

f STARS OF NORMANDY— Fox-trot,

Green Brothers' Novelty Band
JAZZIN' THE CHIMES— Fox-trot,

Green Brothers' Novelty Beuid

fl LIKE IT (Introducing, "Home Again Blues") —
4312 j Medley Fox-trot, Accordion Duet . Perry-Peppino
10-in.iLOVE IN LILAC TIME (Introducing, "Pretty
85c.! Miss Virginia") — Medley Waltz, Accordion

^ Duet Perry-Peppino

4309
10-in.^
85c

4310
10-in,
85c.

4311
10-in.^
85c.

GENERAL PHONOGRAPH CORPORATION

OTTO HEINEMAN, President

25 West 45th Street

New York City, N. Y.

Factories: Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
Branch Offices: Chicago, III. Toronto, Can

May 15, 1921

THE TALKING MACHINE WORLD

JOHN H.WILSON.Mana^er

324 WASHINGTON ST., BOSTON, MASS.

DOSTON

ENGLAND

Boston, Mass., May 9. — One-third of the cur-
rent year has passed and the optimistic man is
saying that things might have been worse, though
far from being what he would have liked. Still
there was April; which was better with many
houses than the same month of a year ago, and
considerably better than the month before. When
a man tells you that he did 25 or 30 per cent
more business than in March it may or may not
mean much, as percentage comparisons are not
always what they seem to be on their face.
Very few dealers in Boston or New England are
overstocked with goods. They are buying pretty
closely and in this way do not have a chance
to accumulate machines, and machines are speci-
fied, for this situation scarcely applies to records,
for with many houses there is a constant de-
mand for the new and staple numbers. Just
what May is to show is an open question. It
is pointed out that the trade is on the edge of
the normally quiet season. Summer, and that
no special improvement need be looked for, that
things will slump into the same monotony that
always obtains during the warm weather and
will not show any marked signs of revival until
the Fall. All of which may be true, though
history doesn't necessarily have to repeat itself.
Fred E. Mann Visits New York

Toward the middle of April Manager Fred
E. Mann went over to New York to inspect the
new quarters of the Columbia Co., in the Gotham
National Bank Building, and he came home
highly enthused over the arrangement. He says
it is a great advantage to have both the admin-
istrative and executive departments housed under
the one roof and he spoke especially of the
admirable quarters devoted on the three upper
floors to the recording laboratories, where this
department now has twice as much floor space
as formerly. Mr. Mann presided at the monthly
meeting of the Boston sales organization, which
was held both at the Columbia headquarters and
at the City Club. The conditions reported from
the territory under Manager Mann's supervision
were better than for some time and business was
reported as quite good, all things considered,
except in some of the industrial centers, which
have felt the strain of general conditions more

Steinert Service Serves

Have yoii made use o£ our
Educational and Personal Service Bureau?
Let us help you with Practical Store Ideas.
Promotion of Educational Work in the Schools a Specialty.
At your command — anywhere in New England.

An unsurpassed Record Stock enables us to give the New England Victor
Dealer— most complete and quickest Record Shipments.

Build up your Record .Stock now — through our Back Order Record Service.
Back Order Record Forms — sent on Request.

M. STEINERT & SONS

VICTOR WHOLESALERS

35 Arch Street :: :: :: :: :: :: Boston

than other places. One thing that pleases Mr.
Mann is that there are more inquiries about the
model store which is set up in the local head-
quarters and which is so carefully studied by
dealers when they come to visit him. As it has
been worked out here, it is all that its name
implies, model, and there is every indication that
it will not be long before a number of the dealers
throughout New England will duplicate this
model store, which has the booths of the Col-
Van construction type.

Many Dealers to Attend Conventions
Not a few dealers from the New England ter-
ritory will be present at the Chicago conventions

the second week in May, and Secretary William
Merrill, of the New England Music Trade Asso-
ciation, has been working hard to get enough
people to fill a special car, which will be attached
to the Chicago Limited, leaving Boston on Sat-
urday, May 7. Among the talking machine men
who will be on that car are Harry Spencer, who
handles the wholesale distribution of the Bruns-
wick; John L. Cotter, secretary of the Hallet
& Davis, which carries the Pathe; Charles S.
Norris, the Tremont street talking machine
dealer, and A. J. Cullen, of the Lansing Sales
Co. There will also be several from outside
Boston who plan to be in Chicago in time for
the conventions.

Enthusiastic Over Recent Jobbers' Convention

One continues to hear echoes of the jobbers'
convention here in Boston when the M. Steinert
& Sons Co., the Oliver Ditson Co. and Eastern
Co. were the splendid hosts. From distant points
one hears about the much-appreciated entertain-
ment that was handed out so generously. Sev-
eral of the visitors who never before had been
in Boston remained over for a few days in order
to get better acquainted with Boston and its en-
virons. Among these were Arthur A. Trostler,
of Kansas City, secretary of the National Asso-
ciation; Frank Davison, of Columbus, O., and
Fred Putnam, of Peoria, 111.

Exhibits at Home Beautiful Exposition

The talking machine interests in this city did
not go very extensively into the Home Beauti-
ful Exposition which has just closed a two-
weeks' session at Mechanics Building; but if
one may judge by the popularity of this show
there will be a bigger interest next year, for it
is understood that already more than 75 per cent
of the exhibitors have expressed a desire to be
represented in a similar exhibition in 1922. The
best exhibit was by the Henry W. Berry Co.,
which the public in Cambridge, Somerville and
Waltham, where it has stores, knows as Berry's.
Both Victors and Edisons in several styles, in-
cluding period models, were shown in artistic
surroundings, while the chief factor of interest
was a large jar filled with talking machine
needles, the number of which in said jar the
pubHc was asked to guess. This proved a very
ixipular feature and the slips submitted will thus
(^Continued on page 84)

THE TALKING MACHINE WORLD

May 15, 1921

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 83)

give the Berry concern a large number of names
which can be used to advantage later. It is an-
nounced that the exact number of needles in the
jar will be made known on May 15 in one of the
Boston daily papers. The entire exhibit was in
charge of J. A. Daly, who was assisted by a
staff of women. The first prize is a $295 Chip-
pendale model Edison, and the second a No. XI
Victrola. The only other entrant was the M.
Steinert & Sons Co., which has installed a hand-
some Victrola in a model cottage which was put
up b}^ the Gardenside Homes, Inc.

Novel Plan of Selling Records

Manager Wheatley as well as all the staff
connected with the Vocalion was especially in-
terested in a plan that was put forth with great
success in town last week. The Filene em-
ployes (this is one of Boston's biggest specialty
shops) put on a musical comedy called "Home
Brew" at the Tremont Theatre, and there were
four musical numbers, two fox-trots and two
one-steps, which were recorded on a double-face
Vocalion disc. They were among the most pop-
ular numbers of the play and these discs were
for sale in the lobby of the theatre as the au-
dience filed out and could also be heard on a
Vocalion, which played them at the same time.
So well did the audiences, for there were six of
them during the week, enjoy these particular
numbers that manj' of the records were sold
following each performance.

Herbert W. Lund Returns From England

Herbert W. Lund, who has lately attached
himself to the Tremont Talking Machine Co.,
was for eight months over in England and the
Continent, whither he went primarily to visit his
family, which lives just outside of London. While
in England he made a study of talking ma-
chine conditions and it did not take him long to
discover that the industry was only in its in-
fancy in that country. One thing that Mr.
Lund brought back with him as a cherished
possession was a record of the choir in West-
minster Abbey. Before going abroad Mr. Lund
was connected with the Vocalion headquarters
in Boylston street.

Moves to Handsome New Home

On the first of May Widener's Grafonola Shop
moved from the building at the corner of Wash-
ington street and Temple place, where it had
occupied quarters on the second floor for sev-
eral years, to 23 West street, only a short dis-
tance away. Here a large ground floor has been
tastefully arranged with eight booths done in
ivory with furnishings of blue. The Columbia
and the Granby machines will be carried as well
as Columbia records, and special attention will
be given to period models, to which the man-

nORTOII-GALLO-CREAMERCQ

NEW HAVEN

•mis mastehs voice"

CONNECTICUT

VICTOR SERVICE SPECIALISTS

ager, Fred L. MacNeil, has for some time been
giving especial attention. Traveling through
!New England for the Widener shops will be
William Sullivan and Frank Colahan, both ex-
perienced men in the talking machine business.
Mr. Widener now operates shops in a number
of places, including Springfield and Worcester,
Mass., Hartford, New Haven and Bridgeport,
Conn., New York City, Brooklyn, Philadelphia.
Newark, N. J., St. Louis, and Indianapolis, Ind.
Looking for Big May Business
E. B. Shiddell, of the E. B. Shiddell Co., is
now located in larger quarters at 142 Berkeley
street, which is the same location he has been
at for some time, only he has moved down one
flight and into another section on the third floor
of the building. Mr. Shiddell has taken on the
Granby machine and lately he has signed up
with as many as fifteen dealers throughout the
New England territory. The prospects look
good for a fine May business, that of April hav-
ing shown up better than March. As Okeh

distributor Mr. Shiddell's concern has found a
rapidly growing demand for this line of goods.
Soon to Become Benedict

Herbert Shoemaker's many friends in the
talking machine trade will be glad to karn that
he has included matrimony in his June itinerary.
This able official of the Eastern Talking Ma-
chine Co. has just become engaged to Miss
Dorothy Bacon, daughter of A. L. Bacon, of
Arlington, the family being one of the oldest in
this town. Mr. Shoemaker is a graduate of the
University of Pennsylvania, class of '15. Their
wedding will take place in June and be a verj'
quiet one.

High Rents Deterrent to Business

Arthur C. Erisman, manager of the Grafonola
Co. of New England, says that one of the
greatest deterrents to better business in the
talking machine industry has been increasing
rents and numerous cases have been brought to
his attention where payments have been stopped
on machines or machines surrendered in cases

TWO POINTS OF CONTACT

BOSTON 'iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^^^^^^^^^ NEW YORK

FOR DITSON SERVICE

Double service that is founded on
successful experience in handling the
problems of the retailer and proves of
genuine assistance.

BOSTON
Oliver Ditson Co.

NEW YORK
Chas. H. Ditson & Co.

V I C T O R
EXCLUSIVELY

May 15, 1921

THE TALKING MACHINE WORLD

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 84)

where homes have had to be given up for the
time being. He believes if only a more normal
condition in regard to the housing situation could
be arrived at there would soon be an improve-
ment in the talking machine business.

Grey Gull Records Opens Retail Store
The Grey Gull records may now be purchased
in a downtown retail store which the house has
opened on its own account. It is located at 111
Summer street in the heart of the retail section
and just now the featured piece in the window is
"A Rose in the Devil's Garden," sung by
Sam Ash.

Feels Encouraged Over Outlook
Toward the middle of April Joseph Burke, of
the Musical Supply & Equipment Co., was over
in Connecticut studying the business situation
in that State, particularly concerning the Sonora
output. He found a better feeling of encourage-
ment in those industrial centers which have been
most affected by the general trade depression.
Manager Burke has again with him Dick Keyes,
who has been in another territory for some time
past, but is now back working in New England
in the interests of the Sonora. The new Etude
model of the Sonora is making many friends in
this territory, Mr. Burke says.

G. P. Donnelly on Motor Trip
George P. Donnelly, assistant to Manager
Fred E. Mann, of the Columbia Co., spent Pa-
triots' Day, a local holiday, in Portland, Me.,
whither he motored with his family. This not
being a holiday in Maine, Mr. Donnelly was
able to visit the trade in Portland and meet
many of his old acquaintances.

Pathe in New England Territory
The Pathe bids fair to be widely represented
in New England ere long, as Stephen Colahan,
who is now traveling in the interests of this ma-
chine, is signing up a number of good dealers.
Two lately added to the list are the Gibbs Piano
Co. on Main street, Springfield, and the Blan-
chette Furniture Co. at Arctic, R. I. Mr. Cola-

Building More Sales

for the Victor Dealer

We believe every time a dealer client of ours sells a
Victrola, he can render a service to that customer
which can soon be capitalized into three or four
additional Victrola' sales.

A feature of Cressey & Allen service to New England
Victor dealers lies in the suggestions we offer retailers,
whereby they can through service create satisfied
owners of the type that pyramid future
business — Try us.

CRESSEY & ALLEN

PORTLAND, MAINE

""'iiiiiiiniimiii;tM

■ IIIMIIIIMIIimMIIIII

han is looking forward to a trip to Maine in the
near future, at which time he hopes to close up
some valuable connections for the Pathe.
Another Store for the United Co.
The United Talking Machine Co., with stores
in Brockton, Mass.; Plymouth, Mass., and Wil-
limantic, Conn., has just purchased the ac-

count of Roemer's Music Store in Webster,
Mass. This store will be devoted to the han-
dling exclusively of Victor products as well as
a line of pianos and other musical instruments.
The new location will be in an up-to-date build-
ing, which is now being erected on Main street,
{Continued on page 86)

KRAFT-BATES-'-'SPENCER -

NEWENGL'2!^D DISTRIBUTORS

PHONOGRAPHS AND RECORDS

Brunswick Prestige the Direct Result of Brunswick Policies

FOR over seventy years the name of Brunswick has stood for quality in the product and in-
tegrity in the institution, and the reputation thus acquired is not to be lightly entrusted to
the first comer.

For just as Brunswick factory standards are by far the most exacting in the phonograph
business, so too Brunswick dealers must pass a most severe test of fitneSs.

They must show, by their standing in their own communities, by their business meth-
ods, by their grade of merchandise and class of patronage, that they are ready, able and
willing to keep the Brunswick on the high plane where it rightfully belongs.

The Brunswick is a musical instrument in every sense and therefore the men who
offer it to the public must be capable of fully understanding and appreciating this fun-
damental policy.

KRAFT-BATES & SPENCER, Inc., 1265 Boylston Street, BOSTON, MASS.

NEW ENGLAND DISTRIBUTORS
Steel Needles Albums Record Brushes Khaki Covers

86 THE TALKING MACHINE WORLD

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 85) —

and the store will be supplied with modern
equipment. Samuel Smith will be transferred
from the Willimantic, Conn., store to manage
the store in Webster.

Kenneth Reed as Host

H. G. Russell, who travels through Connecti-
cut and western Massachusetts in the interests
of the Victor, was in Boston toward the latter
part of April and was entertained hy Kenneth
Reed, wholesale representative of the Steinert
Victor department, who, we may say, never does
anything by halves.

Many Dealers Attend Conference

Among the Hallet & Davis salesmen handling
the Pathe who were in attendance at the two
days' conference held here early in April were
R. O. Ainslie, wholesale manager for this ma-
chine; Stephen A. Colahan, of the sales force;
R. B. Gibson, of the retail force, and A. J. Cullen
and R. G-. Lipp, of the Lansing Sales Co. On
the evening of the first day of the conference
the company attended a performance of "Honey-
dew" at the Majestic Theatre.

S. W. Sharmat & Son Incorporated

Among the latest concerns to be incorporated
is that of S. W. Sharmat & Son, to deal in
musical and electrical instruments. The con-

cern has been in business in Bromfield street
for nearly two years and has handled the Vita-
nola and more recently the Regina. The capital
stock is placed at $50,000 and the incorporators
are H. Leon Sharmat (the son), Samuel W.
Sharmat (the father) and Kivey Rogers, all of
Boston.

Experiences Spurt in Business

Plans are under way for a change in the in-
terior arrangement of the C. C. Harvey Co.'s
warerooms in Boylston street which will bring
the talking machine department, where are car-
ried the Brunswick, the Edison and Victor, from
the second down to the ground floor. Manager
PVancis T. White, of the department, says there
was quite a spurt in business for several days
during April, which was most encouraging.
Indications of Business Betterment

Business with the Eastern Co. has remained
about the same for several weeks, though there
are good indications, according to Manager Shoe-
maker, that May will make a very good showing,
as April did over March. Mr. Shoemaker plans
to go over to the factory early this month on
one of his periodic trips. Now that warmer
weather is upon us he is planning for long spins
on the Charles River and he has already been

May 15, 1921

Nameplates With a Personality"

For Manufacturers and Dealers of Talkins Machines,
Phonographs, Musical Instruments, etc.

E. V. YEUELL CO., Maiden, Mass.

When You'll Think of Nameplates
You'll Think of Yeuell.

out several times in his shell. ,Mr. Shoemaker
is now the possessor of a Liberty car and this,
too, is another source of recreation for him.
W. L. Brien Opens Store in Hudson

Walter L. Brien, proprietor of the Cochrane
Pharmacy in Hudson, Mass., has lately opened
an exclusive Columbia shop in Hudson square,
where he has been doing a fine business ever
since the day of opening. Mr. Brien has fitted
the place very artistically and has installed
one of the Columbia's model shops, which makes
it one of the most up-to-date places to be found
in any New England town. Miss ^Marjorie
Atwood has been placed in charge and Mr. Brien
is using the truck system to cover his territory,
which means that he can come in touch with a
great many people in a very short time.

A Visitor From Pittsfield

J. P. Middleton, head of Middleton's Music
Shop in this place, paid a visit to Boston a fort-
night or so ago and he especially interested
Manager Fred E. Mann, of the Columbia Co.
with his optimistic tales of business as he has
found it in his territory. Mr. Middleton has a
well-appointed store, exhibits his goods advan-
tageously, has a competent and courteous staff
of salespeople and is therefore able to show
good results at the end of each month. With
improving conditions Mr. Middleton expects to
make a very good showing for the present year.
Announces Reduction in Price
The Lansing Sales Co., distributor of acces-
sories and manufacturer of the Lansing khaki
moving covers, has announced a reduction in
prices in its moving cover line. This latest
reduction brings its moving cover prices down
to the level of pre-war figures.

Takesi on the Victor Line

Reinherz Music Shop, Inc., has taken on the
Victor agency for the Boston Grove Hall Dis-
trict, and has opened attractive quarters at 451
Blue Hill avenue. Mr. Reinherz of this com-
pany was formerly in the talking machine manu-
facturing business in New York, and expresses
his pleasure at representing the Victor line, to
which he will confine himself exclusively.
Original "Siam Soo" for Miss Severn
Quite an interesting event lately was the
presentation of the original "Siam Soo" by Man-
ager Fred E. Mann, of the Columbia Co., to
Miss Margaret Severn, the young woman who
dances with the Benda masks in the "Green-
wich Village Follies," the presentation having
been made while the company was playing in
this city.

Realizing that Miss Severn wears the masks
designed by W. T. Benda, famous American
artist, officials of the Columbia Graphophone
Co. believed that it was most desirable to pre-
sent the original "Siam Soo" to Miss Severn. It
was believed that Miss Severn, as the only
dancer of note on the American stage who
vsears masks, would especially appreciate the
original "Siam Soo," which is really a masked
dancer. It is unnecessary to state that Miss
Severn was more than delighted with the gift,
which was quite an unusual one.

Engagement of Miss Hiune

A. M. Hume, head of the A. M. Hume Music
Co., a Victor distributor, and Mrs. Hume have
announced the engagement of their daughter
Miss Lois Hume, to Howard Chandler Paul.
Miss Hume is a graduate of the McDuffie School
in Springfield and Miss McClintock's School in
Boston. Mr. Paul is connected with a local
steel manufacturing concern.

Brunswick Demand Grows

The Brunswick wholesale distributing center,
i;ow at 1265 Boylston street, has found business
picking up quite perceptibly these past few
weeks and wherever Fred W. Walter, who is
now considerably on the road, goes he finds a
better feeling. One recent trip up to Maine was

IF!

If you sell EDISON, VICTOR, or COLUMBIA
Phonographs, we say: Send for our catalog right now!
Not just because PERFECTION ATTACHMENTS
increase the value of your machines 50% by equippin^g
them to play all of the best records. No — but

Mind you, PERFECTION ATTACHMENTS do
more than that. They actually sell those machines for
you. How? Just put a PERFECTION ATTACH-
MENT on one of your machines — one you've been
listening to day after day: Then listen once more. You'll
whistle with happiness! •

And that isn't all. Take a PERFECTION ATTACH-
MENT into your hands. Examine it. Man! There is
workmanship to gladden the heart of any expert. In
gold or nickel finish — the best you ever looked at.

Think what this means to your business. Think hard!
Then spend two cents to bring our catalog. Two cents!

— One of the best investments you've made since you
opened your shop!

"PERFECTION ATTACHMENTS "-

FOR EDISON, VICTOR AND COLUMBIA PHONOGRAPHS

NEW ENGLAND TALKING MACHINE CO.

MANUFACTURERS

16 BEACH STREET BOSTON, MASS.

Factory Representative

L. A. SCHWARZ, Inc., 1265 Broadway, New York City

May 15, 1921

THE TALKING MACHINE WORLD

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 86)

LANSING KHAKI
COVERS

The Pioneer Moving Cover

Govern-
ment

High

Grade ■■■■ Khaki

Dealer's Prices NOW:

$gM

medium
size

43"x20"x23K"

large size
49"x23"x2434"

$^ 35 extra large

52"x22M''x23i^"

Fitzall Leather or No. 3x Strap
$2.50

Piano Moving Covers $18.00

SLIP AND RUBBER COX ERS
FOR PHONOGRAPHS AND PIANOS

Eliot and Warrenton Sts.
BOSTON, 11, MASS.

pleasantly productive of results and the same
may be said of trips he has lately taken, to
Springfield, Worcester, Holyoke and other
Massachusetts points. Mr. Walter reports a
steady increase in Brunswick records, which,
though comparatively new, are rapidly making
a place for themselves.

To Write About the Brunswick

The Boston Post is one of a series of news-
papers in New England which are running an ad-
writing contest for which large cash prizes are
ofifered. Among the various things that the con-
testants are allowed to write about is the Bruns-
wick talking machine, an advertisement of which
is included in a page of displays. Thus far sev-
eral good ads have been made up.

Found Business Conditions Improving

J. W. Ellsworth, of the Puritan Co.'s local
h(fadquarters in Boylstoii street, is back home
from a trip to the West, where he visited
tb - two large concerns at Sheboygan and Port
Washington, Wis., where the Puritan is made.
He spent a short time in Chicago as well. Mr.
Ellsworth says that he found a decided turn for

the better in general affairs in the Middle West
and here in New England he is looking for an
improvement shortly; in fact, it has already
begun. Benjamin F. Drake, president of the
Puritan Co., is devoting much of his time to
the New England field and is meeting with
good results, he says. William A. Anderson,
who is a singer as well as a salesman, has been
lately traveling with Mr. Drake in the New
England territory, adding his voice to the music
of the machine in demonstrating.

COLUMBIA MEN TO ORGANIZE

Plans Under Way Whereby the Columbia
Dealers' Association of New England May Be
Formed at an Early Date — Arthur C. Erisman
Keenly Interested in This Development

Boston, Mass., May 5. — At last it looks as
though there is to be a talking machine organi-
zation hereabouts, only according to present
plans it will not be a joint body inclusive of all
the dealers, but solely one of Columbia men. A
general organization that might be all-inclusive
has been suggested many times in these col-
umns, but, while there have been a few energetic,
enterprising men who would like to see such an
organization, it has never got very far — in fact,
never beyond the first meeting held at the
Quincy House eight years or so ago when,
thanks to William J. Fitzgerald, then the whole-
sale manager of the Eastern Talking Machine
Co., nearly ninety members of the craft got
together. There was great enthusiasm looking
to the formation of a permanent organization.
That was the first and last meeting, as it was
impossible to again get a large group together.

This time the plan is to be tried out on a
difTerent scale. The father of the plan is Arthur
C. Erisman, manager of the Grafonola Co. of
New England, who hopes to get the Columbia
men into a body to be called the Columbia

Dealers' Association of New England. As soon
as sufficient responses are received he will call
the first meeting, to be held at some Boston
hotel. Mr. Erisman has had printed a circular
which tells the whole association story in a con-
cise manner. Its purpose is described as "to
promote truth, honesty and fair dealing in busi-
ness. It aims to eliminate such unfair prac-
tices in business as constitute 'unfair competi-
tion.' It aims to help, not to hinder, and to
prevent rather than to cure." Thus it will start
ofif with a distinctive purpose to mutually help
those handling the Columbia product.

Mr. Erisman for some time past has felt there
was a real need for such an organization, for
there have been evils creeping into the business
which tend to have a bad effect. He believes
the most efficacious way in which these evils
can be combated is through a strong body
which shall stand for upright dealing. Mr. Eris-
man himself is temporary chairman on member-
ship, and thus far he has been encouraged to
believe that an influential organization can
eventually be formed.

JOINS COMMONWEALTH CO.

C. E. Nisswanger, of New York, Latest Addition
to That Organization

Springfield, Mass., May 7. — C. E. Nisswanger,
formerly assistant to M. Max, manager of the
phonograph department of Gimbel Bros., New
York department store, has joined the sales or-
ganization of the Commonwealth Phonograph
Co., Pathe distributor, of this city. The Com-
monwealth Phonograph Co. reports the recent
addition of several new dealers and makes the
important announcement that it will shortly in-
augurate a retail department of its business in
this city. This new retail department has been
formed in order to give the Pathe line addi-
tional high-class distribution in Springfield.

U-SAV-YOUR

(Reg. U. S. Pat. Off.)

VICTOR DEALERS, ATTENTION!

We have told you wlia; U-Sav-Your Cleanser and Dressing will do. Now we will tell you what our
plans arc.

A NATIONAL CAMPAIGN will be started this Fall and 3,500,000 people will read our advertisements.
Every ad will say, "Purchase from your Victor Dealer."

A beautiful box containing a 3% oz. bottle, with cheese cloth and canton flannel, will retail at 30c.;
a large package, 50c.; yet no advance in cost to you.

Think this over a minute. The finest Cleanser and Dressing in the United States in a beautiful display
box — nml cloths free — with each package — and NATIONALLY advertised.

The public deniands sonictliing that will not rcni.iin "sticky and oily," but will feed and polish at the
same time.

U-Sav■^'our is guaranteed to maintain the beautiful finish of the X'ictrola and other highly finished sur*
faces, or we refund the purchase price.

You should communicate with your jobber at once. If lu- will not supply you — write us.
A ctunpletc sample box will be mailer! ufnin receipt of 30c. in stamps.

U-SAV-YOUR MFG. COMPANY

33 PERKINS AVENUE WARREN, MASS.

THE TALKING MACHINE WORLD

May 15, 1921

i From Start td^5^
^ Finish Made in
U. S. A. •

The base of a Gilt Edge Phonograph Needle is manu
factured by the firm that made the first talking machin
needle — the oldest and largest manufacturers of phonograph
and talkmg machme needles m the world.

The finished product mcludmg the contamers m which they
are packed encounter foreign soil only when shipped for
export.

The '^Reflexo Secret"

The point of a Gilt Edge Needle is treated by an
exclusive REFLEXO process which adds to the
needle point a layer of soft material, that will not

wear off until at least 3000 revolutions of a phono- -^^^^^^y^
graph record have been made. The grain of the
steel does not come in contact with the record
grooves. By minimizing the friction and by elimin-
ating the scratching, scraping sound, the chemical
'v layer on the needle not only produces a more beau-
tiful tone, but actually prolongs the life of the record.

Write
for Samples
and Prices

lllii...

REFLEXO

PRODUCTS CO., Inc.

347 FIFTH AVENUE

At 34th St. New York City Suite 1003

Suite 1003

Canadian Distributors: The Musical Mdse. Sales Co., Txrronto
Foreign Export: Chipman, Ltd., 8-10 Bridge St., New York City

iMay 15, 1921

THE TALKING MACHINE WORLD

Edwin Smallc, new Columbia tenor, sings two
songs of sentiment of tlie sort ttiat liavc set the
crowd to singing ever since time began. Mary
and Jolin" and "Nobody's Rose" are no temporary
hits. Share Edwin Smalle's success from the start.
A-3394.

Columbia Graphophonc Co

NEW YORK

EDISON DEALERS MEET IN ST. LOUIS

Retailers of That District Enjoy a Most Success-
ful Business Convention

St. Louis, Mo., May 2. — A very successful con-
vention of Edison dealers was " held Monday,
April 25, at the Statler Hotel. Dealers from
St. Louis and from Missouri, Illinois, Arkansas,
Tennessee and Kentucky were guests of the Sil-
verstone Music Co. The delegates met at 9 a. m.
at the Silverstone store, where they registered
and received badges, which were in the form of
records bearing the likeness of Thomas A. Edi-
son. The meeting at the Statler began at- 10:15,
when Mark Silverstone, president of the Silver-
stone Co., introduced T. J. Leonard, general sales
manager of Thos. A. Edison, Inc., who acted as
chairman. Mr. Leonard spoke on "Sales Propo-
sitions." C. Durham, of Duquoin, 111., read a
paper on "Tone Test." George M. Nichols, of
Plymouth, III, spoke on "Trucks and Canvass-
ing." H. W. Heinsfurter, of the Silverstone Co ,
told how to g>e a recrertion concert and mood
change party.

At the afternoon session A. F. Odell, of
Quincy, 111., gave an address on "How to Judge
a Phonograph." L. M. Schhide, of the Silver-
stone Co., explained how to demonstrate the
turntable. J. W. Scott, general Amberola super-
visor, talked on "Amberolas." Fred W. Pilcher,
of Mexico, Mo , discussed "Artists." J. J. Calla-
han, general superintendent of the Edison Co.,
told the dealers how to finance their Edison
business. A. H. Curry, president of the Texas-
Oklahoma Phonograph Co., Dallas, Tex., spoke
on "The Edison Phonograph as a Valuable As-
set." H. W. Heinsfurter discussed "The Psy-
chology of Salesmanship."

Subjects for discussion, designated as "Propo-
sitions," included advertising, tone-test, trucks
and canvassing, re-creation concerts, sales aid
service, Edison window display, the turntable,
Amberolas, artists, "Along Broadway," miscel-
laneous merchandise, composers and artists, gen-
eral circularizing and printed matter, and there
was a question box. Tone-tests were given by
Vernon Dalhart, singer, and Miss Hood, violin-
ist, and Miss Katherine DeVine, whistler.

There were about 175 guests at the banquet.
There were surprises and novel features. The
men entered through a very fair representation
of hades, where they were handled by -demons and
shot down a chute into the banquet hall, where

they were fitted out with caps and horns. The
women entered through a representation of
heaven and were given a more or less heavenly
head dress.

Among the dealers who attended the conven-
tion were: Joe L. Moseley, Montgomery City,
Mo.; J. H. Shook, Batesville, Ark.; J. F. Rees
and wife, Wellsville, Mo.; John J. Gaffner and
wife; St'." Jacob, III. S. B. Hicks, Mt. Vernon,
III; G. W. Baker, Loami, III; John Edwards,
Loami, III; J. F. Baker, Williamsville, III; C. A.
Hueter and wife, Greenville, III; Geo. M. Nich-
ols, Plymouth, III; Joyce E. Robbins, Plymouth,
III; D. E. Guthrie, Raymond, III; C. Durham,
DuQuoin, III; Wm. Hobson, Greenfield, III;
Louis N. Macomb, III; W. W. Gardner,

Quincy, III; H. M. Salyer, Quincy, III; A. F.
Odell, Quincy, III; C. W. Slaybaugh, Taylorville,
III; C. W. Slaybaugh, Jr., Taylorville, III; W.
A. Zeitler, St. Louis, Mo.; Claude Leyerle, St.
Louis, Mo.; Mr. and Mrs. John D. Barthel, St.
Louis, Mo.: J. R. Spicer, Paris, Tenn.; William
Widdersheim, Strasburg, III; W. G. Shelton,
New York; Wm. A. Huebel, Cape Girardeau,
Mo.; Geo. P. McLain, Cape Girardeau, Mo.; F.
Sigman and' wife. Flat River, Mo.; Miss Vergie
Black, Flat River, Mo.; Miss Addie Klein-
schmidt, St. Louis, Mo.; Fred A. Kuhlmann, St.
Louis, Mo ; Miss Zula Bunch, Helena, Ark.; T.
J. Price, Belleville, III; E. W. Paro, Belleville,
III; E. L. Jacoby and wife, Alton, III; Jas. P.
Brown, Ilillslioro, III; Clias. SaiiiMin, Carroll-

Banquet of the Edison Dealers at the Hotel Statler, St. Louis

Macomb, III; R. J. Cunningham and wife. Flora,
III; M. J. Blythe, Hopkinsville, Ky.; Robert P.
Gannon, Hillsboro, III; H. C. Turner, Hillsboro,
III; J. A. Sterling, Jefferson City, Mo.; A. E.
Baumann, Washington, Mo.; P. C. Allen and
wife, Pittsfield, III; H. E. McDonald and wife,
Greenville, III; W. H. Jahn, Pacific, Mo.; R. N.
Monoghan and wife, Gillespie, III; J. L. Brad-
ley, Sullivan, Mo.; D. G. Garrison, Marion, III;
P. W. Ballance, Marion, III; Fred W. Pilcher,
Mexico, Mo.; R. S. Moore, Mexico, Mo.r R- A.
Emons, Marissa, III; Lee Reid, Newport, Ark.;
Z. B. Reid, Newport, Ark.; Louis C. Schooler,
Centralia, Mo.; John Prada, Paris, Mo.; Russell
M. Simpson, Taylorville, III; Albert Hainsfurther
and wife, Winchester, III; Geo. B. Reed, Poplar
Bluff, Mo.; J. O. Robnett, Columbia, Mo.; L.
Perigo, Granite City, III; F. H. Feraud, Granite
City, III; Ethel McReynolds, Granite City, III;
Ralph O. Johns, Granite City, III; L. E. Doxsic,
Mt. Vernon, III; Albert Bassctt, Centralia, III;
Joe M. Cirricionc, Hannibal, Mo.; C. V. Salyer

ton, III; J. Fikuart and wife, Frankford, Mo.;
M. Lowenstein and wife. White Hall, III; H. C.
Borlin and wife, Carrolltou, III; H. Brady, Jack-
sonville, III; Mr. Hetherington, Harrisburg, III;
L. L. Lefler and wife, Hayti, Mo.; J. Duesenberg,
St. Louis, Mo.; Hugo Duesenberg, St. Louis,
Mo.; Mr. Dolithit, Shelbyville, III; Lyman
Steele, Jackson, Mo.; O. J. Falk, Bowling Green,
Mo.; Paul Yates and wife. Bowling Green, Mo.;
Harold Watson, Mt. Vernon, III A good time
was had by all

NEW MUSIC SHOP IN PEORIA

Peoria, III, has a new music shop capitalized
at $30,000, in which Russell L. Stutzman, former-
ly of Bloomington, is interested. The newly
formed organization takes over tke C. E.
Wheelock & Co.'s Victrola department. The
main floor of the storeroom, which was formerly
occupied b\- the latter concern, will be used by
tile new firm.

ECORD Delivery Envelopes at Pre-war
Prices; Extra-heavy Kraft at $8.25 per
thousand for lO-inch; $9.50 for 12-inch, Security
Fasteners included. — The Lewis C. Frank Corp.,
1202 Dime Bank Bldg., Detroit, Mich.

THE TALKING MACHINE WORLD

May 15, 1921

ijllllllllllllllllllllllllllllllllllllllllllllll Illlllllllllllllllllllllllllllllllllllllllilllllllllllllllllllllll^^^

Cesar Raftos.Io^^

A MOTOR WORTHY

OF it!s guarantee

Seal

THE GOODNESS
THE TROUBLES

•SEALED m
SEALED OUT

^TTAO AlMTrrTZ* • Serenade Motor with each of its parts

wVJjlVc^xxIN 1 JUJCi — is absolutely guaranteed for the purpose for
which it is intended for a period of FIVE (5) YEARS.

Any motor which becomes inoperative or inefficient for ordinary usage
during that period will be replaced free of charge if returned, with the seal
unbroken, transportation charges prepaid. In case the seal has been broken
the responsibility of the company under this guarantee shall be limited to
replacing such parts as show undue wear or the development of a latent defect.

SERENADO MFG. CO.

CEDAR RAPIDS, IOWA

yiiiiiiiiiiiiiiiiiiiiiiiiiiM I I mill Illllllllllllllllllllllllllllllllllllllllllllllllilllli^^^ IIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIII Illlllllllllllllllllllllllllllllllllllillllili I illlllllllllllllllll mil Illllllll Illlllllllllllll

May 15, 1921

THE TALKING MACHINE WORLD

TRADE SHOWS A STEADY BETTERMENT IN INDIANAPOLIS

Outlook Bright, Says Herdman — Columbia Activities — Music Memory Contest Popular — Krausgill
Co.'s Big Campaign — Mothers' Day Brunswick Hit — Stewart's Victrola Sales to Schools

_ Indianapolis, Ind., May 7. — "C. P. Herdman,
manager of the talking machine department of
the Baldwin Piano Co., says that in the last ten
days his department has received more inquiries
than in any similar period during the year. The
outlook, he says, is exceptionally bright. He
accounts for this partly by the fact that a week's
formal opening was held to acquaint the public
with the fact that the Brunswick had been added
to the list of machines and records carried by
the firm. The week resulted in satisfactory
sales of Brunswick phonographs, he says, particu-
larly of the $250 type.

Tells of Improved Business

Business is picking up for the Columbia
Grafonola, according to W. G. -Wilson, of Wide-
ner's Grafonola shops. He says the record busi-
ness has fallen off somewhat, but in his esti-
mation the outlook for both machines and rec-
ords is brighter than it has been since January.

F. L. Scott, manager of the district branch of
the Columbia Co., made a trip over the territory
the latter part of April, giving particular atten-
tion to Evansville and Louisville. He says con-
ditions are improving. Fashion shows at Louis-
ville and at Owensboro, Ky., did much to stimu-
late talking machine sales in those cities, he re-
ports. Ben Loventhal, manager of the Louis-
ville Music Co., Columbia dealer, added 1,200
names to his mailing list during the Louisville
show by distributing cards on which those inter-
ested in buying a talking machine were re-
quested to write their names and addresses. A
package of needles was given to each one so
doing.

Robert Porter, of New York, field sales man-
ager of the Columbia Co., spent the day with Mr.
Scott April 28. Another visitor during the
month was F. C. Schyler, manager of the Inter-
national record department for the Indianapolis,
Cincinnati and St. Louis districts.

Opens New Columbia Store

C. J. Easley, of Clay City, Ind., has opened a
new Columibia store. While in Indianapolis buy-
ing stock Mr. Easley reported business condi-
tions around Clay City to be satisfactory, with in-
dications of an early return to normal.

W. C. Mossibarger, of Louisville, Columbia
salesman traveling out of Evansville, was called
to his home the last week in April on account
of serious injuries suffered by his wife and in-
fant son in an automobile accident. At the last
report Mrs. Mossbarger was well on the road to
recovery, but the child was not expected to live

Business thus far this year has fallen far be-
low business done in the corresponding period of
last year, according to O. C. Maurer, manager of
the talking machine department of the Kiefer-
Stewart Drug Co., Sonora distributor for In-
diana. He is not anticipating much improvement
before the latter part of the Summer.

Appearing before one of the largest audiences
that ever attended a musical event in Indian-
apolis, Giovanni Martinelli, famous Victor tenor,
sang at the Murat Theatre Easter Sunday, under
the auspices of the Marion County Council of
the American Legion.

Holding Music Memory Contest

As an example of what some dealers are doing
toward creating a desire for better music the
following letter is printed. It was sent out by
the Reeservice Music Co., Victor dealer in
Cambridge City, Ind. This letter contained a
list of fifty records and the names of their
composers :

"This is to announce our plan for holding a
music memory contest at 7.45 p. m.. May 12,
1921, in the Community Hall. Separate awards
will be made to school pupils and outsiders. .AH
are eligible to prizes excepting professional
musicians, who, however, may participate.
Selections of music to be used will be chosen
from the attached list. Contestants will be re-
quired to write the name of the composition and
the composer. Those presenting the most cor-
rect lists will be given prizes as follows:

"To school pupils, including those of seventh
grade and over: First prize, $5 in cash; second
prize, $3 in merchandise; third prize, $2 in mer-
chandise. To outsiders: First prize, $5 in mer-
chandise; second prize, $3 in merchandise; third
prize, $2 in merchandise. Study the list and
be with us on the contest night."

Demand From Public Schools

The Stewart Talking Machine Co., Victor dis-
tributor, reporits considerable activity, in the
sale of Victrola IV's and VI's to public schools
throughout this territory during the present
term.

Krausgill Piano Co.'s Great Campaign

Results of an extensive direct-by-mail cam-
paign, started by the Krausgill Piano Co., Victor
dealer of Louisville, Ky., are being awaited with
much interest among dealers in this territory.

A list of ten thousand names of people in the
Louisville territory is being used in the distri-
bution of three strong selling letters, each of
which carries one or two colored postcards rep-
resenting some particular feature of the beautiful
Krausgill store.

Walter H. Shackleton, manager of the Vic-
trola department of the store, has displayed
much originality in different avenues of pub-
licity. One of his most picturesque inaugura-
tions has been monthly concerts of new Victor
records by wireless. One of the Louisville
newspapers had this to say about Mr. Shackle-
ton's demonstration of one month's records:

"Girls, boys and grown-ups at nearly a hun-
dred wireless stations of the Falls Cities heard a
Victrola concert given from the wireless tele-
phone sending station at the H. C. Tafel Elec-
tric Co., 236 West Jefiferson street, last night.

"From the large station at the Big Six Garage,
Third and Breckinridge streets, to the high-
school boy out in the West End who laboriously
ticked off with a spark coil that he 'must quit

Stewart

Talldn^ Machine Cbmpaii^

JOBBERS

fciillMoii^

to study his lessons,' responses came when Wil-
liam Allman, operator, asked how the music
sounded.

"The Krausgill Piano Co., which furnished the
new records of the month, in advertisements yes-
terday morning advised all amateur operators
of the concert, giving the wave length.

"Answers were sent last night to the Tafel
station by telegraph. Stations with a long send-
ing radius were heard very distinctly.

"One girl, who did not give her name, called
over the telephone to say she heard the concert.
Stations in the Highlands, one in New Albany
and others in Portland, South Louisville and
Jeffersonville reported by wireless that they
heard the music.

"Monthly concerts, with records just released,
will be a permanent program, W. H. Shackleton,
(Continued on page 92)

/F you have Victor
IX's in stock, get
these UDELL
cabinets, number 1410,
to move them. Priced
at $12.00 to the trade,
there is a good profit
here for you.

With patented hinged
rim ; 32 in. high ; 19^
in. wide ; 23^ in. deep.
Mahogany or quar-
tered oak.

fV ire your order our
expense.

As good bargains in UDELL
cabinets for Victrola IV, VI
and VIII as for the Victrola
IX.

ra^UDELLWORKS

Indianapolis, 1254 West 28th Street

THE TALKING MACHINE WORLD

May 15, 1921

"}bu cafii go ivrong ,
any Feist' Song

BETTER TRADE IN INDIANAPOLIS

{Continued from page 91)

of the Krausgill Piano Co., said last night. A
large number of people assembled at the larger
amateur stations during the concert, which lasted
from 8 to 10 o'clock."

How Barringer Interests the Public

Believing that if he can create a name for
n".aintaining a clearing house on musical infor-
mation it will not be long until he can also win
the greater share of the music trade, W. S. Bar-
ringer, who opened a splendid new Victrola shop
iii Kokomo, Ind., a few months ago, maintains
a large bulletin in a prominent part of his sales-
room on which a calendar of musical events in
Kokomo for the week is displayed. He adver-
tises.his store as "Musical Headquarters."

'■Reports throughout our territory indicate to
us there is plenty of business for the dealer who
is on his toes, who isn't afraid to work, and w-ork
hard, and who goes out and gets it," says H. G.
Anderson, general sales manager of the Kipp
Phonograph Co., Edison distributor. "\\'ith
fewer buyers of phonographs in the market it's
up to the dealer to do more selling. The dealer
who is overcoming sales resistance is the one
who has brushed up on his salesmanship, has re-
fused to take 'no' for an answer and has gone
out after the business.

"We find the dealers who are taking advan-
tage of the wonderful sales helps offered by the
Edison Laboratories to be reaping some very
excellent results. Our dealers have taken to the.
Mood Chart Party idea in a fine manner and the
parties are bringing them some splendid re-
turns."

"Mothers' Day" Helped Bnmswick Sales

Special advertising for "Mothers' Day" stimu-
lated sales in Brunswick machines and records,
according to C. A. Grossart, of the Brunswick
Shop. He says prospects are beginning to come
in more steadily and business is surely picking
up, particularly in records.

Manager Burr, of the talking machine depart-
ment of the Brunswick-Balke-Collender Co., re-
ports that the "Mothers' Day" advertising was
taken up by all Brunswick dealers in the terri-
tory and that most of them report the formation
of clubs.

A representative of Jensen Bros., Brunswick
dealers of Terre Haute, was a visitor with Mr.
Burr during the month and reported general

business conditions much improved in Terre
Haute. A similar report came from George N.
Bender, Brunswick dealer of Xorth Manchester.
Edison Mood Chart Parties Popular

W". O. Hopkins, of the Edison Shop, expresses
enthusiasm Over the results of Mood Chart
Parties that have been given by his salesmen.
Sales have beetf materially increased by them,
he says, and the salesmen have learned to view
the prospects for future business more opti-
mistically. Mr. Hopkins believes business con-
ditions have improved much during the last
month. He sa^'s he believes the biggest incen-
tive to good salesmanship at the present time is
the Chicago Tribune slogan, "1921 Will Reward
Fighters," which slogan the paper has now
altered to read, "1921 Is Rewarding Fighters."
Pathe Dealers Pleased Over Proposals

C. O. Mueller, manager of the Pathe depart-
ment of the Mooney-Mueller-Ward Co., whole-
sale distributors, reports "spotted" business con-
ditions in the territory. Some of the dealers, he
says, are enthusiastic over prospects while others
see little hope of many sales for several months.

Frank H. Brown & Co., of Logansport, have
opened a branch store at Rochester to deal in
pianos and Pathe talking machines. E. O. Col-
lins, of Franklin, has taken on a Pathe contract.
He is also a Victor dealer.

Latona Co. Organized in Fort Wayne

The Latona Talking Machine Co , of Fort
Wayne, has been incorporated with a capital
stock of $100,000. The incorporators are:
Thomas G. Grimwood, John S. Scott and Oscar
Grimwood. Thomas and Oscar Grimwood are
in the talking machine business now, with offices
at 104 Lower First street. The new company
will manufacture furniture, including cabinet
talking machines, floor lamps, cedar chests,
chairs and stools. They will do a wholesale and
retail business.

Watching the Buying Trend

"It has been interesting," says E. H. Jarrard,
manager of the talking machine department of
the Capital Paper Co., distributor of Kimball
talking machines, "to watch the trend of the
public in buying talking machines. When the
slump occurred last December our dealers
everywhere seemed to feel that only low-priced
models would sell. However, the Kimball Co. s
sixty-three years' continuous emphasis on qual-
ity seemed to tell, with the result that a large
proportion of our sales continued to he in tlie

Exclusive and better methods are
making phono-parts with better finish

HAVE THEM SUPERCAST

Economical

Dependable

The Superior Die Casting Co.

Cleveland, O.

medium and higher-priced models. The greatest
business stimulant to our business was the Kim-
ball announcement that prices would not decline
and the accompanying announcement of a price
guarantee. Talking machine sales are now fast
approaching normal."

Large Trade for First Quarter of Year
Business for the first quarter of this year was
larger than for the corresponding quarter of last
year, says T. W. Hendricks, manager of the
talking machine department of the Pearson
Piano Co. The last week of April he featured
children's records, with the result that sales of
\"ictor educational records and the small Victor
machines were largely increased. Sale of records
in April was short of the preceding months of
the year, he says. In one week during the
month he sold seven Chippendale Edison ma-
chines.

ISSUE NEW VEST=POCKET CATALOG

Buegeleisen & Jacobson, New York, Issue Con-
venient Catalog of Musical Merchandise

Buegeleisen & Jacobson, musical merchandise
wholesalers. New York, have just issued a vest-
pocket catalog of their musical merchandise.
This original departure from the large-size cat-
alog was evolved to relieve the dealer of the
annoyance of leaving a prospective customer to
consult a catalog kept elsewhere in the ware-
room. It makes it possible for the dealer to
carry around a. full list in his vest pocket at all
times.

The vest-pocket price list, which is of the con-
venient size of 6x3 in., contains descriptions
and prices of every number in the regular cata-
log No. 103. In the column at the left of each
item is a space left for a notation. The center
pages of the vest-pocket price list contain com-
plete instructions for using the booklet in con-
nection with the complete catalog.

According to the announcement it can be used
"when behind the counter, for quick reference
as to numbers and prices; when busy during
the day, to check items you wish to order
later; as a quick and ready guide in making up
all orders; as an order blank. Mark the quan-
tities wanted in the margin. Send in the book-
let and another will be mailed to you in re-
turn."

HOLD FIRST CREDITORS MEETING

Omaha. Neb., May 11. — The first meeting of the
creditors of the Cathedral Phonograph Co ,
vv'hich was recently adjudged a bankrupt, was
held this morning in the Securities Building,
this city, and steps were taken for the appoint-
n-.ent of a trustee and other business of impor-
tance was transacted. Full details regarding
this meeting will be announced in a few days.

The art of success consists in making people
change their minds. It is this power that makes
the efficient lawyer, grocer, politician or preacher.

May is, 1921

THE TALKING MACHINE WORLD

N LADELPH^\'

and

IPCALITX

Philadelphia, Pa., May 7, 1921.— The month of
April, on the whole, was a satisfactory month
to the dealer and the jobber in talking machines.
Business has shown a steady trend toward bet-
terment. The methods used in advertising talk-
ing machines have, however, come in for criti-
cism. The sort of publicity employed is not
going to be of any very great advantage to the
future of the trade, for the dealers are showing
an inclination to drift back to' the old pre-war
prices and the old pre-war methods of competi-
tion, which deservedly came in for considerable
opposition.

It would be most unfortunate if the retail
trade again adopted the methods that were in
vogue in 1914 and for some years previous to
that. Yet there are dealers who, in their eager-
ness for business, grasp at the old dollar-down
and dolbr-when-you-can-get-it methods which
degrade rather than uplift the industry. There
is certainly need for an association of talking
machine dealers in this city for the purpose of
meeting, discussing and pointing out the evils of
such a course. And, yet, it is doubtful whether
an association would be effective, for our local
merchants do not seem inclined to live up to the
rulings of an associa'tion.

Some time ago, after a series of meetings, it
was decided that the dealers here should charge
interest on deferred payments. All the leading-
firms signed an agreement to that effect, but
this agreement seems now not to have been
worth the paper upon which it was written,
for the policy was broken by several of the
dealers, and finally it was agreed that the dealers
were not honest enough to live up to their sig-
nature, so they called off the interest proposi-
tion and to-day all the firms are advertising no

interest will be charged on deferred payments.
Weymann & Son Tell of Progress

The Victor dealers in Philadelphia are in
most excellent shape to-day, the jobbers being
able to give them all the machines they want,
and to supply records almost on the 100 per cent
basis. H. W. Weymann, of H. A. Weymann &
Son, recently in speaking on the Victor talking
machine situation said: "Our stock of 4s, 6s,
lis of various finishes, and 14s, are gradually
diminishing as orders have come in from dealers
from all over our territory for these types of
Victrolas, and our trade is appreciating the
fact that we have been able to make deliveries
almost the same day the orders were received.
There is also a noticeable increase in the allot-
ment of Victor records which we are receiving
from the factory. Few of these, however, have
been able to find their way to our shelves, due
to the great demand for them."

A Busy Columbia Month

April was a most active month at the Co-
lumbia's distributing headquarters at Sixth and
Filbert streets. On April 21 the Girls' Club of
the Columbia was entertained at the Hotel Wal-
ton by John Taylor, who was Columbia's for-
mer city salesman, and is now assistant manager
of the hotel.

The Columbia Co. reports that itt? business
showed considerable stimulation following the
reduction in prices of Grafonolas. Manager
Cummin ha^ been covering every section of the
firm's customers during the month of April and
was present at the Snyder Music Co.'s opening
at Wilkes-Barre, referred to elsewhere.

Among the Columbia visitors were Robert
Porter, field sales manager, and O. F. Benz, of
the. executive offices. On April 23 there was a

sales meeting at the headquarters here, which
was attended by all the salesmen in the dis-
trict, at which sales plans for the month of May
were discussed.

Big Orders for Penn Phonograph Co.

The Penn Phonograph Co. enjoyed a good
business during the past month. It has taken
the sales rights of the new repair cabinet made
by the Unit Construction Co. and has notified
all its customers of this wonderfully complete
new cabinet, with the result that many dealers
have called at the Penn house to examine the
new cabinet and many have left their orders.
The prices of these cabinets will be increased
considerably after May 15, and the Penn Co.
has notified its trade to that effect.

The Penn Co. has been receiving orders for
the Penn Victor Dogs in large numbers re-
cently. Among those dealers who ordered SCO
or more dogs were: W. M. Whitney Co., of
Albany, N. Y., 500; England Brothers, Pitts-
field, Mass., 500; A. Steiger & Co., Holyoke,
Mass., SCO; and Ludwig & Co., Springfield,
Mass., 1000, all orders received through the New
York Talking Machine Co.; J. W. Rowlans Co.,
Lima, Ohio, 500; Lasalle & Koch, Toledo, Ohio,
500, through the Toledo Talking Machine Co.;
The Greenstone Talking Machine Shop and the
Ashland Talking Machine Shop, both of Chi-
cago, each ordering 500 dogs through the Chi-
cago Talking Machine Co.; the Bry-Block-Mere
Co., Memphis, Tenn., 500, through Philip Wer-
lein, of New Orleans; Economy Furniture Co..
500, Bloomsburg, Pa., through C. J. Heppe &
Son; the A. B. Clinton Co., New Haven, Conn.,
500, through the Horton-Gallo-Creamer Co.,
New Haven; W. H. Reynolds, of Mobile, Ala-
(Continued on page 95)

Put spikes in Your Chair
— and Work

Many Victor dealers "feel" the
^'buyers' strike" by increasing their
sales!

The weeding of the weak lines en-
larges your prospect list, and with
Victrolas available through Buehn
Service, your sales must grow.

So spade your sales ground care-
fully; keep digging and digging, so
that your summer sales of Victrolas
and Victor Records will gain.
Then harvest your Fall prospects
with a swoop.

Through our sincerity in handling
the shortage situation w-e believe
Buehn Service has the good will of
all its clients, and our suggestions
of today can be profitably followed
with the assurance of our close co-
operation.

THE LOUIS BUEHN COMPANY

VICTOR DISTRIBUTORS
PHILADELPHIA

THE TALKING MACHINE WORLD

May 15, 1921

PLAY BALL!

Is the cry in every city, town and
village all over the land today.

The baseball season affords every Victor dealer an
opportunity to make an exceptional window display and
with the use of the Penn- Victor dogs representing the
contending teams attract great crowds to his window.

We Will Specially Decorate 25 Penn- Victor Dogs

of your order and cast your name in the pedestal at no extra cost, on an order
of 500 Penn- Victor dogs. We also supply at cost electrotypes for circular
or newspaper advertising if requested, crediting same when returned.

Twelve dogs will be decorated in blue uniforms and twelve in red
(painted on) and one will be decorated to represent the Umpire,

The dealer can then arrange a baseball diamond in his window and use a
goodly number of the regularly pamted dogs as spectators.

(Half Size)

Windoui Display of the Kranz-Smith Piano Co., Baltimore, Md. Tliey gave aivay five thousand Penn-V ictor dogs.

DISTRIBUTORS:

In your home town games,
the National league games
and specially at the time of
the world series the scores
may be recorded on the
score boards as the returns
come in inning by inning,
thereby holding the crowd
in front of your window
during the entire game. This
has been done heretofore
with great success.

Mr. Victor dealer, don't
miss this chance to adver-
tise yourself and the A^ic-
tor Talking Machines and
Victor Records.

Albany. N. Y Gatcly-Haire Co.. Inc.

Atlanta, Ga Eljea Talking Machine Co.

Baltimore. Md Cohen & Hughes.

E. F. Droop & Sons Co.. Inc.

Birmingham, Ala Talking Machine Co.

Boston. Mass Oliver Dltson Co.

Eastern Tallting Machine Co.

The M. Stein ert & Sons Co.
Brooklyn, N. Y.. American Talking Machine Co.

G. T. Williams Co.

Buffalo, N. Y Buffalo Talking Machine Co.

Burlington, Vt American Phonograph Co.

Butte. Mont Orton Bros.

Chicago. Ill Chicago Talking Machine Co.

Cincinnati. 0 Ohio Talking Machine Co.

Cleveland, Ohio Clereland Talking Machine Co.

The Eclipse Music Co.

Denver, Colo The Knight-Campbell Music Co.

El Paso, Tax W. 0. WaU Co.

Elmira. N. Y

Honolulu, T. H...
Indianapolis, Ind.
Jacl(sonville, Fla..

Memphis, Tenn

Kansas City, Mo..
Milwaukee. Wis...
Minneapolis, Minn.

Mobile, Ala

New Haven, Conn.

Newark, N. J

New Orleans. La..
New York City....

. Elmira Arms Co.

. Bergstrom Music Co., Ltd.

. . Stewart Talking Machine Co.

..Florida Talking Macliine Co.

..Houck Piano Co.

. . J. W. Jenkins Music Co.

. . Badger Talking Macliine Co.

. .Beckwith-O'Nelll Co.

. . Wm. H. Beynalds.

..The Horton-Gallo-Creamer Co.

. . Colllngs & Co.

..Philip Werleln, Ltd.

..Emanuel BlouL

C. Bruno Sl Son.

Charles H. Dltson Co.

KnickerbocJter Talking Machine Co.

New York Talking Machine Co.

Ormes. Inc.

Silas B. Pearsall Co.

Louis A. Schwarz, Inc.

Omaha. Neb Mlckel Bros.

Philadelphia, Pa H. A. Weymann & Son.

Pittsburgh, Pa W. P. Frederick Piano Co.

Portland, Me Cressey & AUen, Inc.

Richmond, Va. . . The Corley Co.

Rochester, N. Y E. J. Chapman.

St. Louis, Mo Koerber-Brenner Co.

St. Paul, Minn... W. J. Dyer & Bro.

Toledo, Ohio The Toledo Talking Machine Co.

Washington, D. C... Cohen & Hughes.

E. F. Droop & Sons Co.

Bobt C. Bogers Co.

Dealers not served by any of these distributors will be
sold direct by us or we will charge through your pre-
ferred distributor if so requested.

PENN PHONOGRAPH CO. Inc.,

913 ARCH STREET

Victor Distributors
Wholesale Only

PHILADELPHIA, PA.

May is, 1921

THE TALKING MACHINE WORLD

ARE YOU HUNTING

FOR BUSINESS
OR JUST FISHING?

We are helping our dealers to

hunt for it with Records and they are getting it. We will help

a few more get it.

SONORA CO. of PHILADELPHIA

1214 ARCH STREET

PHILADELPHIA

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 93)

bama, SOO for his Mobile store and 5O0 for his
Pensacola, Florida, store; and Ansell, Bishop &
Turner, Washington, D. C, who ordered 1000
dogs through E. P. Droop & Sons Co., Wash-
ington. These dogs are to be given away at a
big Chamber of Commerce meeting shortly to
be held in that city.

Time to Make Efforts, Says Eckhardt
Walter E. Eckhardt, the Philadelphia Pathe
man, reflecting on the local situation, says:
"Business has been, to be perfectly frank, a lit-
tle hard to get, although we feel that we had a
very satisfactory April. The public is in a very
peculiar frame of mind at present. I do not
think that there is any lack of desire or musical
appreciation, but the principal thing ahead of
the merchant is to employ all available methods
to seek out such persons who are ;n a position
to purchase. In order to accomplish even a
fairly satisfactory result we must put in four
times the efifort we ever put in the business, and
with such effort we will probably enjoy one-half
the result that usually obtains with normal ef-
fort.

"The underlying conditions are good, and this
is acknowledged by everyone. Business is look-
ing upward, and will undoubtedly come into its
own by the late Summer and by Fall. I am satis-
fied, from the surveys we have made, that we
will have a business in the talking machine
trade fully equal to the best days of the past.
This buying strike of the public has prompted
all live merchants to put their houses in order
in preparation for the good things that are
ahead of us. We have put on more dealers dur-
ing the past few weeks than at any similar period
in months."

A. J. Heath & Co. Report Progress

A. J. Heath & Co , the handlers here in a Ijig
way of the Okeh records and the Granby talk-
ing machines, report that business in April was
most satisfactory. It was ahead of any of the
previous months of the year and considerably
ahead of April of last year. The firm has
been adding several new salesmen to its force,
who will represent the Granby in their terri-
tory. There is a rumor prevailing here that the
Granby is about to be taken on by a chain of
stores in Philadelphia. Among the recent visi-
tors to the Heath offices were: Messrs. Howard
and Coplan, representing the Granby talking
machine, and W. C. Fuhri, representing tiic
Okeh record.

Vandergrift With Van Veen Co.

J. Jay Vandergrift has recently joined the
forces of Van Veen & Co., the well-known mu-
sic store equipment company of New York and
Philadelphia. Mr. Vandergrift is sales manager
of this company and has to assist him Wm. B.
Richards, who until quite recently was Western
manager with headquarters in Chicago for an
equipment manr facturer. Both Mr. Vandergrift
and Mr. Richards have had long experience in
the planning and designing of stores.

The designing and engineering department as
well as the sales department of Van Veen &

Co. are all in the company's Philadelphia office
and there is a large amount of work being done.
Some of the finest music stores and music de-
partments are designed and originated in this
office. H. Allen Dalley, vice-president and one
of the big owners of the company, is in charge
of the local office and it is under his direct
supervision that all the engineering, planning
and designing are done.

Mr. Dalley is well known to the trade. During
the last twelve years he has designed and
planned some of the finest music stores in the
country. He originated the model shop idea and
has designed most of these. This idea has been
so successful that many wholesale establish-
ments are now being equipped with them. He
has designed, among others, fifteen Columbia
model shops in branches of the Columbia
Graphophone Co., and has also designed store
interiors for Ditson & Co., New York City;
Snyder Music Co.. Wilkes-Barre, Pa.; Lipstreu
& Co., Cleveland, Ohio; A. B. Clinton Co., Hart-
ford, Conn.; Wm. Finley, Hudson, N. Y.; Colo-
nial Music Shops, Auburn, N. Y.

Opens Branch Store in Baltimore

The United Music Stores Co. has just opened
a branch of its Philadelphia store on North
Howard street, Baltimore. This firm has been
enjoying a very good business. It has purchased
the building adjoining its present store, and
when the present tenants remove on June 1 the

United people will at once begin alterations
which will add this store to the present quarters,
giving them a large, commodious and good-
looking series of warerooms.

Pleased With Emerson Progress

Harry Fox, the Philadelphia Emerson man,
is highly delighted with the business done by
his firm in April. It far surpassed his expecta-
tions, he says. He has been especially gratified
the way the Emerson machines have been mov-
ing. They have begun advertising extensively
and with telling effect. The Emersons are about
to place on sale a most attractive children's
picture record series devised by Victor Emerson.
The pictures are the full-size records, showing
the subject of the number on one side in bright
colors and on the other' side the verses that
are sung, while between the two covers are
small records, with a device on the cover to
make them playable. This seems the best thing
of the kind yet gotten out to appeal to children.
Louis Buehn Co. Progress

The Louis Buehn Co. reports that its business
has been fair and that records are coming
through in very good shape, but just at present
machine shipments are a little slow. During the
month Charles Miller, vice-president of the firm,
went to Washington, N. J., for several days to
assist in the opening of a new Buehn-Victor
store in that live little town.

(Continued on page 96)

1108 CHESTNUT SI
PHiLADELPHIAPA

Victor
Vholesak

PLAYE-R.
ROLLS'

i keystone state |

String
twstruaient^i

Victor Supreme

The Victor dealer who devotes his'
entire energy to the advancement of
Victor merchandise in his Talking
Machine Department will find that in
turn his entire business will be greatly
benefited.

At Your Service

H. A. WEYMANN & SON, Inc.

1108 Chestnut Street Philadelphia, Pa.

THE TALKING MACHINE WORLD

May 15, 1921

THE TRADE IN PHILADELPHIA AND LOCAUTY— (Continued from page 95)

Recent Penn Phonograph visitors were: Rob-
ert W. Troup, of the Troup Music House, Har-
risburg. Pa., and Mr. A^on Tagen, of the Lyric
Phonograph Co., of this citj-.

Meeting With Much Success

F. L. Beaulieu, former!}- of the Cunningham
talking machine department, is conducting a
talking machine store at 1618 South street, where
heJias been meeting with very good success.
Cheney Publicity Brings Results

The Chenej- Co. has begun a twice-a-week ad^
vertising campaign here in local papers, which
is to be continued for two months.

Large Orders for Everybody's T. M. Co.

Ever3-bod}"'s Talking Machine Co., 38 North
Eighth street, have been enjoyinga very satisfac-
tory business the past month. They have been
receiving large orders for parts from all over the
country-. They state that business for them is
certainly opening in fine shape. Phihp Graboski,
their road man. is at present in Springfield,
Ohio. One order recentlj- received b}' the firm
from Oregon was for 5,000 springs. Their new
catalog, long delayed, is about read}-.

Praise for Children's Comer

C. R. Trace}', of the Aeolian Co., was a recent
visitor to the Gimbel Brothers' talking machine
department, and took occasion to compHment
Mr. Wuertle highly on the very attractive chil-
dren's corner which he had established. Gimbel
Brothers have been featuring several very attrac-
tive Brunswick windows.

Death of Mrs. Beach

Harry A. Beach, vice-president of the Unit
Co.istruction Co., of this city, received the sym-
pathy of his many friends in the trade upon the
death of his mother. Mrs. Beach, who had been
in poor health for some time, passed away on
Friday, April 15.

SNYDER MUSIC CO. HOLDS OPENING

Magnificent New Establishment in Wilkes-
Barre, Pa., Admired by Crowds on Formal
Opening Day — Handles Large Music Line

Wilkes-Barre, Pa., May 5. — The Snyder ^Music
Co., of this city, recently opened to the public
its beautiful and efficiently equipped new ware-
rooms, located at 18 East Market street. These
warerooms are said to be among the most at-
tractive in the State, if not among the finest in
the countr}-, and provide the most modern fa-
cilities for the retailing of talking machines, pi-
anos, music rolls, musical merchandise, sheet
music, etc. The formal opening drew an ex-
ceedingly large attendance not only from the
city of Wilkes-Barre, but from the surrounding
cities and towns as well. The entire building
was thrown open for inspection and the guests
after an. inspection of every nook and corner

Name Plates for Talking

Machines, Pianos, etc.

High Class Workmanship

Write us for farther information

National Decalcomania Co.

220-230 N.eOth St. , Philadelphia, Pa.

The lobby, which is decorated in the Adam
period design, contains the sheet music and musi-
cal merchandise departments. In addition to
the self-service rack and storage bins beneath for
the sheet music department, there has been in-
stalled an efficient counter with glass top under
which may be displayed the latest popular

Selling goods is the 'best known cure for those
ailments in a man that tend to make him a fail-
ure.

Partial View of One of the Hearing Rooms
were most enthusiastic and tendered their con-
gratulations to the officers and managers. Mrs.
Ethel Rust Meller, concert soprano, and Alex-
ander Gunn, pianist, appeared at concerts given
in the afternoon and evening in the recital hall,
which was filled to capacity.

Illllllllllllllllllllllllllllllllllllllllllllilllllllllllllllllllll

The Interstate
Organization

is composed of a body o£ men who have
specialized in Pathe merchandising. Their
service and expert knowledge, both indi-
vidually and collectively, are at the com-
mand of the Pathe dealer. You, too, may
become a Pathe dealer.

Write today and we will tell you how.

Snyder Co.'s Spacious Concert Hall
numbers. The color scheme of this department
is blue and old ivory and the lighting fixtures
are selected with the same characteristic good
taste which marks the fixtures of the other de-
partments.

Separating these departments from the Graf-
onola department is an arch with pediment. This
department is well equipped with hearing rooms
and an entirely efficient Columbia record de-
partment with a capacity of 15,000 records. The
racks are lighted from a concealed reflector be-
hind the cornice, giving a brilliant light without
glare. Two display wrapping counters take care
of the various phonograph accessories. The en-
tire department, lobby and show-windows are
done in the well-known Col-\'an design and are
most artistic.

The piano department is situated directly in
the rear of the phonograph department and
consists of a Gulbransen room finished in deli-
cate ivory and with leaded glass panes in the
doors and windows, giving a true Colonial effect,
and an Ampico room in delicate green in the
Louis XIV motif. The concert room, which
will be also used for Grafonola concerts, is en-
tered through an imposing Colonial doorway
and provides accommodations for about 150 peo-
ple. A stage has been erected with a proscenium
arch in the Adam design. Behind this arch is an
arrangement of electric lighting which will dif-
fuse various colors throughout the room as de-
sired. The color scheme of the concert hall is
light blue and deep gray. Outlets are provided
so that motion pictures can be shown and illus-
trated lectures given in this hall.

A fine piano roll department has been estab-
lished in the basement, which is entered directlv

WE Will Buy for Cash
Job Lots of Machines,
Records, Motors, Tone
Arms, Parts, and Every-
thing in the Talking Ma-
chine Line.

Keen Talking Machine Supply Co.

49 N. 10th ST., PHILADELPHIA. PA.

Interstate Phonograph

1026 CHESTNUT ^T., PHILADELPHIA.PA.
I0I6~I024 WABASH AVE., CHtCACQ, ILL. y

k lllllllllillllllMlllllillNlllllllilllllllilillillllllllllllllllli A

May 15, 1921

THE TALKING MACHINE WORLD

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96)

from the -lobby through an arched doorway.
Van Veen & Co., of New York and Philadel-
phia, are responsible for the designing and the
installation of these various rooms and the
Snyder Music Co. is enthusiastically making use
of its excellent equipment to the end that 1921
will be its banner year.

The executives of this progressive music
house are: George Nicholson, president; Glen-
more N. Snyder, vice-president and manager;
Wm. S. Goflf, vice-president; George O. Notter,
treasurer.

A CLEVER WINDOW ATTRACTION

Couple Demonstrates Latest Dancing Steps to
. the Music of a Pathe

Philadelphia, Pa., May 2. — An entirely original
window attraction was planned and put into ef-
fect by W. J. McCormack, a live-wire Pathe
and furniture dealer, of Lancaster avenue, this
city. The idea was so successfully carried out
that it received much comment from the press.

A young man and young lady, in evening
dress, entered the window and demonstrated
the newest dancing steps to the music of a
popular dance record on a Pathe phonograph.
An iiiiniense throng always gathered in front of
the store, and following the exhibition dance
attention was called to the phonograph depart-
ment, through the medium of show cards on
an easel. Considerable new business in both
lecords and instruments was created through
this clever stunt.

SELL OR FURNISH— WHICH?

Some Pertinent Words on a Timely Topic
Worth Considering

Do you sell the products which you make and
which you think will fit in best with your cus-
tomer's needs, or do you in the main simply
furnish what your customers want? To state it
another way, do you lead your customers or
are you being led by them? The extent to which
you follow each of these is some measure of
the forcefulness of your own personality.

The really forceful, aggressive man not only
has ideas of his own, but puts them forward, and,
in the language of the day, puts them over. He
sells his ideas to the customer instead of merely
such products as the customer may find he
needs. There is quite a lot in this point of view,
set forth by Veneers, worth thinking over and
digesting — that is, in the question of whether
or not you are selling your product, or merely
furnishing what the other fellow wants.

The Solotone Distributing Co., which has at-
tractive quarters at 1100 Pacific avenue, Atlantic
City, is building up a very excellent business,
according to Geo. D. Connor, manager of that
enterprising concern.

MEASURE THAT DESERVES SUPPORT

Amendment to Pennsylvania Laws Exempting
Talking Machines From Levy or Sale for Rent
Not Reported Out Owing to Lack of Interest

George W. Pound, general counsel of the Mu-
sic Industries Chamber of Commerce, has called
the attention of the talking machine men and
music dealers generally in Pennsylvania to the
fact that the important amendment to the State
laws introduced some time ago, under which
talking machines and other musical instruments
were exempted from levy, or sale, on execution
or distress for rent has not been reported out,
simply because the music merchants of the State
have apparently evinced no interest in the mat-
ter and have not even written to their State Sen-
ators and Assemblymen in favor of the meas-
ure.

It is urged that the music interests register
their strong approval of the amendment as soon
as possible in order that at least one burden
on the industry may be relieved. The amend-
ment reads:

"An Act to exempt talking machines, phono-
graphs and musical instruments of every de-
scription leased or conditionally sold to, or
hired by any person or persons residing in or
having a place of business in this Common-
wealth, from levy or sale on execution or distress
for rent.

"Section 1. Be it enacted, etc., Tliat all talk-
ing machines, phonographs and musical instru-
ments x)f every descript.on leased, co.idit o;i^lly
sold to or hired by any person or persons re-
siding in or having a place of business in this
Commonwealth under a lease or contract of sale
reserving title in the owner, lessor or vendor
until paid for, shall be exempt from levy and
sale on execution or distress for rent due by
such person or persons so leasing or condition-
ally purchasing or hiring any such talking ma-
chines, phonographs and mtisical instruments of
every description, in addition to any articles or
money now exempt by law, so long as the title
thereto remains in the owner, lessor or vendor;
Provided, That the owner, lessor or vendor of
such talking machines, phonographs and musical
instruments of every description, or his or their
agent or agents or the person or persons leasing
or conditionally purchasing or hiring the same
shall give notice to the landlord or his agent
that the said talking machines, phonographs and
musical instruments of every description are
leased, conditionally sold or hired."

FILES BANKRUPTCY PETITION

A petition as a voluntary bankrupt was lately
filed in the United States District Court of
Portland, Me., by Frank S. Polzella, who was
the proprietor of the Picture and Phonograph
Shop of that city. His debts are listed at $501
and his assets valued at $336, of which $85 is
claimed exempted.

"BLACK DIAMOND"

GRAPHITE

Spring Lubricant

/ The Lubricant
Supreme

Guaranteed not
to dry up or
become sticky
or rancid ; re-
tains its
smooth, silliy
touch indefi-
nitely. P r e -
pared in just
the rislit i-nnsistencv in eollapsil)le tubes;
'A, 1, 5, 10, 2.0, 50 lb. cans.

Manufactured only by

HARTZELL CRUCIBLE CO.

North Side, Pittsburgh, Pa.
Factory Repre-sentative
I,. A. SCHWARZ
1265 Broadway, New Itork City
226K Peachtree St., Atlanta, Ga.

FOR SALE BY ALL LEADING JOBBERS

B. B. LINCOLN WITH REMINGTON

Will Act as Associate to Edmund Kuhn in
Remington Factory Management

The Remington Phonograph Corp., New York
City, announces the important acquisition to its
s(af¥ of Bailey B. Lincoln, who will act as direct
associate to Edmund Kuhn in the management

Bailey B. Lincoln

of the Remington factory in Brooklyn. Afr.
Lincoln was formerly production manager of the
Crescent Talking Machine Co. and had super-
vision of its several plants. He is a practical
mechanic with considerable experience in the
phonograph field. His experience particularly
fits him for the important duties which he as-
sumes with the Remington Phonograph Corp.

The policy of the Remington Phonograph
Corp. has always been to surround itself with
the i)est available brains in the industry and this
is evidenced in recent Remington appointments.

"Take Your Music With You

PROMPT
DELIVERIES

Size: x llj^ x 6

"CIROLA," the only PORTABLE Phonograph without sound
chamber ; has twin spring motor ; highly nickeled metal parts ; is
finished like a Piano; built like a Battleship; folds like a suitcase;
weighs 16 lbs. ; plays all records better because the good fresh air is
its sound amplifier. Write for our |)roposition C|uickly. Enterprising
dealers everywhere arc rapidly stocking these Spring and Summer
Whirlwinds. Covers may be had if desired.

CIROLA OISTRIBUTING CO., Inc.

Distributors of the
CIROLA PHOTSrOGRAPH

204 Colonial Trust Bldg.
Phone Spruce 6337
PHILADELPHIA, PA.
U. S. A.

THE TALKING MACHINE WORLD

May is, 1921

EQUIP YOUR TRUCK

AND INCREASE YOUR PHONOGRAPH AND RECORD SALES

The truck pictured
on the left belongs
to F. B. Johnson &
Co., of Rushville,
Indiana. They say
in part:

"And incidentally we
received more good
Sonora advertising in
three hours than we got
in that many weeks in
any other way."

Any make of
phonograph maybe
demonstrated the
same way with
equally good re-
sults.

AS AN ADVERTISING NOVELTY

MAGNAVOX

MUSIC AND VOICE TELEMEGAFONES

are unique. Many and varied are the uses to which
this equipment may be put in order that the greatest
number of people be attracted and held. Many
phonograph dealers are installing them in their auto
trucks, a number of them having built large models
of the phonograph they are selling, with the Magna-
vox playing inside. Then they are able to demon-
strate as they go along, sell their records, their
phonographs, and their accessories, especially in the
rural districts. One dealer did this and not only sold
two carloads of phonographs, but nine Magnavox
music and voice telemegafones as well. We will be
glad to have you take up with the distributor nearest
you your own little scheme for utilizing the great
amplifying power of the Magnavox. If you are out-
side his territory, write directly to us and we can
help you.

MAGNAVOX DISTRIBUTORS

J. O. Morrb, Inc., Minneapolis Drug Company, Sonora Dbtributing Company,

1270 Broadway, New York City Minneapolis, Minn. 1707 Elm St., Dallas, Texas

J. W. Sands Compemy, Telephone Maintenemce Company, I. Montagnes & Company,

123 East 5th St, Dayton, Ohio 17 North LaSalle St., Chicago, 111. Ryrie Bldg., Toronto, Canada

Kiefer-Stewart Company, Southwestern Drug Compzmy,

Indianapolis, Ind. 217 South Mfirket St., Wichita, Kan.

The Magoavox Co., Oakland, Cel.

The Magnavox Co., 1270 Broadway, New York City

May 15, 1921

THE TALKING MACHINE WORLD

TRADE IS RECOVERING GRADUALLY

W. F. Hitchcock, of Phonomotor Co., Discusses
General Conditions — Visited Trade in All Im-
portant Western Cities — Interesting Comments

Rochester, N. Y., May 5. — W. F. Hitchcock, of
the Phonomotor Co., manufacturer of the
"Phono Stop," returned recently from a five
weeks' trip to the Middle West, which included
all important points from Duluth to Cincinnati.
Discussing his trip with a representative of The
World, Mr. Hitchcock stated: "This trip con-
vinced me that there is a certain amount of
business to be secured by the man who goes
after it. In my particular case I secured a num-
ber of good-sized orders, but under normal con-
ditions these orders would have been twice as
large. The manufacturers are optimistic, but, as
a whole, in a watchful, waiting attitude, attrib-
utable entirely to the sudden depression of the
last year.

"It will be recalled that in 1919 every talking
machine manufacturer and dealer made a finan-
cial success far beyond expectations. There
was a shortage of phonographs because the peak
of wages and expenses had been reached and
people . who had longed for comfort and even
luxuries all their lives found themselves able to
secure just what they wished. The prices soared
commensurately and a great many individuals
and concerns entered the phonograph business
with the belief that the profits were tremendous.
In the last half of 1919 and during the early part
of 1920 I found on my travels that every wood-
working shop, large or small, was besieged with
appeals from companies to build cabinets at any
price. The wood-working shops abandoned their
legitimate lines and cabinets were built in vast
quantities, not only for the newcomers, but for
the established and well-known companies.

"Production mounted by leaps and bounds, but
the expenditures by the puhlic did not keep pace
with the production. The wage-earners were
obliged to curtail their expenses and the shrink-
age in the value of Liberty bonds was undoubt-
edly a factor in the lessening of the public's buy-
ing power. This condition, together with the
profiteering in the necessities of life, has brought
about a business depression that has held the
country in its grip the past six months, but
which I believe is now abating steadily and
gradually.

"Personally I believe that the phonograph is
as necessary to the home surroundings as the
dining-room furniture, and there is no doubt but
that there will always be an active demand for
the phonograph that represents quality and
satisfaction. It can be considered a part of
every household entertainment, because of its
tremendous influence as an educational factor.''

NEW JERSEY VICTOR DEALERS MEE i

Emest John, of Victor Co., Principal Speaker
at Session of State Association Held at the
Robert Treat Hotel, Newark, April 19

Ernest John, advertising manager of the Vic-
tor Talking Machine Co.,' was the principal
speaker at a luncheon and meeting of the Vic-
tor Retailers of New Jersey, held at the Robert
Treat Hotel, Newark, on Tuesday, April 19,
which served to bring together a representative
number of dealers from all sections of the
State,

Mr. John presented some excellent ideas on
the advertising and merchandising of Victor
products, called attention to the valuable mate-
rial offered to dealers in The Voice of the Vic-
tor, and emphasized particularly the wisdom of
dealers concentrating on the sale of standard
records as the best means for preventing ma-
chine owners from becoming tired of their in-
struments.

Mr. John also had much to say regarding the
duplication of mailing lists, which, he declared,
prevented the dealers' monthly literature from
getting the proper results in the matter of
sales and told the dealers how much of this
duplication could be avoided. He also gave

some valuable hints for local dealer advertis-
ing, emphasizing particularly the desirability of
having plenty of white space around even the
smallest advertisement in order that it might
stand out prominently.

The Victor Retailers of New Jersey is prov-
ing a most successful organization and the sev-
eral meetings already held have done much to
interest and help the dealers in the conduct of
the business in which they are engaged.

EINSON PUNT UNDER ONE ROOF

All Departments of Einson Lithe, Inc., Now
Located at 327 East 29th Street, New York—
A Move That Makes for Greater Efficiency

ginning several years ago during the great scarc-
ity of office space, made necessary the location
of the executive offices and art department in the
Masonic Building, on Twenty-third street, while
the manufacturing plant utilized the additional
floor space made vacant by the removal of these
departments.

The bringing together of the offices, art depart-
ment, lithographing and manufacturing plant
under one roof is a forward step in increasing
the efficiency of the organization and reducing
operating expense to an appreciable degree.

With the recent addition of the photo-litho-
graphic department the Einson organization is
now one of the most complete in the industry
specializing in window display lithography.

All of the departments of Einson Litho, Inc.,
are now located under one roof as a result of
obtaining an additional floor in the Bush Build-
ing at 327 East Twenty-ninth street, New York,
where, the Einson lithographic plant has been
for many years.

The rapid expansion of Einson Litho, Inc., be-

NATURELLE REPRODUCTIONS CORP.

The Naturelle Reproductions Corp. of Manhat-
tan was incorporated at Albany with an active
capital of $37,000 to deal in talking machines.
S. W. Hanson, H. L. Ward and C. L. Morgan
are the interested parties.

style L

One of Several Beautiful Console Models

IT'S YOUR MONEY

The Phonograph business in 1921 will be largely what you
make it.

The KIMBALL Phonograph proposition, "Direct from the
Factory," will enable you to make this one of your most
profitable years.

It provides

the finest, most complete and up-to-date
product in America.

Especially attractive improvements pro-
tected by exclusive Kimball Patents;
real selling features which appeal to
shrewd buyers — and with it all is the
same agency franchise value which for
the last half century has made the name
Kimball synonymous with good music
wherever music has been known in
Pianos, Player-Pianos, Parlor and Church
Organs.

These points combined with our com-
prehensive and co-operative financing
plan for the dealers make this line the most profitable musical
merchandise in the world.

Variety of Console and Upright Models.

Write for agency proposition.

W. W. KIMBALL CO

EHtabliRhed 18S7

Kimball Bldg., 306 S. Wal>ash Ave.
CHICAGO

100

THE TALKING MACHINE WORLD

May is, 1921

A New Money-Making Department
At an Investment of only $500.00

This is made possible through the Gretsch
complete special assortments of musical merchan-
dise from $500.00 up.

You, Mr. Talking Machine Dealer,
have undoubtedly considered adding
a small goods department at some
time. Why not now.-^ The sooner
you start it the sooner you will reap
the profits.

It can be conducted at practically no increase of over-
head and means an investment of as little' as $500.00.

Furthermore, with the Gretsch line
you are well entrenched against com-
petition for you have the best.

Let us help you install this new department.

Send for Our New Price List.

THE FRED. GRETSCH MFG. CO.

MUSICAL INSTRUMENT MAKERS
Since 1883

54-82 BROADWAY BROOKLYN, N. Y.

May 15, 1921

THE TALKING MACHINE WORLD

101

On the VICTOR

On the COLUMBIA

SUPERIOR UNIVERSAL REPRODUCER

CAMeUower,More Musical Tone on AllMakesof Records

SAMPLES ON APPROVAL
Superior Reproducer with 21-VE Victor Elbow — Sample Prepaid
to Dealer, Nickel $4.15 — Gold $5.35
Retails $6. 50 and $8.50
Superior Reproducer with 21 -CC Columbia Connection — Sample
Prepaid to Dealer, Nickel $4.45 — Gold $5.95
Retails $7.00 and $9. 50
Superior Reproducer with 21-P Connection for O. S. Pathe — Sample
Prepaid to Dealer, Nickel $4.45 — Gold $5.95
Retails $7.00 and $9.50

Quantity Prices on CApplication

drakes the Owner of an Old Machine a
"Live" Record Buyer

Superior Specialties for Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

BUSINESS IMPROVEMENT
APPARENT IN BUFFALO

Better Employment Conditions Help Talking
Machine Trade — Exhibitors at Motor Show —
W. H. Lawton to Seattle — Victrola and Home
Makers' Week — News of Month

Buffalo, N. Y., May 6. — Local talking machine
dealers are finding that lousiness is beginning to
show considerable improvement. Slow through
the Winter and in the early Spring, it is grad-
ually picking up and dealers hope that the time
is not far away when it will have hit its old
stride once more.

Employment conditions here are somewhat
better as May opens, because of a picking up in
the building trade. Industries, too, are begin-
ning to add to the rolls of their employes.
Dealers are finding that record business still
continues good. The popular favorites are meet-
ing with an especially good sale.
■ Two attractive displays of machines and rec-
ords were on exhibit at the Motor and Sports-
men's Show, which was held here in April. The
Brunswick phonographs and records occupied a
very attractive booth and there was also a dis-
play of Kimball phonographs and records that
drew large crowds.

W. H. Lawton, manager of the Columbia
bfanch here, has been placed in charge of the
Seattle branch. Permanent appointment of a
manager here to succeed Mr. Lawton has not
yet been announced. Assistant Manager Peace
is temporarily in charge of the Buffalo branch.

Arthur H. Fleischman, buyer for the Vic-
trola department of the William Hengerer Co.,
was married recently to Miss Pauline C. Greene,
of Keene, N. H. His many friends here are
offering him congratulations.

The dance, which was staged by the Buffalo
Talking Machine Dealers' Association April 13,
at Weyland's, proved a great success. There
was a large and brilliant crowd present and a
very, enjoyable time was reported by those who
attended.

The Victrola had its place in Home Makers'
Week, which was held early in May at the store
of the William Hengerer Co. John L. Kolle,
who lectured on home-making at the company's
store, devoted one day to the Victrola and its
influence in the making of a home. The lectures
drew large crowds.

Curtis N. Andrews, chairman of the music
group of the Buffalo Chamber of Commerce, ad-
vises music dealers to go slow in taking any
definite action in regard to the sales tax. He
reminds them that the exact details of the tax
have not yet been completed and any hasty ac-
tion on the part of the dealers in setting a maxi-
mum percentage of tax may result in one that
is too high to be justified by conditions when the
law is framed later and that the lawmakers, with
the music dealers' previous action as a criterion,
may make the tax altogether too high.

Indications are that the big music festival to
be held here in the Fall, and in which Mr. An-

drews is interested, will be a great success.
Music stores where the tickets are on sale are
already reporting a big demand for them and all
signs point to record audiences.

The Fuller Orchestra, Columbia artists, who
were in Buffalo recently, and who appeared at
the Elmwood Music Hall, made a decided hit
here.

Lionel M. Cole, sales manager of the Iro-
quois Sales Corp., was obliged to go to the Gen-
eral Hospital late in April, to undergo an opera-
tion. He was doing well at latest reports.

REMOVE TO NEW QUARTERS

The Arto Co., Inc., manufacturer of Arto rec-
ords, whose New York offices have been at 1604
Broadway, New York City, recently moved into
new quarters in the Broadway Central Building,
1658 Broadway.

The Arto Co.'s factory at Orange, N. J., is
running at full capacity and much new pressing
machinery is shortly to be added to the equip-
ment, which will increase greatly the daily pro-
duction of records.

NOW OPERATING UNDER TRUSTEES

The Independent Talking Machine Co., which
some time ago was placed in the hands of re-
ceivers, is now operating under a board of
trustees. The executive offices of the company
are now at 56 Bleecker street, New York City,
and the uptown ofifices and distributing sta-
tion at 12 East Forty-second street have been
discontinued.

NEW OWNER FOR T. M. SHOP

The Hollywood Phonograph Shop, at 6552
Hollywood Boulevard, Hollywood, Cal., has
been taken over by R. A. Braniger.

RADIO MUSIC AROUSES OBJECTION

What Union Musicians on the Coast Would
Have Done to Dr. Parker Is Easy to Guess

The dissemination of music by radio is a re-
cent scientific idea that has aroused the ire of
union musicians on the Pacific Coast who
charge that it is a fast-growing source of un-
employment for their fellow professionals. Ac-
cording to their protest, radio music is slowly
but surely doing away with the necessity for
so many orchestras and likewise making it pos-
sible for an entire city to dance to the melody
emitted from one talking machine or piano.

If these objectors to the modern practice of
carrying music waves to countless thousands
who either haven't the price of a concert ad-
mission or the multiple physicality which would
permit them being in two places at the same
time had been on the scene at a recent concert
given in Brooklyn, N. Y., they would have
doubtless broken it up.

At this concert nearly 10,000 amateur wireless
devotees, sitting at their stations, within a
radius of 250 miles of New York, listened to a
program given in the home of Dr. De Witt
Parker, who is the possessor of a complete
amateur wireless outfit. Taking part in the con-
cert were a soprano, a contralto, a tenor and a
violinist. The singers and the instrumentalist
sang directly into a big megaphone placed in
front of the wireless telephone transmitter and
the latter carried their musical airs to the out-
lying stations with their hosts of listeners. The
music was also carried to ships 250 miles out
at sea.

Anderson & Schuerfield have recently engaged
in the music business in Osage, la. They will
handle a full line of musical instruments and
merchandise.

MASTER WAX BUSINESS BLANKS

The Wax and Novelty Company

67-69 Paris Street, Newark, N. J.

Manufacturers of

Special Waxes for Recording and Black Diamond Business Blanks

The Black Diamond Blank for Dictating Machines is made of the finest materials and
will give cheaper and more satisfactory service than any other blank.

We would be glad to discuss a sales proposition from different territories for our
output.

F. W. MATTHEWS Telephone Mulberry 1176

102

THE TALKING MACHINE WORLD

May is, 1921

Whistled by the Boys in the Sfreet

THAT'S THE FINAL ACKNOWLEDGMENT OF A HIT

lUSED TO LOVE YOU, BIT IT'S
ALL OVER NOW '

By Albert Von Tilzer and Lew Brown

The SEASON'S sensational song and fox-trot success, a melody that has earned
that Final Recognition.

"ALL OVER NOW WEEK, MAY 16 to 23

What Are You Doing to Cash in on this Plienomenal Number ?

The success of any number at this particular moment means more than it
ever did, for this is no time to waste on titles that do not move.

"I USED TO LOVE YOU, BUT IT'S ALL OVER NOW," does mean
much to you in increased activity and sales.

YOU OWE IT TO YOURSELF

GET BEHIND "ALL OVER NOW ' WEEK, MAY 16 to 23

BROADWAY MUSIC CORPORATION

145 WEST 45tli STREET, NEW YORK CITY WILL VON TILZER, Pres.

May 15, 1921

THE TALKING MACHINE WORLD

103

HEALTHY TRADE DEMAND
PREVAILS IN MILWAUKEE

Conditions Carefully Analyzed Lead to Optimis-
tic Views — Orth. Business in New Hands —
Inimical Legislation Being Combated — Kunde
to Europe— Schuster & Co. May Build — Brvms-
wick News — Why S. A. Goldsmith Is Optimis-
tic— ^Houseman With Lyric Co. — Other News

Milwaukee, Wis., May 10. — A healthy demand
for instruments, especially when the call of the
last three or four months is considered, has
been developed by Milwaukee retailers in the
last two or three weeks, and so far the business
of May has shown up better than that of any
similar period since the holidays. This is ac-
cepted as an indication that the tide has turned
and from this time forward something more
nearly like the "good old days" is to be expected
in the way o& trade activity. Supplies of instru-
ments are gradually being brought down to a
point where new buying of generous propor-
tions is necessary, and the wholesale and job-
bing trade consequently has received much en-
couragement in the way of orders from dealers.

Merchandising of talking machine records is
proceeding with more and more activity, and the
trade in these departments of music stores in
Milwaukee is assuming almost unexpected scope.
Record business in the first four months of 1921
shows up a better gain than any other depart-
ment; in fact, while some divisions of the busi-
ness have fallen somewhat below last year's vol-
ume there is not a store which has failed to
mark up substantial gains this year.

There are two reasons for this splendid show-
ing. One is that last year in the same period
it was an extremely diiificult matter for dealers
to get adequate supplies of records, as a conse-
quence of which their trade naturally was con-
siderably restricted, for not all demands could be
filled. Another reason is that the enormous
number of instruments purchased in recent years
require constant replenishment of records.

It was about a year ago that the first signs
of what may be called the "consumers' strike"
or "buyers' boycott" were noticed. From then
until the holidays business took a genuine slump.
With trade now coming back strongly and pros-
pects bright for an accentuation right along,
dealers confidently believe they will be able to
exceed the monthly volume of last year without
interruption for the rest of this year. It is a
fact that some have been able to accomplish this
by hard, intensive work in the last four months,
but now they are able to pit a growing volume
of business against a declining volume of a year
ago, in comparative periods.

Sam A. Goldsmith an Optimist

Sam A. Goldsmith, vice-president of the

Ask them ''up the state'' what they
think of ''Badger'' Service

G. F. RUEZ

Pres. and Treas.

H. A. GOLDSMITH
Secretary

S. W. GOLDSMITH

Vice-Pres. and General Mgr.

Badger Talking Machine Company

Victor Distributor for Wisconsin and Michigan

135 Second St. • Milwaukee, Wis.

Badger Talking Machine Co., Victor jobber, al-
ways a true optimist, says he is convinced that
a decided turn has come in business affairs, and
he points to a steadily increasing volume of
orders for instruments to substantiate this view.
Mr. Goldsmith is happy, too, that supplies of
records are rapidly reaching really satisfactory
proportions, in comparison with dealers' require-
ments. He regards it as significant that each
succeeding increase in the record supply is im-
mediately depleted by orders, so that there ap-
pears to be no chance of oversupply for a long
time to come, if ever. As far as Victrolas are
concerned an actual shortage in some styles has
been developing.

Takes Over Orth Business

Charles J. Orth, Inc., a new corporation with
a capital stock of $100,000, on May 2 formally
took over the business of the late Charles J.
Orth, who died February 1. The active man-
agement is in charge of F. William Orth, for-
merly of Fond du Lac, Wis., and a brother to
the late owner. Members of the staff have been
admitted as stockholders and the business will
continue to be operated as in the last two and a
half months and during the preceding six months,
when Mr. Orth's illness made it impossible for
him to devote much time to the business. There
has been no change in policy or in lines, the cor-
poration continuing to act as exclusive Wiscon-
sin and Upper Michigan distributor of the Puri-
tan, made in Sheboygan, Wis. Good progress
has been made in the development of the dealer
organization, as well as in promoting the inter-
ests of the existing outlets and the new manager
expresses himself as highly pleased over the
present and future outlook.

A. G. Kunde Off to Europe

A. G. Kunde, 344 East Water street, who, on
April 1, opened offices and warerooms for the
distribution of the Homokord record throughout
the United States, is now in Europe to look after
the shipment of complete stocks to supplement
the supplies already on hand prior to the active
-launching of the new business. Mr. Kunde sailed
April 23 from New York and is expected back
about June 1. This is his second trip abroad

within a year's time. Last August, when on a
trip with the Wisconsin Bankers' Association
tourist party in Europe, he conceived the idea
of establishing an exclusive importing and dis-
tributing agency.

Fight "Open Competition" Bill

Mr. Parker has been doing some exceptional
work in combating inimical legislation before the
present biennial session at Madison, being fre-
quently called upon to represent the talking ma-
chine trade before committees of the State Legis-
lature. At a recent hearing the Milwaukee As-
sociation of Commerce sent Mr. Parker, Sam A.
Goldsmith, Victor jobber, and Edmund Gram,
a leading piano and talking machine dealer, to
Madison to fight against an "open competition"
bill, which would have enabled any dealer in any
community to furnish a consumer any other
commodity by eliminating agencies in effect. The
proposed bill was the idea of a farmer up-State
who had some difficulty in getting a certain
article from his dealer, who handled a competi-
tive line. Fortunately, the bill was pigeon-holed,
for its enactment would have thrown the entire
retail trade in Wisconsin into a heap.

Columbia Activities

Business in Columbia instruments and records
has continued the expansion which was particu-
larly noticeable following the recent price reduc- .
tions. Record stocks in the hands of dealers
have been moving rapidly, the reduced numbers
having stimulated a generous increase in sales
of the standard numbers at regular prices.
Brunswick Records Grow in Favor

One of the favorite topics of comment among
dealers, as well as consumers, is the vogue which
has been attained by Brunswick records. The
demand, as expressed in orders flowing into the
local branch of the Brunswick-Balke-Collender
Co., is remarkably good and each week good per-
centages of increase are made. The Brunswick
phonograph likewise is increasing in popularity
and retail sales in Milwaukee are much better
than a year ago, while reports from dealers
throughout this branch's territor\' are equally
encouraging.

{Continued on page 105)

CELINA CABINETS

are good cabinets at popular prices

Every Celina Cabinet is as beautiful and as finely
built as the Louis XV Console shown here. It
is correctly designed, mechanically made, and
highly finished. From the standpoint of design,
durability and price, it represents unusual value.
We are content to have you judge our cabinets by
what you can learn from those who bought them.

We gladly furnish all the information you desire.

The Celina Specialty Co.

Celina, Ohio

104

THE TALKING MACHINE WORLD

May 15, 1921

YOUR TIME HAS COME

Mr. Victor Dealer

For several years, Mr. Victor Dealer, you have been unable to
follow your natural inclinations or convictions in the purchase of
Victor goods.

You could get only a small portion of the Victrolas or Records
you required and this caused you to seek as many sources of supply
as possible.

Ordinarily, this is not a good policy and does not encourage the
best support from a distributor. It has enabled you, however, to
compare the business methods and efficiency of distributors, and
should now be of value to you.

Your time has come, Mr. Victor Dealer, for with greatly
increased Victor production you can now confine your source of
supply to the distributors who have earned your continued
patronage. Give preference where deserved.

Make haste slowly, however, in doing this, for there are many
factors to consider in making your choice.

The following important qualifications on the part of distributors
are highly essential:

Experience — Reputation- — Financial standing — Service- — and
above all — Dependability.

It has been the Blackman Policy to build "good will" on
"Dependability."

We have always tried to reward dependability among our
dealers.

If we have earned your preference for Blackman Service we
hope it will be reflected in your patronage.

You can best understand what Blackman dependability is going
to mean to Victor dealers if you will call on us at our new address,
28-30 West 23rd Street, between Sth and 6th Avenues.

A welcome awaits you.

Talking Mach i n e Co.
28-30 W. 23^ ST. New York NY.

VICTOR WHOLESALE DISTRIBUTORS

May 15, 1921

THE TALKING MACHINE WORLD

105

ACTIVITY PREVAILS IN MILWAUKEE

(Continued from page 103)

"Dick," as Richard H. Zinke, head of the R.
H. Zinke Music Co., is familiarly known, has
achieved still more fame for the house by put-
ting into the field a bowling team which won
first place in the Milwaukee City tournament
with the record high score of 2,932. Not long
ago, in the Wisconsin State tournament, the
"Zinke Musics" jumped into the lead early in
the competition and held it until the final night,
when another team nosed them out of first place
by a few pins. Later, in the American Bowling
Congress at Buffalo, members of the team came
in for some big money. Thus the. fame of the
team, which is reflected upon the store, has
traveled all through the State and nation. Mr.
Zinke h one of the pioneer Victrpla dealers of
the Middle West and president of the Wisconsin
Association of Music Industries.

Represented Milwaukee Trade in Chicago

The informal club of Victor dealers of Milwau-
kee, which numbers fourteen, recently was for-
mally organized as the Milwaukee Victor Deal-
ers' Association, with Leslie C. Parker as presi-
dent and R. H. Zinke as secretary. Mr. Parker,
who is president of the Badger Victrola Shop,
represented not only the new association, but the
Milwaukee Association of Music Industries at the
Chicago convention this week.

Edison Business Satisfactory

Edison business is reported as very satisfactory
by the Phonograph Co. of Wisconsin, of 49-51
Oneida street.

C. W. Houseman With Lyric Music Co.

The Lyric Music Co., Kimball dealer, has ac-
quired the services of C. W. Houseman, of Port-
land, Ore. He formerly was with Wiley B. Al-
len Co., at San Francisco, for ten years and
later served Reed-French and Bush & Lane at
Portland.

Doing Well With the Vocalion

The J. B. Bradford Piano Co. reports a splen-
did reception for the Aeolian-Vocalion at both
stores since it took over the exclusive representa-
tion of the entire Aeolian line on April 15. It
continues to handle the Victor and the Sonora.
Open Branch in Janesville

The Phonograph Record Exchange Co. of
America has opened a branch at 108 East Mil-
waukee avenue in Janesville, Wis., under the
management of F. H. Koeblin.

New Quarters for Schuster & Co.?

It is reported that Edward Schuster & Co.,
operating three large department stores in Mil-
waukee and maintaining Victor departments in
each, have bought a site of two square blocks at
Twenty-seventh and Vliet streets for a proposed
new store of the group. The present store, at
Twelfth and Vliet streets, probably will be con-
verted into a warehouse when the new store is
completed. The original store is at Third street
and Garfield avenue, and another at Sixth avenue
and Mitchell street. T. G. Lehrner is general
manager of the Victor departments.

P. M. OYLER MOVES INTO NEW STORE

Well-known Music Dealer in Harrisburg, Pa.,
Now Located in New Headquarters

The proprietor of a well-known music store
for the past several years at 14 South Fourth
street, Harrisburg, Pa., P. M. Oyler, lately
moved into his new storeroom at 19 South
Third street, that city. A complete and modern
music store has been made of the premises
after extensive and costly alterations. At the
formal opening evening of the new store each
patron visiting the latter was given a souvenir
by the management. Mahogany characterizes
the furnishings of the store throughout, while
the decorations are in ivory and gray. Eleven
booths for the demonstration of Victor records
and machines, player-pianos and rolls, etc., have
been installed. The sheet music department has
been enlarged and a new addition to the piano
department has been made. Q R S, Republic
and Ideal rolls will be handled. Lewis Zarker
has charge of the sales force,

WURLITZER'S FORMAL OPENING

New Victrola Store Presents "Artists' Day" as
Opening Program — Manager Brennan Pre-
pares Interesting Entertainment for Visitors
— Paul Whiteman and His Orchestra Appear

Wurlitzer's New York Victrola department, in
its handsome building at 120 West Forty-second
street, was formally introduced to the New York
public by a largely attended "Artists' Day," held
on Saturday, April 23; H. A. Brennan, formerly
Victor representative in Brooklyn, who is now
managing this up-to-date Victor department,
arranged an attractive and interesting program
for that day. Paul Whiteman and his orchestra
were engaged and entertained the many visiting
guests during the day, playing num'bers already
recorded on Victor records. Mr. Whiteman
would play a number with his orchestra and
immediately following the Victor record of the
same number was played on the Victrola, there-
by giving the hearers a very fair comparative
test of the Victor record. This feature was re-
ceived with enthusiasm by the many visitors
during the day. In addition to Paul Whiteman
Mr. Brennan had secured J. Russell Robinson,
the composer of "Margie"; J. Victor Arden, Max
Kortlander, Zez. Confrey, all of whom are popu-
lar and well-known music roll recorders. These
artists entertained during the afternoon by play-
ing their own compositions on the piano and
the same selections were then played on a
Wurlitzer player-piano.

The Wurlitzer Co. announced this opening to
New York through the medium of attractive
newspaper advertising in all the local New
York papers, inviting everyone to attend its
first "Artists' Day." Mr. Brennan states that it
was announced as "Artists' Day" because it was
the first of a series which he intends to hold
from time to time during the year, securing each
time various artists who make Victor records
and popular music roll recorders.

The Wurlitzer store was fittingly decorated
for the occasion and especially attractive were
the huge floral tributes presented by the Victor
wholesale trade of New York. All the Victor
wholesalers sent handsome floral gifts in
acknowledgment of this very up-to-date and
newest Victrola store in New York City.

Mr. Brennan states that a large number of
people attended the opening and that many
names were added to the list of regular sub-

scribers to the monthly house organ and the
Wurlitzer invitation list. Mr. Brennan also
stated that his stafif is concentrating its energy
upon the promotion of period model Victrola
sales, as this well-equipped store is admirably
adapted to take care of this class of trade.

This latest Victrola store, although opened
only a few weeks, has made a very gratifying
showing in actual sales of Victrolas and Victor
records, and under the able management of
Mr. Brennan, with his high-class sales force, it
is confidently expected that it will soon become
one of the leading retail Victrola stores in the
country.

MAKE CAPITAL OF BASEBALL SEASON

Penn Phonograph Co. Co-operating With Deal-
ers in Featuring Penn- Victor Dogs in Special
Window Displays During Ball Game Season

Philadelphia, Pa., May 9. — ^During the baseball
season of last year individual dealers have made
excellent use of the Penn-Victor dog, produced
by the Penn Phonograph Co., Inc., of this city,
in window displays. One of these displays was
cited by a noted advertising critic as an ex-
cellent example of timely display.

Realizing the attraction value that these base-
ball displays had last year, the Penn Phonograph
Co., Inc., is co-operating with the dealers in a
novel manner through the special decoration of
dogs for this purpose. The Penn-Victor dogs
have also been used for other timely events out-
side of the realm of baseball. Last year, in
Boston, on the day of the Yale-Harvard game,
one enterprising Victor dealer set up a gridiron
in his window and had the opposing elevens
made up of Penn-Victor dogs.

T. W. Barnhill, president of the company, re-
ports that these dogs have earned for them-
selves great popularity and that new ideas for
their use in display purposes are being constantly
forwarded to him by dealers.

JOIN VAN VEEN FORCES

Van Veen & Co., Inc., manufacturers of hear-
ing booths, record racks and store equipment
for the talking machine dealer, have announced
the appointment to their sales staff of W. B.
Richards, covering Chicago and the Middle
West, and J. J. Vandergrift, who will cover, the
territory East and South of Pittsburgh.

106

THE TALKING MACHINE WORLD

May 15, 1921

The reputable talking machine dealer does not com-
pete by underselling. His appeal, therefore, must
be on the basis of better service, and finer appoint-
ments. Van Veen Equipment is the essence of both.

Interior
view, show-
ing lobby,
sheet music

and
phonograph
depart-
ments

Installation

made by
Van Veen &
Co. in
Snyder
Music Co.'s

new store,
Wilkesbarre,
Pa.

VanV^en

OMPANY

INC.

12 YEARS OF STUDY AND EXPERIENCE IN
BUILDING AND PLANNING MUSIC STORES

' Hearing ^(©Ms •^(X)ig)^cKS- Q)unters

EXECUTIVE OFFICE
47-49 WEST 34th STREET
NEW YORK CITY

SALES OFFICE
1711 CHESTNUT STREET
PHILADELPHIA

THE IMPORTANCE OF THE MOTOR

Serenade Mfg. Co. OfEers Unusual Guarantee
Covering New Motor — Has Many Distinctive
Qualities That Should Make Wide Appeal

Cedar Rapids, Ia., May 6. — The Serenade Mfg.
Co., of this city, manufacturer of the Serenade
talking machine, has introduced something novel
in the shape of a five-j'ear guarantee covering the
Serenade motor. Every Serenade new shipped
from the factory bears the following guarantee:
"This instrument is guaranteed to be of high-
grade workmanship and material throughout.
Guarantee: The Serenade motor and each of its
parts is absolutely guaranteed for the purpose
for which it is intended for a period of five years.
Any meter which becomes inoperative or ineffi-
cient for ordinary usage during that period will
be replaced free of charge if returned, with the
seal unbroken, transportation charges prepaid.
In case the seal has been broken the responsi-
bility of the company under this guarantee shall
be limited to replacing such parts as shew undue
wear or the development of a latent defect."

This new Serenade motor is the result of over
two years' actual usage and the hardest kind of
tests and the motor has responded so satisfac-
torily that the company has felt justified in
issuing this five-year guarantee.

In announcing its new motor the company
stated as follows: "We came to the conclusion
that these troubles were largely due to a few
things which could be well defined. First, com-
plicated construction; second, the adjustment fea-
tures in general use; third, tampering by owners
or inexperienced mechanics.

"In order to eliminate these three troubles
basically the Serenade motor is very simple, hav-
ing fewer gears and parts than any motor on the
market, and all of the parts are so standardized
that none of the very fine bearing adjustments
in general use is required. In fact, the various
bearings are designed in accordance with gen-
eral mechanical practice, as in the construction
of clocks and other fine mechanisms.

"This motor is very accessible and may be
taken down completely in one minute, and one
who understands it may be blindfolded and re-
assemble it properly without any difficulty. After
the motor is assembled and tested it is put under
seal in order to eliminate that third cause of
trouble, which is tampering either by the owner
or by the inexperienced mechanic. Spring break-
age has been reduced to a minimum by springs
of special design and a unique arrangement which
attaches the spring to the shaft throughout its
full width, with a flexible connection which also
eliminates entirely the jumping or knocking of
the motor springs.

"The care of the motor is exceedingly- simple.
The spring barrels are permanently lubricated
and as the motor itself is self-lubricating, all that
is necessary is to supply a tablespoonful of oil
once in six months through oil tubes provided
for that purpose, extending through the motor
hoard under the turntable. The motor board
need not be disturbed. Remove the turntable
and the oil can be readily supplied to the meter
through the two oil tubes which are exposed."

FIRE DAMAGES PIANO WAREROOMS

Instruments and Tools of O. R. Butler & Co.
Damaged to the Extent of $1,500

Fire originating in the piano warereoms of
O. R. Butler & Co., located in the Ashten Build-
ing, Grand Rapids, Mich., early last month,
caused damage to pianos, talking machines and
music tools amounting to $1,500. The losses
were fully covered by insurance. The fire was
confined to the warereoms of the company,
which are situated in the extreme rear of the
seven-story building which houses that con-
cern. Mr. Butler, who succeeded to the Kimball
Co., stated that the fire would not interfere with
the transaction of business. In 1916 the old
structure that occupied the premises now used
by the new Ashton Building was gutted by fire.

May 15, 1921

THE TALKING MACHINE WORLD

107

MEMORY CONTEST IN PORTLAND, ORE.

Nearly 1,000 Contestants in Great Music Mem-
ory Contest Held Recently Under Auspices of
Music and Talking Machine Dealers

Portland, Ore., May 4. — Portland's first music
contest came to a close Friday afternoon, April
15, at the Public Auditorium and was a great
success from every standpoint, and the fine rec-
ords made by the children exceeded the fondest
hopes of those in charge.

Comparative records show that the Portland
contest was the most successful from a stand-
point of popularity, number and results of any
of the contests which have been held throughout
the country under the auspices of the National
Bureau for the Advancement of Music. A great
deal of the credit belongs to E-velyn McFarland
McClusky, of the educational department of
Sherman, Clay & Co., "who devoted all of her
time and thought to making it a success. Mrs.
McClusky received her preparation in the East,
studying at the Victor factory at Camden, N. J ,
to fit her for just this type of work. The Port-
land-school children called her "The Victrola
Lady."

Fifty classical compositions were studied by
the pupils and twenty of these were chosen for
the final test and were presented to the children
through the medium of a Victrola furnished by
Sherman, Clay & Co., and a Chickering Ampico
supplied by the G. F. Johnson Piano Co. Twenty-
four grammar schools and four high schools en-
tered teams of fifteen pupils, making 420 selected
entries, but 982 took the final test, as every child
above 70 per cent at the preliminary tests vvas
eligible for the finals. Out of this number twenty-
two made 100 per cent and thirteen made 99 per
cent, while all entries scored high. The Glencoe
school scored highest, as six out of the team
of fifteen scored 100 per cent, and to this school
was given a handsome picture of "Beethoven
and Friends" hy the Federated Music Clubs of
Portland. The Creston school was second and
received a prize of $20 in gold from the Parent
Teachers' Association, while the Oakley Green
school won the third prize, $10 in gold, given
by the Musicians' and Woman's clubs. These
schools will purchase records for their phono-
graphs with the prize money. In addition, all
those making 100 per cent and 99 per cent re-
ceived a $1.75 record from the following dealers:
Sherman, Clay & Co., G. F. Johnson Piano Co.,
Sieberling & Lucas, Bush & Lane, Hyatt Talk-
ing Machine Co. and the Wiley B. Allen Co.
They were also the guests of the Portland Sym-
phony Orchestra at their concert, April 20, being
chaperoned by Mrs. McClusky. Also each con-
testant who scored 100 per cent received a cer-
tificate of honor and all who qualified for the
finals received a certificate of merit. Sherman,
Clay & Co. are being congratulated for starting
such a movement in Portland, and as a result of
the movement it is an assured fact that more
time will be devoted hereafter to musical appre-
ciation in the Portland public schools. Mrs.
McClusky had the hearty co-operation of the
Portland music lovers.

VICTOR SHOP IN DEPARTMENT STORE

Gottlieb's Concern in Kenosha, Wis., Estab-
lishes Talking Machine Section — Tastefully
Arranged and Competently Managed

Kenosha, Wis., May 7. — Gottlieb's department
store of this place has just opened a talking
machine department which will handle all the
latest styles lines of Victrolas and records.
This department is modernly equipped in all
respects with commodious sound-proof demon-
stration booths. J. M. Jensen, for six years
with the Joseph A. Pitts Co. of this city, will
be in charge of the new department on the sec-
ond floor of the Gottlieb store.

After a year's operation of a music shop in
Knoxville, 111., Mrs. R. D. McCracken is clos-
ing out her stock of talking machines and rec-
ords preparatory to retiring from business.

SEND=OFF FOR M. M. MITCHELL

Buehn Phonograph Co. and Office Staff Present
Mr. Mitchell With Handsome Traveling Bag
on His Resignation From That Company

Pittsburgh, Pa., May 10. — Mark M. Mitchell, for
the past five and a half years manager of the
retail store of the Buehn Phonograph Co., Edi-
son distributor and dealer, resigned on' May 1
to engage in private business and will locate at
Warren, Pa. Mr. Mitchell's going was keenly
regretted by the Buehn management, as he was
well liked and was highly esteemed. The firm
and sales and office stafif presented Mr. Mitchell
with a handsome leather traveling bag. On
Tuesday evening. May 3, some of the members
of the office and sales staff of the retail store
who had been more intimately connected with
Mr. Mitchell tendered him a farewell dinner.
The arrangements for the dinner, which was
held in a private dining room in the Paris Inn,
were made by Mrs. Claudine Barnes and Mrs.
Ruth Owens. An elaborate dinner was served.

Brief remarks eulogistic of Mr. Mitchell and his
work and bidding him Godspeed were made by
A. A. Buehn, treasurer of the company; Mrs.
Barnes, Mrs. Owens and C. C. Latus. Others
present were Mrs. Maynard Phipps, formerly
Miss Marie Kinney; Miss Orilla Berry and Mrs.
Mark M. Mitchell. Mr. Mitchell made a brief
response.

Mr. Mitchell will be succeeded as manager of
the retail store by L. A. O'Neill, who has been
connected with that department for the past
four years. Prior to that Mr. O'Neill was lo-
cated in Wilkes-Barre, Pa., with the Murray
Smith Co., talking machine dealer.

REGINA CO. CONCENTRATES

The New York executive offices of the Regina
Co., formerly in the Marbridge Building, 37 West
Thirty-fourth street, have been moved to the
home office of the company in Rahway, N. J.
The Regina factory is also located in the same
city; thus the executive and the manufacturing
departments are now concentrated in one locality.

MORE PROFITS IN

THIS NEW MODEL No. 5

Height, 43 in.

Depth, 2S in.

Widtli, 19 in.
Ki|iii|i|ic(i tvitli Ili'inpinau
floiil>Ie tiprinf? motor and
liarge Snprenii- Tone Arm.

CHARMAPHONE
NEW MODEL No. 5

means larger profits
for the dealer.

Look at the design
of this attractive
model and think of
the sales possibilities
and you will under-
stand why samples
have been followed
by repeat orders.

Quality cabinet with
high standard equip-
ment and at a price
which creates sales
and profits.

Send for price list
and special dealers'
arrangements.

Our illustrated cata-
log of the Gharma-
phone line sent on
request.

CHARMAPHONE COMPANY

39 West 32nd St., N. Y. City

Factory: Pulaski, N. Y.

108

THE TALKING MACHINE WORLD

May 15, 1921

Edison Amberola Message No. 17

There is no buyers' /^strike"
against the Edison Diamond
Amberola. It has the con-
fidence of the Public because
it is THE phonograph of high
quality and low price. Live
Amberola dealers^ everywhere,
are "cashing in" on the Public's
appreciation of this fact.

THOMAS A. EDISON, Inc.

AMBEROLA DEPARTMENT

ORANGE, N. J.

May 15, 1921

THE TALKING MACHINE WORLD

109

NEW YORK TALKING MACHINE CO. NOW IN NEW QUARTERS

Prominent Victor Wholesaler Occupying 30,000 Square Feet in Willys-Overland Building — New
Home Ideal for Distribution of Victor Products — Near Transportation Mediums

The New York Talking Machine Co., Victor
wholesaler, is now located in its new home on
the tenth floor of the Willys-Overland Building,
521-531 West Fifty-seventh street, New York.
The moving was ac-
complished without
the loss of a single
day's work, and the
old offices at 119 West
Fortieth street. New
York, were occupied
until Saturday morn-
ing, May 14.

In its new home the
New York Talking
Machine Co. occupies
a space of 30,000 square
feet, all of this enor-
mous area comprising
a single floor. Under
this new arrangement
maximum efficiency is
provided for each and
every department, and,
in fact, it is one of the
largest single floors
occupied by any whole-
sale establishment in
the city. The lighting
and working facilities
are ideal, as the com-
pany occupies the en-
tire top floor of the
building, thereby per-
mitting the organiza-
tion to work in day-
light practically the
entire year.

For the past five
years the New York
has been located at

street. New York, in one of the finest office
buildings in the Times Square district. The
business increased so rapidly, however, that

ough search of the city for a building that would
give daylight working facilities, adequate floor
space and efficient shipping outlets. They finally
selected the Willys-Overland Building as ideally

119 West Fortieth

Storage Headquarters on 11th Ave. and 37th St.
the floor space was found inadequate, and, in
addition, the congested shipping and traffic con-
ditions in this section of the city made it im-
possible for the proper handling of incoming
and outgoing freight. When the executives de-
cided to secure new quarters they made a thor-

The New Home of the New York Talking Machine Co.

Talking Machine Co. located and equipped to meet every requirement.

The freight elevators in this building are tre-
mendous in size and can accommodate an entire
truck-load shipment of Victrolas at one time.
The building is adjacent to every medium of
shipping, being close to all of the piers and only
a few minutes from the Pennsylvania Terminal.
These ideal arrangements will enable the ship-
ping department to give maximum service and
co-operation to the company's clientele.

The equipment at the new home of the New
York Talking Machine Co. represents the last
word in the furnishing of an exclusive Victor
wholesale establishment. There is all-steel
equipment in the daylight record racks and ship-
ping rooms, and steel equipment has also been
provided for the repair department. As the
floor area is more than twice as great as pro-
vided in its former quarters, the company will
have exceptional record stock facilities.

Included in the equipment of this floor is a
series of Dealer Service and display rooms
which will be at the disposal of all visiting Vic-
tor dealers and which will contain innumerable
sales helps of practical value. The New York
Talking Machine Co. has for many years made
a specialty of paying close attention to every
sales idea that is offered for the stimulation of
Victor business and these ideas and plans will
be displayed to advantage in the new service
rooms in the Willys-Overland Building.

In addition to occupying 30,000 square feel

Electro Platers and Polishers

DIE CASTING PLATING OUR SPECIALTY
Tumbling Barrel Plating — Gold, Silver, Nickel, Copper,

Brass, Bronze

Our work is guaranteed high-class Write for our prices

Office Telephone
Murray Hill 9070-9071

FACrORYi 224 CENTER ST.
Telephone Canal 9285

LUNA NICKEL PLATING GO.

347 FIFTH AVE. NEW YORK CITY

of space in the Willys-Overland Building, the
New York Talking Machine Co. also has large
storage w^arerooms at Eleventh avenue and
Thirty-seventh street. This building was
leased last Fall and was intended for the stor-
age of Victrolas. However, the shortage of
Victrolas has heretofore prevented the com-
pany from utilizing ^his building to advantage,
but it forms another link in' the co-operation
that is offered Victor dealers by the New York
Talking Machine Co.'s service department.

WILL MAKE RECORDS

Nestor Mfg. Co. Incorporated With Capital of
$100,000 to Manufacture Records

Dover, Del., May 9. — The Nestor Mfg. Co. was
incorporated this week under the laws of the
State of Delaware for the purpose of manufac-
turing talking machine records. The capital is
$100,000 and the incorporator is the^ Guaranty
Trust Co., of Camden, N. J. Details regarding
the plans of the company are not available.

Place a

SAXOPHONE

in your window
Add a few

VIOLINS
UKULELES
GUITARS
BANJOS
ACCORDIONS
HARMONICAS

and other small instruments in every-
day demand.

Th ey will add the human
element to your windov^
displays and draw crowds
of customers.

It costs no more to conduct
an "Everything Musical" store
than it does a Phonograph
shop.

Write for our illustrated catalog
of musical merchandise

Buegeleisen & Jacobson

5-7-9 Union Square
New York

110

THE TALKING MACHINE WORLD

May 15, 1921

nnn

Sheraton

Colonial

Louis XV

Chippendale

Hepplewhite

■^llllllllllllllllllllllllllllllllllllllllllflllllllllllllllllllllllllllllllllllllllllllllll

Making a Console

out of

A Table Model

The Console type of talking machine
cannot be bought today except at a
very high price — a price beyond the
means of many people who want that
type machine.

We have solved the problem by design-
ing the five period models shown.
These designs faithfully represent the
periods. The cabinet work and finish
are up to the usual LONG QUALITY
standard.

Orders received for these Console
Cabinets indicate that they have
caught the popular fancy, and they are
bound to be big sellers. Place your
orders NOW.

Write for copy of catalogue.

The Geo. A. Long
CabinetCompany

HANOVER, PA.

[ITTTITTTTr?a

llllimillllrd

immnini

May 15, 1921

THE TALKING MACHINE WORLD

111

USED FOR FUNERAL SERVICES

SIGNS ADVERTISING BILL

ATTENDED CHAMBER OF COMMERCE

Nebraska Undertaker Employs the Pathe Ac-
tuelle With Gratifying Results

Governor Makes Other Measures Law by His
Approval — Betts Bill of Interest

Plattsburgh, Neb., May 5. — The universal power
and influence for good of the phonograph has
long been recognized by all lovers of good
music, and while it has been frequently employed
in churches, schools, clubs and public places
generally, it has only recently played an impor-
tant part in the conduct of funeral services.

In this connection may be cited the experience
of J. P. Satler, an undertaker of this city, who on
several occasions has used the Pathe Actuelle
in his chapel with the most gratifying results.
In referring to the subject he explained that he
often found it difficult to secure choirs or solo-
ists, in lieu of which he found the phonograph
an excellent substitute. Many beautiful hymns
are available in record form, such as "Nearer,
My God, to Thee," "Lead, Kindly Light," "In
the Sweet Bye and Bye," "Shall We Gather at
the River," "I Am Praying for You," etc., that
are entirely appropriate for the occasion.

Albany, N. Y., May 6. — The Betts bill to promote
truth in advertising was approved by Governor
Miller to-day. The measure takes the word
"knowingly" out of the existing law, thus mak-
ing it impossible for dishonest advertisers and
promoters of fake securities of merchandise to
plead ignorance as a defense.

The Governor also signed a bill which pro-
hibits the unauthorized use of photographs in
advertising, excepting the photographs of anyone
connected with the concern inserting it or of the
product or article advertised.

J. Newcomb Blackman Represents National As-
sociation of Talking Machine Jobbers — Group
Meetings at Convention Favor Sales Tax —
New Referendum Will Be Mailed to Members

MICKEL'S FAIR FOLDER

Interesting Circular of Great Value to Dealers
Sent Out by Des Moines Jobber

RECORD'S EDUCATIONAL VALUE

J. M. Dorey, of Colimibia Graphophone Co., Gives
Unique Demonstration in Normal School

Rochester, N. Y., May 7. — The faculty and stu-
dent body of the City Normal School here lately
enjoyed a demonstration given by J. M. Dorey,
of the educational department of the Columbia
Co., showing how music may, by means of this
instrument, be correlated with subjects in the
school's curriculum. Records such as "The
Dance of the Goblins" and "The March of the
Little Red Soldiers" were used as story back-
grounds, which were followed by records to
whose music the children marched and skipped.

An unusual, attractive and most descriptive
folder has recently been issued by Mickel Bros.
Co., Victor jobber, Des Moines, la. It is called
"Mickel's Fair Folder" and illustrates some'
twenty-five articles which are decided sale stimu-
lators,. As the reading matter states, this folder
is gotten up in order to bring before the dealers
the many novelties which can be used for pub-
licity at city, county and State fairs. Each item
mentioned is graphically described and illus-
trated. The prices also are quoted.

However, not alone through the suggestion of
suitable souvenirs has the Mickel Bros. Co. of-
fered its co-operation for the successful repre-
sentation of Victor dealers at the different fairs.
It has instituted a fair department, which, as
stated in the folder, will help and offer sugges-
tions- in connection with conducting successful
fair exhibits.

J. A. Abraham has opened a new talking ma-
chine store at 114-20 Boulevard, Rockaway Park,
N. Y., and will represent the Victor products.

The Universal Musical Instrument Co. has
leased quarters in the new building at 13 Astor
place. New York.

J. Newcomb Blackman, president of the Black-
man Talking Machine Co., New York, Victor
wholesaler, spent the closing days of April in
Atlantic. City, attending the National Conven-
tion of the United States Chamber of Commerce.
French Nestor, of the Standard Talking Machine
Co., Pittsburgh, Pa., and Mr. Blackman repre-
sented the National Association of Talking Ma-
chine Jobbers at this convention as counselors;
Mr. Blackman was also a delegate, representing
the Music Industries Chamber of Commerce.

The principal topic discussed at this conven-
tion was the sales tax idea. The United States
Chamber of Commerce went on record, through
its membership at a recent referendum, whereby
a small margin of votes favored the elimination
of the excess profits tax and the imposition of an
excise tax on certain articles of wide but un-
necessary use and made no recommendation on
the sales tax.

In a chat with The World Mr. Blackman com-
mented as follows anent this meeting of the
United States Chamber of Commerce:

"A result of the group meetings of the con-
vention was an overwhelming vote in favor of
the sales tax. In the original meeting it was
decided unwise to have the assembly bind the
entire Chamber, and instead a new referendum
to be sent out immediately was decided upon.
The question asked in the former referendum
was so worded that a confusing vote resulted.
In the new referendum it specifically calls for
a vote for or against the sales tax as well as the
elimination of the excise tax. Judging, however,
from the apparent predominating sentiment in
favor of the sales tax in the convention group
meetings, it is my judgment that the new ref-
erendum will result in a favorable vote for a
general sales tax."

Your Opportunity is Here— Right Now

Mr. Phonograph Dealer

While this period of sales development confronts you, and
only a phonograph of more than ordinary merit
will attract popular notice, SELL THE

Style D

Repeating phonograph

The Wonder Instrument That Appeals to Everyone

Different from the ordinary piionograph, distinctive
features that the buying public has been waiting for

Beautiful Models :: Beautiful Tone :: Beautiful Finisli

Prices Range, $90 to $300

Write for our new literature. Dealers are being appointed in all unoccupied territorij

Style G-

BROOKS MANUFACTURING CO.

SAGINAW, MICHIGAN

Style K

112

THE TALKING MACHINE WORLD

May 15, 1921

Fr e e
for

giniiiiiiiiiiiiiiiniJiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiniiiiiiiiMiiiiiiiiiiiiiinii^

THE BUSY TALKING MACHINE MERCHANT |

I ANYTOWN, U. S. A. |

O %

I The Talking Machine World Service, |

I 373 Fourth Ave., New York City. |

I Gentlemen: |

I Please send me a few specimens of your newspaper |

I advertisements which you say are institutional, |

I exclusive, interesting, unusual, convincing, |

I not expensive to publish in our local news- |

j papers, but of the type that have the "Buy it |

I today" flavor in them. |

I Also send me a few of your window display ideas |

I which you say are timely, attractive, and the |

I kind that will convince me that my windows will |

I pay my rent. |

= ^ 1^ ifi li;: "=

I Included with the above also send me a few of |

I your merchandising ideas, which will show me new |

I ways of getting business, handling customers, |

I selling more goods, finding prospects, getting |

j more out of my sales force and which I can cash |

I into money. . |

I And last but not least, send me a few of your |

I sales letters, which you say will keep my cash |

I register ringing. |

I It is understood that all this material will be |

I sent me free of charge, with no obligation to |

j buy, but that we are to have first choice for |

I this wonderful sales builder exclusively for . |

I , our city, provided some other dealer in our |

I city isn't already a subscriber. |

I Very truly yours, |

I JOHN DOE. I

liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiuiiim 11 iiiiiiuiiiiiiiniiiiiiiiiuiiiiiiiiiiiiniiiiiuiiiiiuiiiiiiiuiigiiiiiiiiiiiiiiiiiuiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniuii niiiniiil

Mail the
Attached
\^ Coupon To-day

.. \ and we will furnish you with the same material
. * . \ called for in Mr. Doe's letter above.

May 15, 1921

THE TALKING MACHINE WORLD

113

SEVERAL NOTABLE CHANGES IN THE TRADE IN TORONTO

E. M. Berliner Succeeds H. S. Berliner as Officer
Toronto Manager — New Record Manufacturers-

of "His Master's Voice," Ltd. — R. H. Murray
-Brunswick Representatives Meet — Other News

Toronto, Ont., May 5. — Changes in the manage-
rnent.of His Master's Voice, Ltd, have been an-
nounced recently. On the board of directors
Edgar M. Berliner has succeeded H. S. Berliner
as vice-president, the latter having resigned from
that office and as a director of the company.
Thos. Nash has resigned as a director and as
general manager of the company.

R. H. Murray, who was for many years con-
nected with the Toronto office of His Master's
Voice, Ltd., but who has been in Halifax for the
past year, in charge of his firm's branch there,
has been appointed Toronto manager. Mr. Mur-
ray removed from Toronto to Halifax to open
up the branch in the latter city, which was put
into operation to give the Maritime dealers the
efficient service that headquarters at Toronto had
become famous for.

J. N. Caswell, who has been connected with
the Starr Co. of Canada, Ltd., for the past three
years and who has a varied and valuable selling
experience, has been appointed superintendent of
agencies for Ontario for this firm. It is expected
that the appointment of Mr. Caswell to this post
will effect a closer co-operation between the Starr
Co. and its various dealers throughout the prov-
ince.

A recent visitor in Ottawa was Miss Mae
Skilling, of Toronto, representing the educational
department of the Columbia Graphophone Co.
She made her visit under the direct auspices ot
the Ontario Department of Education to discuss
musical possibilities in the schools of Ottawa.
Miss Skilling delivered an address on the subject
of "Music in the School" before the Woman's
Canadian Club in Orange Hall, and was heard by
a large gathering. She illustrated various argu-
ments of her talk with phonograph .^selections,
and made an appeal to the Woman's Canadian
Club to ask the Department of Education to in-
troduce music into the schools to a greater ex-
tent. A Columbia Grafonola and records were
loaned for the purpose by the C. W. Lindsay Co.,
Limited.

The branch managers and travelers of the Mu-
sical Merchandise Sales Co., distributing Bruns-
wick phonographs and records, Q R S music
rolls, Brilliantone needles and other accessories,
recently spent two interesting and instructive days
in Toronto at a sales conference. F. A. Trestrail
discussed the advertising plans and showed the
men the extensive dealer's helps that are being
prepared, the newspaper advertising arrangements
and several other campaigns that will be intro-
duced. He pointed out that the position the
Brunswick has achieved in the trade is not
only due to successful selling, but to aggressive
and liberal advertising support. Other subjects
discussed were, "How to Start a Phonograph
Dealer," "How to Start a Record Dealer," "What
We Have in Accessories and Supplies," "What
Do Dealers Want Changed or Improved in Our
Line?" "Closing Business by Mail" and "Open
Discussions." On the first day the meeting ad-
journed at noon and a round-table discussion was
held at lunch at the Ontario Club. In the even-
ing a banquet was held at the King Edward, fol-
lowed by attendance at the hockey match between
Ottawa and Toronto for the N. H. L. cham-
pionship. The following morning the men visited
the Brunswick factory.

The final session was an open discussion and
it gave the men an opportunity to express their
opinions on their different problems. These were
dealt with and solved by general discussion. The
conference was closed with some timely remarks
by Mr. Puckett, and a tribute was paid to the
late John E. White, who was so instrumental in

helping to build up the success of the Musical
Merchandise Sales Co.

Both the Messrs. Trestrail and Puckett
expressed themselves pleased with, the results of
the gathering and the company plans to have
two such conferences yearly.

A cardboard cut-out of a rabbit placed in the
window of his new store at 920 Queen street E.,
proclaims to passers-by the fact that L. J. Bur-
rows, the piano man, is also a talking machine
dealer in that neighborhood. The word "bur-
rows" is invariably connected with a rabbit —
hence the use of the cut-out or trade-mark. Starr-
Gennett records, Gourlay phonographs and pianos
are the lines which are carried.

It is now made public that H. S. Berliner,
former vice-president of the Berliner Gramo-
phone Co., Ltd., and His Master's Voice, Ltd.,
announces a new record and dealer's propo-
sition. The Sun Record Co., of which Thomas
Nash is manager, has taken premises at 210 Ade-
laide street West, Toronto, Ont., near the cor-
ner of Simcoe street. Mr. Nash's resignation
from the general management of His Master's
Voice, Ltd., and the directorate of Berliner
Gramophone Co., Ltd., was referred to at length
in the April issue of The World. F. Fridberg,
who was for eight years with His Master's
Voice, Ltd., has joined the new record com-
pany. Mr. Fridberg is to have charge of the
business office and will; in addition, concentrate
on records, statistics and delivery service. Allan
C. Kerrigan, also with His Master's Voice, Ltd.,
in the capacity of sales manager and with which
firm he had been connected for over four years.

has joined the new firm and will represent the
new record proposition as wholesale representa-
tive in the Province of Ontario. Mr. Kerrigan
is well and favorably known throughout the re-
tail phonograph trade. Complete particulars of
this new record proposition will be in the hands'
of the trade very shortly. In the meantime an
exceptionally interesting proposition is assured
by the fact that behind it is an organization
thoroughly grounded in the record business
and by the fact that at the head of the organiza-
tion is H. S. Berliner, who occupies a unique
place in the record industry.

With a view to enlarging the scope of its
service to phonograph manufacturers and deal-
ers the Russell Gear & Machine Co., Ltd., this
city, has secured sole Canadian rights to sell the
Howe ball-bearing tone arm and reproducer.

F. A. Trestrail, of the Musical Merchandise
Sales Co., Toronto, distributor in Canada for
the Brunswick line, recently left just before
noon and ere 3 o'clock of the same afternoon
had sounded he had returned to his office. Mr.
Trestrail aeroplaned to Camp Borden, a distance
of seventy miles, delivered a luncheon address,
flew the return seventy miles and at 3 o'clock
was seated in his own Toronto office. Mr.
Trestrail was the guest of the officers at Camp
Borden and, following the luncheon, delivered a
breezy address on "How Phonograph Records
Are Recorded and Made."

J. N. Caswell, who has been connected with
the Starr Co. of Canada, Ltd., for the past three
years and who has a varied and valuable sell-
ing experience, has been appointed superintend-
ent of agencies for the Province of Ontario for
this firm.

This move will effect a closer co-operation
between the Starr Co. and its various dealers
throughout the province.

STEADY GROWTH OF BUSINESS REPORTED IN MONTREAL

Talking Machine Trade Throughout the Dominion in Satisfactory Shape — Many New Concerns
Entering the Field — Trade Optimistic Regarding the General Outlook for 1921

Montreal, Que., May 2. — Taking everything into
consideration, the talking machine trade
throughout the Dominion is keeping up in fairly
good shape, and if reports from the States are
correct the retailers on this side of the border
have a little the best of the market. Despite the
slowing up in buying there is a substantial num-
ber of new concerns entering the field, and
likewise a number of established houses expand-
ing their business.

Cantor Joseph Rosenblatt, Columbia artist,
recently appeared in recital at the Mount Royal
Arena. As a consequence it livened up the de-
mand for his records.

Phonograph Sales Co. has opened a branch
of its Laurier avenue store at the corner of
Notre Dame and Rose de Lima streets, St.
Henry, where it will feature Columbia Grafo-
nolas and records.

At the recent formal opening of the new
Orchid Parlor and mezzanine of C. O. St. Jean's

store in Sherbrooke, Que., the softness of a
Victrola provided by H. C. Wilson & Sons
blended with the subdued conversation, adding
just the right touch to homelike surroundings.

New firms registered recently include: St.
Henry Phonograph and Record Exchange,
Cherrington Mfg. Co., of Canada, phonograph
accessories and Canadian phonograph distribu-
tor; Phonograph and Record Exchange, Phono-
graph Record Repeater Co.

Brown's Talking Machine Shop recently sold
a Magnavox to Roseland, Montreal's newest
dance hall de luxe. This instrument will be
utilized for announcing dances, etc.

Irving and Jack Kaufman, Emerson artists,
recently appeared in vaudeville at the Princess
Theatre.

Frank Oldfield, a Canadian baritone of no
small importance and an exclusive Victor artist,
recently made his debut to talking machine
iConlinucd on page 11-1)

Talking Machine Supplies
and Repair Parts

SPRINGS. SOUND BOX PARTS, NEEDLES

THE RENE MANUFACTURING CO.

MONTVALE, NEW JERSEY

114

THE TALKING MACHINE WORLD

May 15, 1921

INeil

An atJorable Son^ about
a charming ^'i^l-

You can HEAR IT

and BUY IT HERE!

BUSINESS PROGRESS IN MONTREAL

(^Continued from page 113)

owners in his first recordings, which we under-
stand met with a spontaneous success.

The Retail Merchants' Association of Canada,
following a resolution passed at the Dominion
board convention last Summer, decided to in-
augurate a legislative and welfare fund of $100,-
000, which is to be held in trust and used
exclusively in the interests of all sections of
retail trade. The campaign will be inaugurated
in the Province of Ontario and a very repre-
sentative committee has been formed in Toronto.

The annual meeting of shareholders of C. W.
Lindsay, Ltd., was held recently and was largely
attended. The president, C. W. Lindsay, pre-
sided. The financial statement presented to the
meeting by the company's auditors showed that
the net results were about the same as the year

preceding, which was the most prosperous in
the history of the company. The directors voted
bonuses to the employes at all branches, rang-
ing from 20 per cent to 5 per cent of their re-
spective salaries and payable May 1 to every em-
ploj'e who has served continuously with the com-
pany since March 1, 1920.

The .usual 7 per cent preferred and 8 per
cent common stock dividends were declared and
a handsome amount carried to reserve. The old
board of directors was re-elected, namely: C. W.
Lindsay, A. McDiarmid, A. E. Brock, J. A.
Hebert and E. Hamilton. At a later meet-
ing of the board the following appointments
were made; C. W. Lindsay, president and gen-
eral manager; B. A. Edward, secretary, and
W. A. H. Robinson, treasurer. The managers
from all the branches attended the meeting and
in the evening were entertained at a banquet
held at the Ritz-Carlton.

TORONTO ASSOCIATION MEETS

First Meeting of Toronto Phonograph Dealers'
Association for 1921 Results in Many Topics
of Interest Being Discussed

ToRoxTo, Can., Maj' 5. — The first meeting for 1921
of the Toronto Retail Phonograph Dealers' As-
sociation was recently held at Hunt's, Limited.
The meeting was preceded by a dinner, which
seemly pro\aded the enthusiasin and pep evi-
denced throughout the meeting proper which
followed. H. Ruthven McDonald, the president,
occupied the chair.

An election of officers for the ensuing year
then prefaced the general business of the eve-
ning. Without losing time it was moved by
Mr. Ruse that M. E. Standfield, of the Stand-
field-MacPherson Co., be elected president. The
motion met with the unanimous endorsement of
those present. Ruthven MacDonald, the retir-
ing president, surrendered the chair to Mr.
Standfield and the election of officers proceeded.
H. Rits, of the Toronto Grafonola Co., was the
choice for vice-president and the office of sec-
retary-treasurer was assigned by general con-
sent to both H. E. Rorke, of Mason & Risch,
Ltd., and J. D. Ford, of the R. S. Williams &
Sons, Co., Ltd.

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61 BARCLAY ST. NEW YORK, N. Y.

With the appointment of these officials the
business got rapjdly under way. The new presi-
dent outlined the policies of the Bloor-Bathurst
Business Men's Association, of which he is the
president, placing emphasis on the fact that much
of the success due to that organization was at-
tributable to the way they had divided the
Eloor-Bathurst district. It had been subdivided
into sections, each section supplying one man
to the Association's executive committee. This
method of appointing an executive Mr. Stand-
field commended to the phonograph men. It was
readily accepted by them and the subdivision of
Toronto into districts, each of which would
supply a member to the executive, was com-
menced. Among those elected to the greater
executive were Messrs. Graham, Mosier, Grant,
Porter, Griffith, Davey, Coleman, Baulch, Beat-
tie and Rupp.

Mr. Rorke, the secretary, then read a letter
which he had received from A. G. Farquharson,
secretary of the Music Trades- Association of
Southern California, in which the formation of a
national dealers' association was urged.

Mr. Rorke was instructed to write for fur-
ther information before an}^ action should be
taken in the matter.

H. Rits, the new vice-president, evoked con-
siderable healthy discussion when he proposed
the establishment of a system of keeping a rec-
ord of undesirable customers. For instance,
Miere might be a record of particulars of those
who, having purchased a phonograph from a
dealer, would not meet payments, thereby caus-
ing a repossession, and then would deliberately
turn around and seek to purchase an instru-
ment from another dealer. By supplying the
dealers in the Association with the names of
such individuals it would tend toward their mu-
tual protection, Mr. Rits affirmed. Mr. Stand-
field then advised the Association's taking out
a Government charter so that it could legally
pass on to dealers names of people who had not
kept up their payments. It was moved and sec-
onded that the executive committee get legal ad-
vice in connection with the taking out of such
a charter.

TRADE NOTES FROM WINNIPEG

Winnipeg Piano Co. Takes on Starr Phonograph
— New Home for Mason-Risch Co.

Winnipeg, Man., May 2. — The Winnipeg Piano
Co. has taken on the agency for the Starr phono-
graph. This concern has been handling Gennett
records for some time.

M. Frankland, manager of the phonograph
department of the Winnipeg Piano Co., has re-
turned to his duties after a serious illness of
several weeks' duration.

The Mason-Risch Piano Co., Ltd., expects to
,be in its new quarters in the Glines Block very
shortly. The new building will afford greatly
enlarged space to better display the fine lines of
pianos and phonographs handled.

Most amusing was the incident which occurred
recently at an Edmonton skating rink. A Mag-
navox had been sold by Heintzman & Co. with
a Victrola to the Midway Rink, for the purpose
of supplying the music for the skaters in the
evenings. The result was a most indignant com-
plaint sent in by the neighbors for several blocks
around, asking the proprietors to request the
orchestra to modifv the loudness of its music.

INSPIRING TALK BY R. H. MURRAY

Discusses Trade Topics Interestingly at Closing
of Taylor Music Co.'s Sales Classes

Halifax, N. S., May 6. — The last of the series
of sales classes conducted by the Taylor Music
Co., of this city, for the benefit of its inside and
outside selling stafif was held recently at the
Green Lantern in Halifax. The speaker of the
evening was R. H. Murray, manager of the Hali-
fax branch of His Master's Voice, Ltd., who gave
a very inspiring talk on the subject of "sweating"
record sales. Mr. Murray pointed out principally
that salespersons' efTorts, in the case of "inside"
salespeople, were measured by the difference be-
tween the sale of a single record and what was
actually finally sold to the customer, reasoning
with his audience in such a way that it was
evident to them that where they made a single
record sale only they were not justly entitled to
any credit for selling same, for in ninety-nine out
of a hundred cases the customer, having walked
into the store of his own volition, would have
bought that record in any event, even if there
wasn't a single salesman in the place, and records
were sold via slot machines.

However, if the salesman succeeded in selling
that customer, through persuasion or suggestion,
two or three more records, some needles, an
album, etc., which the customer needed but which
he was not aware he needed when he came in to
purchase one record — that was really selling, and
selling which would eventually build up a splen-
did reputation for the salesman. Mr. Murray em-
phasized the fact that the root of all knowledge
is curiosity and the root of all success is knowl-
edge, advising his hearers that if they developed
their lump of curiosity in the right direction
success could not help but come to them.

May 15, 1921

THE TALKING MACHINE WORLD

115

SMKimuyiiiiiiBnnmwiisaffti

Tke Hail-Mark of Success

OCCUPYING tie pl.M of ko nor in tlie General Offices of tte Victor
Mact ine Company in Camden, New J ersey, is tlie original oil painting of tte trade-
mark 'His Masters Voice. And it is quite natural that this picture — -a picture showing
the best known trade-mark in the whole universe identifying the world s greatest musical
instrument — should he so favored.

Why not you too. Mr. Victor Dealer, utilize the "place of honor " m your store for pour
display of the world famous trade-mark? Can you imagine anything higger or hetter? Isn t
it the very thing that has helped to identify you as the prosperous and highly reputed
merchant in your community? Surely, therefore, you must he anxious to have this most
valuable trade-mark occupy the preferred position m your establishment.

And now, Mr. Victor Dealer, the Victor Company has made it possible for you to secure
a large size reproduction of the Victor trade-mark in oil paints at the modest cost of $7.50.
It IS a large and beautiful picture in many colors mounted on canvas with a heavy wooden
frame finished in antique gold measuring 27^ inches in height and 33 H inches m length.
The picture so closely resembles the original painting that it is quite impossible to tell them
apart, and for dignity and refinement, it cannot be surpassed.

Every progressive Victor Dealer must realize the prestige and profits to be derived by the
proper display of the great and familiar trade-mark His Master s Voice.

Tbe picture may now be obtained through Victor distributors. See that your order goes
through at once. It will be the smallest investment for the largest returns you ever made.

C. BRUNO y SON, Inc.

351-353 Fourtk Avenue New York

Victor Distributors to the Dealer Only

116

THE TALKING MACHINE WORLD

May is, 1921

The Quickest and Biggest Hit of the Year

CHERIE

IJo^eant go vfronp
yf/ik^^ any Feist son^'.'

MUSIC IN BUSINESS AND EDUCATION

The Basis of Talks Given Before Ohio Music
Teachers by Chas. D. Isaacson and Mrs.
■Frances Elliot Clark, of the Victor Co.

Dayton, O., May 2. — Music as a distinct asset to
business life was the theme around which
Charles D. Isaacson, music editor of the New
York Globe, centered his talk at the luncheon
of the Ohio Music Teachers' Association.

Mr. Isaacson advocated the recognition of art
as an essential factor in city life. Business prog-
ress will result, he, said, in recognition of any
of the fine arts. "The future of America lies in
the future of American tastes," he said, "and
if that level can be elevated it is possible to
raise the entire life."

Education of children in music was urged by
Mrs. Frances Elliot Clark, head of the educa-
tional department of the Victor Talking Ma-
chine Co., as one means of making America the
greatest music nation in the world. "Instilling

Main-Springs

For any Phonograph Motor
Best Tempered Steel

Each

% inch X 10 feet for all small motors $ .40

% " X 10 " " Columbia, Pathe, Heineraan 45

" X 10 " " Columbia 50

" X 11 " " Columbia with hooks on end 60

" X 13 " " Vintor 50

yi. " X 18 " " Victor, new or old style 75

" X 12 " " Heineman and Pathe 60

3/16" X 18 " "Heineraan and Pathe 1.05

" X 10 " " Saal Silvertone and Sonora 60

" X 13 " " Brunswifk, Saal and Sonora 70

" X 16 " " Brunswick, Saal and Sonora 85

\^ " full size for Ellison DLsn Machines 1.90

SAPP H I R ES— G EN U I N E

Pathe, very best, loud tone, genuine, each 15c, 100 lots
$11.50.

Edison, very best, loud tone, 15c each, or $12.00 in 100 lots.
TONE-ARMS

Tlie very best In throw-back style, very loud and clear,
$5.00 each.

Tone-arm with the best reproducer. Universal, $3.50 eaoh.

PHONOGRAPH NEEDLES
We are jobbers In Brllliaiitone Steel Needles, Magnedo,

Wall-Kane. Tonofonc, Is'uijuhit. and the Gilt EDGE

Needles.

ORDER RIGHT FROM THIS AD

Send for price list of other repair parta and motors.
Terms — Prices are F. 0. B. St. Louis. Send enough to
rover postage if wanted by parcel post, or we will ship
by express.

The Val's Accessory House

1000-1002 Pine St. St. Louis, Mo.

of the fundamental principles of music in the
child at an early age is just as important as the
teaching of other subjects," she said. "One
means of accomplishing this is through the
school orchestra."

MUCH EDISON LITERATURE

Thomas A. Edison, Inc., Increasing Its Pub-
licity Material Each Month

PATHE CAMPAIGN IN BALTIMORE

W. A. Steer & Bro., Local Dealers, Do Some
Strong and Effective Advertising

Baltimore, Md., May 6. — W. A. Steer & Bro.,
Pathe dealers of this city, recently conducted
an active and sensational advertising campaign
embodying a number of
interesting features which
served to deliver the
Pathe message in a strong
manner to the public in
the Monumental City.

The big drive comprised
various forms of advertis-
ing, including full-page
ads in the newspapers, fea-
turing the new electric
never-wind motors, illus-
trations and cuts of the
various models and the
chart showing the course
of labor, material and
Pathe cost for the last
seven years.

Some very striking and
beautiful window displays
were also shown with the
popular and classic models

as outstanding features. Steer &

the trims being embellished with colored cards,
bright festoons and streamers, flowers and potted
plants, statuettes, photographs and records of
the popular artists and musicians. The displays
occasioned much favorable comment and an idea
of their attractiveness is conveyed by the illus-
tration herewith afiven.

The statistics recently available through the
advertising department of Thos. A. Edison, Inc.,
should serve as a very fine inspiration to retail
merchants throughout this industry who have
not shown a disposition to go out after business
in a truly vigorous manner. The Edison com-
pany has demonstrated its belief in the wisdom
of this policy in a most concrete manner and
incidentally the results that are accruing prove

The.Cirola Phonograph Corp., manufacturer
of the Cirola portable phonograph, is moving
into a new 'building it has purchased at 393 High
street, Newark, N. J. In this new plant it will
have 20,000 square feet of floor space available
for manufacturing purposes.

Bro.'s Attractive Pathe Window

the policy to be right in every particular.

The figures we have in mind show that the
direct mail literature sent out from the Edison
headquarters at Orange during the month of
March, 1921, increased by 40,000 pieces over the
amount sent out from the month previous. This
increase applies only to literature which the
Edison company sends out to the dealer's pros-
pects to help him sell his merchandise, and in-
cludes such matter as copies of "Along Broad-
way," form letters and invitations to visit Edi-
son shops. These facts indicate not only Edi-
son enterprise, but tell of the business better-
ment which is now evident in the industrv.

H. J. SMITH LABORATORIES

Jewel Manufacturer

EXECUTIVE OFFICES,
FINISHING and
RECORDING
LABORATORY JEWE1,S

Plant No. 1
833 Broad Street
Tel. 2896 Market
NEWARK, N. J.

SAWING

GRINDING

ROUGHING

ROLLING and

EXPERIMENTAL

LABORATORY

Plant No. 2
5414 Franklin St.
NEWARK, N. J.

MANUFACTURER OF

Phonograph Diamond and Sapphire Reproducing Points — Recording Laboratory Jewels
— Rough Diamond — Diamond Powder — Experimental Work. Jewels manufactured for
all talking machine records. Consulting Specialist on all experiments relating to any new
recording grooves. Recording problems satisfactorily worked out.

May 15, 1921

THE TALKING MACHINE WORLD

117

[Editor's Note: — This is the seventh of a new series of
articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to the
consideration of all who are devoting attention to the featur-
ing and developing of the musical possibilities of the talking
machine.]

NEW WINE IN OLD BOTTLES

The hundreds of talking machine men (and
women, too) who flocked to Chicago during the
conventions of the music industries which came
to their end just as this issue of The Talking
Machine World was published came for various
reasons. Many of them, of course, are engaged
in other branches of the music business. Many
wanted to see the Very latest things in all
branches of the music industries. Some, at least,
must have wanted to see at first hand how talk-
ing machine retailing is conducted in some of
the great Chicago stores whose names come to
the lips whenever talking machine men are gath-
ered together.

Putting Music to Work

Whoever, at any rate, did come to Chicago
with the last of these ends in main view must
have been struck with the very remarkable work
which is being done by the great house of Lyon
& Healy in respect of exploiting music to the
public. Recognizing their position as retailers
of "everything in music," they have come to see
that the best way of advertising their own many
lines of musical goods is to maintain a pretty
constant exhibition of the same in process of
use. In a word, they do not content theinselves
with putting their pianos, their talking machines,
their violins, their saxophones, their sheet music,
or what not, on upper floors or behind glass
cases. They maintain on their ground floor an
almost continuous concert from noon to night,
day by day and week by week, in a commodious
concert hall, to which the public is invited to
come without charge. Here musicians play all
sorts of musical instruments, sing all sorts of
songs, and even give concerts of quartet and
ensemble music. Here talking machines are giv-
ing forth their tuneful message hour by hour,
with regular set programs of the finest records,
programs announced a week beforehand and
treated with as much care as if the artists who
have made the records were bodily present. A
constant stream of men, women and children
files through the Lyon & Healy concert hall.
The message of music is daily carried to hundreds
in the most direct and effective manner, and the
house's persistence in the policy, at a very con-
siderable cost, shows that the results thereof are
steadily reflected in the sales totals on all lines
of music and musical instruments.

Refuting an Excuse

Now this is mentioned mainly because the
commonest excuse given by those who are ac-
cused of not exploiting the talking machine suffi-
ciently is that all the public methods have been
tried already. One special complaint is that
"recitals are nothing new and the people are
tired of them." As a matter of fact, the people
are not to be seduced from their accustomed
apathy as to things musical by any ordinary cut-
and-dried event. That much is certainly true.
The sound of a talking machine is nothing new.
Pass along the street on any fine day and every
music store is filled with the strains of operatic,
dance, comedy or jazz music. There is nothing
new about talking machine music. There is
even nothing new about the invitation to come
in, sit down and listen to talking machine music.
But there may be all sorts of things new about
the way it is done. And it is just in finding out
new ways and putting them across that the suc-
cessful exploiters are distinguished from the
general run of their competitors. It is just here,
that is to say, that the finished work of a house
like Lyon & Healy stands out.

Of course, a talking machine recital can be the
most cut-and-dried affair in the world. It may
be the merest serving up of the husks of music,
badly selected and badly presented. But when a
little imagination is used and those who have
such affairs in charge try to put themselves in
the place of the casual member of the public
who may drop in to listen, then we begin to see
how an unfruitful idea may be made very fruit-
ful indeed. Let us just look at things from this
standpoint.

The sole and only value of the talking machine
to the consumer lies in that machine's ability to
provide music of all kinds whenever wanted.
But the life-blood of the sale and of any subse-
quent interest the consumer may take in the
store is in the record. The record must be kept

before the thought of the people by every possi-
ble means, and it will soon be found that if this
is done the problem of selling the machine itself
becomes really very simple, and, from an adver-
tising copy standpoint, really secondary.

Putting the Personality Across
But what is it that makes the record interest-
ing to the public? The fact that each disc rep-
resents the work of one or more living persons,
singers, pianists, violinists, orators, or what not.
The disc itself is nothing important. But what
the disc represents is very important indeed. It
is this sense of touch with a living personality,
with the living utterance of a living artist, which
makes the record interesting. Plainly, then, all
public demonstrations should be connected in
{Continued on page 120)

Give the Public

What It Wants!

TODAY— The
demand is all
for the console
type.

Can you supply
them? We can!

We will fur-
nish you with
consoles in the
popular styles
of Period Models and do so at a cost that makes busi-
ness possible even in these days.

Write for our prices and full information on equipped
or empty cabinets or we will equip them according to
your own ideas and with your own fittings expertly.

SINGER TALKING MACHINE CO.

575-9 Market Street - - Milwaukee, Wis.

118

THE TALKING MACHINE WORLD

May 15, 1921

Stripped of all unnecessary verbiage, and with all highly technical and descriptive
language eliminated, the musical and commercial value of a phonograph record de-
pends upon the fidelity ivifh zvhich the voice of the artist and the music of the iiistnt-
iiiciits is reproduced.

The time has come when the music-loving public is not satisfied with a record
because it is niusically interesting, though the music produced is only an approxima-
tion of the artistrv of the musicians. The demand is for fidelity of reproduction.
CRITONA RECORDS reproduce with fidelity.

Among the first releases of CRITONA RECORDS will be found brilliant ex-
amples of such recording, and students of the recording art whose knowledge is such
that the}' demand genuinely true reproductions of music, will be vitally interested in
listening to these initial CRITONA RECORDS.

Artists recording for CRITONA RECORDS are of unquestionable standing in
the musical world, aryl have attained a success which will immediately command the
attention and interest of all lovers of music. This field today is so broad, and there
are such a vast number of excellent musicians available, that the art with which
the voices are recorded is of vastly greater importance than the particular name of any
individual star.

CRITONA RECORDS are mechanically recorded with what is known as the
lateral, or zig-zag cut, and may be played on all makes of phonographs. They are
recorded with such finesse and delicacy of detail that they will produce music when
played on any phonograph with the best results which that particular phonograph is
capable of producing.

Critona Sales and Recording Policies

CRITERION RECORDS, INC., will record Operatic, Popular, Classical and
American Standard music by famous vocal and instrumental artists.

CRITONA RECORDS will be sold to the Independent Dealer, that is, the dealer
in phonographs manufactured by companies which do not manufacture a satisfactory
record outside the field of popular music.

CRITERION RECORDS, INC., enters the field of phonograph merchandise at
the point where most of the record manufacturers leave oif.

THE DEALER who has only popular and indifferently recorded operatic and
classical records to offer his trade may now enlarge his field with CRITONA
RECORDS of the highest order, musically and artistically, and tlius compete with
the best.

CRITERION RECORDS, Inc.

1227 Broadway

New York City

May 15, 1921

THE TALKING MACHINE WORLD

119

EVA LEONI — Coloratura Soprano

ONE nOLLAK EAC H— 10-inch, S. F.

* 1013 IL, FLAUTO MAGICO (Mozart). Soprano Solo Leoni

1014 MIGNON — POLONESE (Thomas). Soprano SolcLeoni
1009 ROMEO & JULIET — VALSE (Gounod). Soprano Solo,

Leoni

1039 RIGOLETTO — CAKO NOME (Verdi) . Soprano Solo.. Leoni

1030 L.O. HERE THE GENTL.E LAKK (Bishop). Soprano

Solo Leoni

1031 JLAKME (Bell Song) (I)elibes). Soprano Solo L,eonl

MILLO PICCO — Badtone

ONE DOLLAR EAC H— 10-inch, S. F.
TROVATORE — IL BALEN (Verdi) Baritone SoIo .Picco
TBAVIATA — DE PROVENZA (Verdi)

1010
1011

1012
* 1032
1033

1034

Baritone
Picco

PROVENZA

Solo

— ZAZA — Bl'ONA ZAZA (Leoneavallo). Baritone SoIo.Picco
FAUST — DIO POSSBNTE (Gounod). Baritone SoIo.Picco
PAGLIAC'C'I — PROLOGUE, Part 1 "A Word." Bari-
tone Solo Plcco

PAGLIACC'I— PROLOGUE, Part 2 "Sunque." Bari- \
tone Solo Picco

MILAN LUSK— Violinist

ONE DOLLAR EACH— 10-inch, D. F.

8035 SERENADE (Pierne). Violin Solo. Pianoforte by

Mme. L. V. Vt^etche
SERENADE (Schubert). Violin Solo. Pianoforte by

Mme. L. V. Wetche

8036 SERENADE (Drigo). Violin Solo. Pianoforte by

Mme. L. V. Wetche
HUMORESQUE (Dvorak). Violin Solo. Pianoforte by

Mme. L. V. Wetche

* 8037 SOUVENIR (Drdla). Violin Solo. Pianoforte by

Mme. L. V. Wetche
TRAUMEREI (Schumann). Violin Solo. Pianoforte by

Mme. L. V. Wetche

8038 CAVATINA (Raff). A'iolin Solo. Pianoforte by

Mme. L. V. Wetche
MINUET IN G (Paderewski). Violin Solo. Pianoforte
by Mnic. L. V. Wetche

CARLO FERRETTI — Badtone

ONE DOLL.AR EAC H— 10-inch, S. F.

V 1007 CARMEN — Toreador Song (Bizet). Baritone Solo,

Ferretti

1008 ZAZA — ZAZA, PICCOLA ZINGARA (Leoncavallo).

Baritone Solo Ferretti

1023 FORZA DEL DESTINO— SON PEREDA (Verdi).

Baritone Solo Ferretti

1024 BALLO IN M.4SCHERA (Verdi). Baritone Solo . .Ferretti

1025 RIGOLETTO— CORTIGIANI (Verdi). Baritone Solo,

Ferretti

1020 GIOCONDA (Ponchielli) . Baritone Solo Ferretti

ANTONIO ROCCA— Tenor

ONE DOLLAR EACH— 10-inch, S. F.

1003

RIGOLETTO— QUESTA O QUBLLA (Verdi)

. Tenor

1004

RIGOLETTO— LA DONNA E MOBILE

(Verdi).

1005

TOSCA— RECONDITA ARMONIA (Puccini).

Tenor

Solo

* 100(1

TOSCA— E LUCEVAN LB STELLE (Puccini)

, Tenor

1027

GIRL OF THE GOLDEN WEST (Puccini).

Tenor

1028

PAGLIACCI— VESTI LA GUIBBA (Puccini).

Tenor

Solo

PL\NO SOLOS

EIGHTY-FIVE CENTS EACH — 10-inch, D. F.

715 COME BACK TO ERIN (Claribcl). Piano Solo,

.Jack Glogau

MOTHER MACIIRBB (Olcott-Ball ) . Piano Solo,

Phil Ohman

716 DIXIEL.4ND (Emmett). Piano Solo Jack Glogau

OLD FOLKS AT HOME (Foster). Piano Solo. Phil Ohman

717 MELODY IN F (Rubinstein). Piano Solo. .Jack Glogau
ANNIE LAURIE (Douglas-Scott). Piano Solo. Phil Ohman

718 I LOVE THEE ( ). Piano Solo Phil Ohman

GOOD-BYE (Tosti). Piano Solo Phil Ohman

719 HEARTS AND FLOWERS (Tobani). Piano Solo,

Phil Ohman

JUST A SONG AT TWILIGHT (Bingham-MaUoy ) .
Piano Solo Phil Ohman

720 SILVER THREADS AMONG THE GOLD (Rexford-

Danks). Piano Solo Phil Ohman

SWEET ADELINE (Armstrong). Piano Solo. .Phil Ohman

721 THE ROSARY (Nevin). Piano Solo Phil Ohman

IN THE GLOAMING (Orred-Harrison). Piano Solo,

Phil Ohman

722 THE LAST ROSE OF SUMMER (Moore). Piano

Solo Phil Ohman

AULD LANG SYNE (Burns). Piano Solo.. Jack Glogau
701 HOME, SWEET HOME (Payne-Bishop). Piano Solo,

Jack 'Glogau

OLD BLACK JOE (Foster). Piano Solo Jack Glogau

* 702 BELIEVE ME, IF ALL THOSE ENDEARING
YOUNG CHARMS (Moore-Stevenson). Piano Solo,

fjack Glogau

GLOW WORM (Lincke). Piano Solo Jack Glogau

QUALITY

CRITONA RECORDS base their claim for public favor strictly on the FIDELITY with which they
reproduce music.

There are three distinct features entering into the manufacture of a record for which recording companies
have for years been striving;

First: The FIDELITY with which the voice of the artist and timbre or tone of the instruments is
reproduced.

Second: Natural volume of sound.

Third: Mechanical perfection of the record.

CRITONA RECORDS mark a marvelous achievement in all three of these departments. This fact may
be proven by the most skeptical investigator who will carefully listen to the CRITONA RECORDS which
are starred in the list of initial releases given above, representing, as they do, some of the most difficult
feats of the art of recording.

Criterion Records, Inc., is perfectly willing to rest its claim for superiority in all phases of phonograph re-
cording on the excellence of these records.

PVe suggest that dealers order — noiv — the starred num-
bers on this list and determine for themselves the gen-
uine merit of Critona Records. Write for catalogue.

CRITERION RECORDS, Inc.

1227 Broadway

New York City

120

THE TALKING MACHINE WORLD

May 15, 1921

The^DancE) Sensation of America

idWiBLUES

You canl^o "^ron^
W/^fj ant^ ^^^^

NEW WINE IN OLD BOTTLES

(Continued from page 121)

the closest possible manner with the names and_
personalities of the artists. Concerts should not
be "talking machine concerts," but concerts given
by this, that and the other artist. It is not that
the Jim-Jam talking machine is being demon-
strated. It is that John Smith and Mrs. Smith
and the little Smiths may come in and sit down
comfortably and hear a concert given by John
McCormack, Mary Garden, Pablo Casals,
Ignace Paderewski and Fritz Kreisler. That is
the important point and also the strict truth.
That also is the one point which it is necessary
above all to get fixed in the minds of the people.
When they learn to think of one's public displa^^
of talking machine music in this way, then these
displays do their work and constitute advertising
of the most valuable kind. So long as they are
thought of as mere displays of a given talking
machine they miss half their force.

If anyone is not quite clear as to what is
meant we suggest that he or she write to the
advertising department of Lyon & Healy for a
copy of some weekly music program.

Using Comparison Tests

There is another point which may be men-
tioned profitably. What is it, after the fact of its
giving all sorts of music, which most interests
the prospective purchaser of a talking machine?
Plainly, the question of how nearly the talking
machine approaches to the human in its rendi-
tions. Well, those who are fortunate enough to

be connected with the Edison Tone-Test system
will not need to read further, but those who are
not so connected might remember that nearly
the same idea can be carried out, in a modest
sort of way, by almost any enterprising dealer.
For instance, in giving demonstrations of rec-
ords of popular music, of the jazz or dance order,
why not have a local dance orchestra play num-
bers first and then compare with this the rendi-
tion of the same by the talking machine? As a
matter of fact, this will work two ways, for i^
many cases the record will s'ound better, both in
the interpretation and in the instrumentation of
the band or orchestra, than the local talent can
make their own music sound.

But — Don't Assume

Of course, this sort of work needs preparation
and care. It needs also advertising preparation
and a careful explanation to the hearers. It
never does to assume in the beginning that a
miscellaneous audience knows anything at all,
anj'thing whatever, about music. Ninety-nine
times in a hundred those who make any such
assumptions shoot over their hearers' heads.

In other words, then, the whole question of
creating interest in talking machines and records
through public demonstration becomes a, ques-
tion of ingenuity, of - putting old wine into new
bottles. We have been led to believe that this
is something which cannot be successfully done;
but the experience of many successful merchants,
some of which we have here touched on, proves
the contrary. Here is one case in which we can,
and indeed must, put new wine into old bottles.

THE CABINET and ACCESSORIES COMPANY

Otto Goldsmith, President
145 East 34th St. New York City

We are
Sole Metropolitan Distributors

The CIROLA

Price Now, $35.00
Regular Trade Discount
to Dealers

Write or Phone for Representative
to call

Get All Your Accessories
from One Source

Lundstrom Converto Cab-
inets
Bubble Books
Record Albums
Record Delivery Envelopes
r.Iotrolas

Gilt Edge Needles

Record-Lites

Fibre Needle Cutters

Tonofone Needles

Cabinets

Talking Machine Toys

Brilliantone Needles

Fletcher Needles

Red, White & Blue Need'es

Polishes and Oils

Repeaters and Rotometers

Wall-Kane Needles

Record Cleaners

Dust and Moving Covers

Motor Spring Safety Device

Have you seen our new
Console table ?

FITZGERALD'S GREAT NEW SIGN

Next to Largest Flasher Sign in United States,
62 X 67 Feet, Erected by Big Los Angeles
Music House — Features the Knabe With the
Ampico and Also the New Edison

Los Angeles, Cal., 'Ms.y 5. — The latest addi-
tion to the electric signs which brighten the
business district of Los Angeles at night is that
of the Fitzgerald Music Co., which is said to

The Fitzgerald Co.'s Electric Sign

be one of the largest flasher signs ever turned
out, being next in size to the big Wrigley sign
on Times Square, New York.

The sign, which is illustrated herewith, meas-
ures 62 X 67 feet, the weight of the structural
steel alone being 24,000 pounds, with the sign
itself weighing 10,000 pounds additional. Over
3,000 incandescent lamps are used, and it is de-
clared that the sign has a circulation from more
points of view than any city in the United States.
It is placed in plain view of the center of Broad-
way.

The action of this electrical sign at night is as
follows: With a dark sky as a background, the
musical emblem appears, from which works out
the border in varying shades of yellow, pink,
blue and green lights. Next appears the name
"Fitzgerald" in white, followed by the address
in red. Then comes the outline of the shield in
green and immediatel}' follow in white the words
"Knabe with the Ampico." At the same time
the interior of the shield is occupied by the
figure of Godowsky at a Knabe grand Ampico
in silhouette, the figures of Godowsky and the
Ampico being in black and the balance of the
space within the shield flooded with white light.
After a few seconds the interior of j;he shield
goes blank and is replaced by the figure of
Anna Case with the New Edison phonograph,
both figures being in silhouette. At the same
time the words the "New Edison" appear to the
right of the shield and the words "Knabe with
the Ampico" fade away, to immediately reappear
as the figures of Anna Case and the New Edison
give place to the figures of Godowsky and the
Knabe piano. Then as the entire sign remains
lighted the shield alternately shows the Edison
phonograph and the Edison artist and the Knabe
piano and the Knabe artist. Then all fades out
and the sign action recommences.

May 15, 1921

THE TALKING MACHINE WORLD

121

BLACKMAN TALKLNG MACHINE CO. MOVES TO 23RD STREET

New York Victor Wholesaler Occupies 20,000 Square Feet in Modern, Up-to-date Building — Will
Have Service and Period Model Rooms — New Home Accessible to All Modes of Travel

The Blackmail Talking Machine Co , Victor
wholesaler, is now established in its new home
on the second floor of the building at 28-30 West
Twenty-third street, New York. The company
njoved into its new quarters on May 1; the mov-
ing took place, without the loss of even one
hour's work, the entire force occupying their
desks at 81 Reade street until closing time on
April 30.

In its new home the Blackman Talking Ma-
chine Co. has 20,000 square feet, which is more
than twice as much floor space as it occupied in
its former quarters. The building runs through
to 9-19 West Twenty-second street, giving a
single floor of tremendous area. There are five
freight elevators on the Twenty-second street
side, and shipping facilities are ideal from every
angle.

The floor is now being fitted up most attrac-
tively, the color scheme being mahogany and
ivory. New mahogany furniture has been in-
stalled in every department of the general offices,
and the private office of J. Newcomb Blackman,
president of the company, will be located at the
eastern corner of the floor facing Twenty-third
street.

According to Mr. Blackman's plans, there will
be installed on this floor several service rooms,
including a model Victor store which will give
visiting dealers an opportunity to visualize the
most effective methods of using their windows
and store fronts to advantage. A handsome
period model room will also be a part of the
Blackman quarters, and this room will be de-
voted exclusively to the display of period Vic-
trolas.

Under Mr. Blackman's personal direction, as-
sisted by Fred P. Oliver, vice-president and
general manager of the company, and the mem-
bers of the sales sfaff, an ideal system of han-
dling dealers' orders has been evolved, and this

system will give the company's clientele maxi-
mum efficiency in every detail. In addition to
the excellent shipping facilities at the command
of the shipping department, the service division
of the business will have exceptional opportuni-
ties to serve the Blackman clientele.

For the past few years the Blackman Talking
Machine Co. has been established at 81 Reade
street, occupying space on the main floor, to-
gether with two basements, but the company's

business increased so rapidly that the space was
found far inadequate. In fact, for over a year
Mr. Blackman had been looking for suitable
quarters in order to handle his company's activi-
ties, and the building at 28-30 West Twenty-third
street was finally chosen as best suited.

Located between Fifth and Sixth avenues, the
new home of the Blackman Talking Machine Co,
is accessible to all modes of travel, being closely
adjacent to the Broadway subway, Broadway
and Sixth avenue surface car lines and the Sixth
avenue "L." It is only a few blocks from the
Lexington and Seventh avenue subways and the
same distance from the Fourth avenue surface
car line.

^niiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiN^ iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiMiiiiiiiiiiiiiniiii iiiiiiiiiiiiiiiiiiiniiiiiiiiiiiniiiiiiiiiiimiiiii iiiiiiiii nniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMg

I WHAT ADVERTISING CAN ACHIEVE FOR YOU |

I By MILO C. RICHTER, Harley-Davidson Motor Co. I

Here are a few of the many things adver-
tising can accomplish for you, if you give it the
chance :

1. It figuratively multiplies your sales force.
One of the most difficult things in salesmanship
is to create a desire in you for that which I have
for sale. Anybody can sell when selling con-
sists of nothing more than getting a signature
on a dotted line. Anyone can be an order
taker. Advertising paves the way to sales by
creating the desire for the advertised article.

2. Advertising gives you business prestige.
The public takes it for granted that the man
who can afford to advertise is a successful man,
and it likes to trade at the successful stores.
Advertising is recognized as a builder of busi-
ness. That's why the banker will often loan an
advertiser money and refuse it to a non-adver-
tiser.

3. Advertising stamps your goods as reliable.
In these days of keenest competition the man
with shoddy goods cannot keep his custom and
make a "go" of his business. The buying public
is determining its purchases on the theory of
"If it's advertising it's good."

4. Advertising is business insurance and pro-
tection. You can mold the buying habits of
the public by advertising. You can keep your
sales at normal, even during the lean periods
of the year by advertising.

5. Advertising makes the sales easier. If
your advertising is of the educational type, tell-
ing as much about the product as possible, many
of your prospects will walk into your store
"sold" before you say a word. Your preliminary
talk and description of the product is unnec-
essary. The}' know all that from reading your
advertising and probably all they will want to
know before signing up is what are the terms;
what service is ofifered.

6. Your advertising will awaken your sales
force to new activity. They know you are spend-
ing real money to get possible customers, and
when those customers come into your store your
sales force will feel responsible for carrying on
the good work that your advertising started.
They feel that they are connected with a live
concern and are proud of it. It makes them
better, more ea-rnest workers, and real boosters
for your house.

MERCHANDISING VALUE

Style K4— Top 40^"x22" ; Height 35

$150

Style K5— Top 41"x22i/^"; Height 35"

Retail Price

$160

LAUZON QUALITY

The foresighted merchant with a hand on the pulse of pubHc demand will immediately perceive
the opportuneness of the above popular priced consoles.

Lauzon quality assures honest value and the price is a 1921 proposition calculated to build sales
throughout the year.

MICHIGAN PHONOGRAPH CO.

Phonograph Division, Lauzon Furniture Co.
Office, National City Bank Bldg. Factory, Monroe avenue and 6th street
GRAND RAPIDS. MICH.

122

THE TALKING MACHINE WORLD

May 15, 1921

Set *'Siain Soo" to work for you. She puts tlie Oli!
Oh! in Graf-o-nola. Put her on an electric Grafo-
nola in your show window and she'll shimmie till
the crowds block the street.

Columbia Graphophone Co.

NEW YORK

TRADE NEWS IN BROOKLYN AND LONG ISLAND TERRITORY

Dealers in This Territory Going After Business in a Lively Way — Demonstrate Their Progressive-
ness by Improved Equipment, Increased Publicity and an Evident Will to Win Out

Brooklyn and Long Island talking machine
dealers are most optimistic as to business in
general. 1921 sales figures have been satisfac-
tory in practically every instance where the
dealer has made a real effort to go after busi-
ness through all the channels open to him.
Dealers everywhere feel that the most efficient
method of closing sales is through the medium
of a competent outside sales staff. In many
cases women are being added to the outside
forces, visiting the homes of prospective talk-,
ing machine purchasers and introducing their
machines to the owners with great success.
Victor Department Wins Silver Cup

The Victrola department of H. Batterman Co.,
Broadway and Flushing avenue, is winning
recognition as one of the leading Victrola stores
in Brooklyn. C. J. lanell, manager, is optimistic
regarding current Victor business and the out-
look for the coming Summer months, stating,
however, that it is necessary to utilize every
sales efTort in order to make this prediction a
realization. Since taking over this department,
more than a year ago, Mr. lanell's record has
been an exceptionally fine one, and recently the
Victor department won a silver cup offered by
the Batterman Co. to the department making
the largest increase in sales during a certain
stipulated time. Mr. lanell claims that the cup

was won through persistent advertising, coupled
with the concentrated efforts of the members of
his sales force.

Campaign on Portable Victrolas

The American Talking Machine Co., 356 Liv-
ingston street, Victor wholesaler, has inaugu-
rated an intensive campaign featuring portable
Victrolas. The company is mailing attractive
literature to the dealers, emphasizing the many
uses to which these portable models are adapted
during the Summer months and ofifering to as-
sist the dealers in developing this end of their
business. R. H. Morris, general manager of
the company, states that dealers are now re-
plenishing their record stocks after several years
of marked depletion, and are all preparing for a
healthy record demand during the Summer
months. J. W. Ofiferman, of the American Talk-
ing Machine Co.'s sales staff, who covers Long
Island territory, reports that the dealers in this
section are making plans for an intensive Sum-
mer campaign in order to get their share of the
business placed by the many transient visitors
to Long Island during the Summer months.
Show Satisfactory Sales Totals

Goetz & Co., 81 Court street, active Columbia
dealers, showed a decided increase in sales dur-
ing the months of March and April. They fea-
tured their advertising to connect up with the

BROOKLYN

Victrola Tungstone Stylus

This is an exclusive Victor product,
and, like all Victor Talking Machine
Company's merchandise, it is known
for its high quality.

When your customer asks for
needles, your first thought should be —
TUNGSTONE NEEDLES.

They are economical, convenient
and especially adapted for use with the
Victrola and Victrola records.
USE THEM IN YOUR DEMON-
STRATION ROOMS
Make sure that your customers know
how good they are.

**Viclrola Book of the Opera"

Something every Victrola owner

should have
Have you sold one to your entire
list of customers?

national advertising of the Columbia Co., with
the result that a fine showing was made in ma-
chine sales as well as records. "Siam Soo" was
demonstrated in a splendid window display,
which attracted many passers-by.
Popular Talking Machine Manageress Betrothed

The Brooklyn phonograph trade will be in-
terested in the recent announcement of the be-
trothal of Miss B. Neir, manager of the Pathe
department of Winterroth's Flatbush avenue
store, the date for her marriage being set for
the near future. The many friends of Miss Neir
will miss her pleasing personality, but their best
wishes for her happiness are being offered to
this popular talking machine woman.

Opens Branch Store in Far Rockaway

E. B. Ball, of Jamaica, prominent Pathe dealer,
recently opened a new branch store at Mott
avenue, Far Rockaway, which will be under the
management of C. A. Baker, well known in
talking machine circles in Brooklyn.

Victrola Eighty Proves Popular

In a chat with The World G. T. Williams, head
of the G. T. Williams Co., 217 Duffield street,
Victor wholesalers, commented upon the fact
that the dealers in Greater New York had ac-
corded the new Victrola Eighty a most cordial
reception. Quite a number of the Victor dealers
in Brooklyn territory have advised Mr. Williams
that the number Eighty forms a valuable addi-
tion to the Victrola line and can be merchandised
to advantage, provided the proper methods of
sales development are utilized. Messrs. Miller
and Saunders, of the G. T. Williams traveling
staff, are giving practical service to the dealers,
based on the fact that they have both spent a
number of years in the Victor industry, and are
thoroughly familiar with the dealers' problems.
Enlarging Store to Handle Business

The Freeport Music Shop, of Freeport, L. I ,
has enlarged its Victrola store to take care of its
increasing business. This exclusive Victrola shop
is a fine example of the up-to-date Victor estab-
lishment, and the success of this store demon-
strates what a high-class retail establishment
can accomplish through the use of efficient sales
methods and effective service to the consumer.
Using Newspaper Space to Advantage

The A. S. Goold Co., 27 Main street, Flushing,
L. I., live-wire Columbia dealer, is a firm be-
liever in local newspaper advertising, carrying
good-sized display advertisements in the lead-
ing newspapers. The sale of records has shown
a decided increase, and this company has been
able to place many Grafonolas around Flushing.
A Hustling Greenpoint Dealer

One of the most optimistic dealers in Brook-
lyn, N. Y., regarding the future of the phono-
graph is Thomas Anderson, who for over twenty
years has conducted a large furniture establish-
ment at 717-719 Manhattan avenue, that bor-
ough. Some seven years ago Mr. Anderson se-
cured the representation of the Sonora phono-
graph in his vicinity, since which time he has
built up a steadily increasing line of satisfied
customers. For the first three months of this
year Mr. Anderson reports having done an ex-
cellent business in Sonoras and Brunswicks.

May 15, 1921

THE TALKING MACHINE WORLD

123

Order a sample now. Subject to return if not satisfactory.
"Tuned Hp Like a Piano" Write for Quantity Prifes

HOFFAY PHONOGRAPH CO. 59 Fourth Ave., New York City

Makers of tlie "Air-tight" Tone Aim and Hoffay Phonograpli

1920 GOOD YEAR FOR VICTOR CO.

Surplus Shows Substantial Gain Over Previous
Year — Twenty Per Cent Increase in Volume
of Business— ^4,000,000 for Taxes Alone

The talking machine trade was naturally much
interested in the recently published annual re-
port of the Victor Talking Machine Co., which
indicated that the affairs of that concern were
in a most prosperous condition. According to
the figures the company's business increased
in 1920 fully 20 per cent over the previous year,
and the total surplus on December 31 was
$29,160,343, as compared with $27,859,418 at the
end of 1919.

The burden on the trade represented by war
excise taxes and other taxes is strongly empha-
sized in the statement that during 1920 the Vic-
tor Co. paid nearly $4,000,000 in taxes, and
President Eldridge R. Johnson, in his report,
says: '"It is too heavy a burden for such an
enterprise to struggle under." Continuing, the
president's report says: "During the year wc
completed negotiations for the purchase, and
made substantial payment on account, of a half
interest in the shares of the Gramophone Co
Ltd., of England."

BEN HUTCHES A NEW YORK VISITOR

President of Ben Hutches Engineering Associa-
" tion, Chicago, Shows Pick-Up Needle Cup to
Local Trade — Also Demonstrates Electric
Motor to Interested Members of the Trade

Ben Hutches, president of the Hutches Engi-
neering Association, Chicago, 111., was a visitor
to New York this week, calling on some of the
local jobbers and dealers. He brought with
him samples of the new Ben Hutches pick-up
needle cup, which has attracted considerable
attention in the trade and which will be the
basis of an intensive sales campaign by the
company. While here Mr. Hutches started ne-
gotiations for important distributing rights and
territory is now being allotted for the wholesal-
ing of this pick-up needle cup.

While in the East Mr. Hutches took advan-
tage of the opportunity to display to some of
the local manufacturers the Ben Hutches elec-
tric motor, which was invented and designed by
Mr. Hutches, who has to his credit many years
of experience as one of the country's foremost
electrical experts. Mr. Hutches will furnish the
trade with detailed information regarding this
motor.

INCREASES FACTORY FACILITIES

The Luna Nickel Plating Co., New York, has
recently increased its manufacturing facilities in
order to adequately handle the requirements of
its trade. This company, which has been in ex-
istence for the past three years, is doing nickel-
plating work for some of the largest manufac-
turers-in the country and, judging from the
orders it has received recently, business condi-
tions in this particular industry are steadily im-
proving.

The Photo-Phono Production Corp. has been
incorporated under laws of the State of Dela-
ware with a capital stock of $100,000 for the
purpose of manufacturing talking-picture ma-
chines. Incorporator: American Guaranty &
Trust Co., Wilmington, Del.

NEW VOCALION RECORD CAMPAIGN

Special Drive on Vocalion Red Records Made
Possible by Improved and Increased Produc-
tion Facilities — Special Releases of Timely
Hits a Feature — New Label Coming

The Aeolian Co. has just announced a new
and vigorous campaign for the exploitation to
the retail trade of the Vocalion Red Records
following the development of the record pro-
duction facilities of the company, which has
been under way for some time.

Not only has particular attention been given
to the Vocalion record laboratories, which are
now under the direction of George Sheffield,
who has a broad and practical knowledge of mat-
ters musical, but attention has also been
directed to the increasing of factory fa-
cilities, with the result that the com-
pany is now in a position to meet heavy de-
mands for its records promptly and satisfac-
torily. The actual work of production is under
the direction of F. J. Johns, for many years

actively connected with the Canadian talking
machine trade and the results have proven dis-
tinctly satisfactory.

A recent innovation that has done much to
improve the general quality of Vocalion rec-
ords is the adoption of the steel matrix system
as standard with the company.

Oscar W. Ray has been placed in charge of
the wholesale Vocalion record department of
the Aeolian Co. and has drawn upon his wide
experience in the talking machine field to map
out a campaign from which great results are
expected. In rendering service to the dealer
special efforts will be made to get the big hits
on the market first through the medium of spe-
cial releases. These special releases will be
strongly advertised, and the dealer will be pro-
vided with material for directing local attention
to the new records which, no doubt, will meet
with popular favor.

There are many new features connected with
the new Vocalion record campaign which will
be announced in due time, one of these features
being a new record label of great attractiveness.

^m^iMiiyiiiyiiiU'iiLai»^<i'i^'iiyiiiLai}yiiiy!iiyii^

Fletcher
Alltones
Needle

Patent Pending

To give long life to the record and to get the best
possible results while playing, recommend
FLETCHER ALLTONES NEEDLES to your
customers. — They will appreciate it.

Stocking this one needle meets every demand at
a saving in space and capital.

Retail price per card of four needles .... 25c
Boxes of 100 cards, to dealers $15

Valuable selling helps free

Jobbers — Write for Territory and Proposition

FLETCHER ALLTONES
NEEDLE CO., INC.

205 Travis Street San Antonio, Texas

New York Distributor:
ANDREW H. DObIN, Inc., 28 Sixth Ave., New York, N. Y.

Chicago and Northern States Distributor:
W. R. PATTEN 8th Floor, 20 E. Jackson Blvd., Chicago, Ills.

124 THE TALKING MACHINE WORLD May is, 1921

Edison Message No. 95

If the Excise Tax on phono-
graphs is increased, the price
of Edison Phonographs must
be advanced.

THOMAS A. EDISON, Inc.

ORANGE, N. J.

May 15, 1921

THE TALKING MACHINE WORLD

125

OPENS NEW RETAIL STORE

DeRivas & Harris Mfg. Co. Has Attractive
Branch in Fordham Section of New York

The DeRivas & Harris Mfg. Co., New York,
opened its new store at 130 East Fordham
Road on Thursday of
last week. The store
is one of the most
attractive in that sec-
tion of the city and
has been adequately
arranged for the com-
fort of patrons. Two
large display windows
give ample opportu-
nity for the display
of DeRivas & Harris
pianos, player-pianos
and Victrolas, and to-
ward the rear of the
John Y. Shepard store several sound-
proof booths have been built. The company
also has the basement, which it may use for
storage purposes as well as for refinish-
ing old pianos. The manager of the new store
is John Y. Shepard, who has had a wide ex-
perience in retail merchandising.

Scotford Tonearm and Superior Reproducer

Illustrating STYLE 1 FINISH
A combination of Japanned and Plated Parts

Sample Prepaid, $7.00 Nickel— $9.00 Gold

Quantity Prices on CA-pplication

Superior Specialties for Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

LOOK OUT FOR THE TARIFF LAW

KREMER BROS. ELECT DIRECTORS

Importers Warned to Take Instruments Out of
Warehouses Without Delay

Officers Also Chosen to Head Big Fond du Lac
Enterprise — Talking Machine Lines Busy

The annual meeting of Kremer Bros., of
Fond du Lac, Wis., large retail talking machine
dealers, was held recently at which three direc-
tors were elected as follows: E. A. Kremer, A.
J. Kremer and E. E. Kremer. Officers elected
were: President, E. A. Kremer; vice-president
and manager, E. E. Kremer; secretary and treas-
urer, A. J. Kremer.

Business in the talking machine department of
this store has so increased during the past year
that extensive alterations embodying a greater
floor area for display purposes were necessary.

To avoid the more drastic features of the new
Emergency Tariff Act, which is expected to be-
come a law within a few days, the Legal Bureau
of the Music Industries Chamlber of Commerce
recommends that all importations of musical
instruments in warehouses be taken out at once
and that a close watch be kept on arrivals of
foreign goods so as to get them out similarly.

Orleans branch; P. G. Cummin, manager of the
Philadelphia branch, and H. P. Haring, man-
ager of the New Haven branch. All of these
managers held informal conferences with Geo.
W. Hopkins, general sales manager of the com-
pany, regarding plans for Summer business.

VISIT COLUMBIA OFFICES

MEET TO AMEND ITS CHARTER

A special meeting of the stockholders of the
Sonora Phonograph Co., Inc., was held on May
3; for the purpose of amending the company's
certificate of incorporation so that it will main-
tain its net quick assets at an amount not less
than 125 per cent of the par value of its pre-
ferred stock outstanding.

Among the recent visitors at the executive
offices of the Columbia Graphophone Co., New
York, were: W. S. Parks, manager of the Balti-
more branch; A. B. Creel, manager of the New

Business is only a form of teaching. You
teach workmen how to make the right product;
that is manufacturing.

Grinnell Service^ Backing
Your Own Efforts

— Cannot But Result in Business Development
Highly Satisfactory to You

Not for a long time have we been
so well prepared to supply your
Record wants.

We appreciate the value of prompt
service^ — we make it a point to
see in just how brief a period we
can make shipment after your
order is received.

The importance of care in supply-
ing exactly what you ask for and

and
ing,

We are equipped in stock and experience,
direct every effort to giving you the satisfy „
helpful service you desire— and are entitled to

Let your next order, large or small,
prove the excellence of our service

in preparing the merchandise for
shipment is never for an instant
lost sight of.

Our transportation facilities — the
many railway, interurban, motor
transport and boat lines leading
from Detroit — permit of direct
and speedy delivery to all points
within a very wide radius.

BnttttellBros

Wholesale -Distributors of
Victrolas and Records

First and State Sts., Detroit

126

THE TALKING MACHINE WORLD

May 15, 1921

HUSTLING FOR TRADE IN CINCINNATI AND SECURING IT

B. H. Wilson Doing Good Work for the Ohio Talking Machine Co. — Edison Campaign for Busi-
ness— How Columbia Is Developing Sales — Brunswick Progress — Other News of Interest

Cincinnati, O., May 10. — Taking everything
into consideration, the talking machine business
has held up very well during the last month in
this territorj- and dealers, while not altogether
satisfied, feel that they have no great complaint
to make. Probably the outstanding feature of
the month's business was the big sale of the
Rodeheaver Victor records, which began with
the Billy Sunday meetings and which still con-
tinue to have a big demand. Rodeheaver visited
many of the dealers while here and took quite
an interest in boosting the sales.

A. H. Bates on Business Outlook

A. H. Bates, of the Ohio Talking Machine Co.,
reports that the outlook for business is stead-
ily improving, with an increasing demand for
Victors. He has just returned from a trip to
West Virginia and declares this territory is one
of the most promising spots in the company's
district. Exceptionally good results have been
obtained by the Ohio Talking Machine Co.
through the work of Sales Promoter B. H.
Wilson, who has been working with dealers in
developing sales in their territories. He has
been putting new life into the trade, Mr. Bates
declares, and has shown dealers thej^ can get
all the business they can handle bj- going out
after it. Dealers have been urgent in their de-
mand for his services and he is booked up to the
first of September. William C. Haddon, presi-
dent of the Ohio Talking Machine Co, left the
first of the month for a visit at the Victor fac-
torjr and to call on jobbers in the East. New ac-
counts established during the month included
agencies at Albany, O.; Hazard. Ky.; Ashland,
Tiy., ahd at Harrison, O. Homer Rodeheaver
called on -Mr. Bates during his staj' here to talk
over the sale of his records. Charles K. Haddon.
vice-president of the Victor Co., was also here.
Progressive Edison Plans Under Way

The Xew Edison Co. opened a school for train-

ing salesmen May 1, which is the first of a
series which will be held during the coming
months to take care of the increasing number of
young men who are turning to Edison sales-
manship as a career, according to R. T. Carroll,
sales manager. The attendance at the first ses-
sion was ver3' encouraging and the caliber of
the men was such that Carroll predicts a very
high degree of success from their efforts.

The first day was devoted to the discussion
of salesmanship in -general, the second da}- to
the details of the Edison merchandise and the
third day to the adaptation of, sales methods
to selling Edison products. The men attending
the classes were entertained at luncheon at the
Sinton each day of the classes and at the theatre
in the evening. The Edison dealers are making
reservations for the Edison Caravan Convention,
which meets in Chicago June 20 and 21, for which
^^^ C. Eckhardt, of the Chicago Edison Co.,
has sent out investigations.

R. T. Carroll Discusses Business

Mr. Carroll states that, the business for the
month was extremely gratifying and attributes
it to the new blood that has been infused into
their business by the dealers. These dealers have
pledged themselves to beat the 1920 record.
}.lanager P. H. Oelman has returned from a trip
to Cleveland and Columbus, stopping for short
conferences with dealers between Columbus and
Cincinnati on his wa\' back from Columbus.
Messrs. P. P. Bassett and W. A. Lynch, of the
Edison Co., have been on extended trips through
West A^rginia and Kentucky, respectivelj'. In
commenting on the interviews with State bank-
ers, mentioned in The World last month, Mr.
Carroll said of the bankers visited 80 per cent
report an increase in saving deposits, which,
while indicating a temporary restraint of bu5'ing
on the part of individuals, points to a more ex-
tensive buying when the indu.strial and agricul-

tural conditions return to normal. Several large
bankers intimated that they had ceased their
activities in restraining depositors from making
purchases and had informed trades people that
money now was available for which banks
would accept collateral. C. S. Gardener, ter-
ritorial supervisor of Thomas A. Edison, Inc.,
was a guest of the Cincinnati New Edison Co.
for a few days during the month. One of the
new agencies established during the month that
is of especial interest was that of the McNarra
& Johnson Co., Welch, W. Va., which operates
the largest mercantile house in that place and
which has added a large Edison department.
Original Plans of Developing Sales
The Columbia Co. made a big hit when it pre-
sented Ted Lewis and His Jazz Band, who ap-
peared with the "Greenwich Follies" at the
L3'ric, in a public recital at the May Stern Co.'s
store on Tuesdaj-, May 3. The May Stern Co.
cleared out its .entire first floor and erected a
stage at the end of the room. Notwithstanding
it was a cold, rainy day, the place was packed.
The Lewis records had a tremendous sale dur-
ing the week. The Columbia people established
a booth in the lobby of the Lyric and each night
during the week Lewis was here a different
dealer took charge of it. The results were ex-
tremely gratif3'ing, Manager R. H. Woodford
states. The week before the Columbia people
featured Bert Williams, who was in the city,
and also sold the Bert Williams records at a
booth in the lobby of the theatre. The booth
was under the supervision of Service Manager
Ross ^^'ilson. Williams went from here to
Piqua, where he visited the Columbia dealers
and autographed records for customers. Flash-
light pictures were taken of both the artists
during their stay in the cit}' by the Columbia
Co.

The Columbia Co. also made a great hit
here, according to Mr. ^^"oodford, with its "Siam
Soo" week. The E. M. .\bbott Co. had one of
these on exhibition in front of its \A^alnut street
store and it attracted such crowds that the police
forced the company to take it awa}' from the

When a customer walks into your store and says "Gimme" 16950, 51630, etc. —
Do you "fumble and fool" until he's gene — or do you

rile Your Records so you can find them for quick sale and service

This System pays for itself by increasing Sales through better service and Automatic ordering of "Sold-Out" Records

OGDEN'S PATENTED RECORD FIUNG CABINETS AND VISIBLE TAB INDEXES ARE GUARANTEED

ALL PRICES REDUCED

Some Models made to ship Knocked Down, saving in
weight and freight cost. Easily set up by anyone in
10 minutes to a Section (no tools or fitting required).

Prepare now to give the Service the public demands
by dealing where quick service is included with good
records.

jm I V C i UK J Ssctional Models Fit Any Size

Make Your l^ystem Modern stock and Help you Grow.

Free Charts and Samples of our
System, illustrating our improved
Method of Filing, Finding, Sell-
ing and Ordering, sent upon re-
quest and without obligation.

Immediate Shipment of all models
in standard finishes, special finishes
to match your store without extra
charge in 4 to 12 days.

LOCKING ROLL TOP
PREVENTS DUST AND
TMEFT.ALSOSUPPIED
WITH SPANISH LEA-
THER CURTAIN
550 lO" or IO!4"
RECORDS ON EACH
SHELF.FILED IN
SALES SrSTEM COVERS
Alio WITH INpEX

GUJOES.
350 10" OR 10 '/z"
RECORDS ON THIS
SHELF.ALSO 5
SHELVES ABOVE.

SOFT FLAT SUPPORTING
SPRINGS PREVENTS
WARPING (PATENTED).
HOLDS 350 10"0RI2"
RECORDS.
IO"AND12"BECOROS
FILED ON SAME
SHELF. MELD FLUSH .
AT THE FRONT BY
PATENTED ADJUSTE

21S0TH1N RECORDS IN EACH UNIT.
■♦SOO RECORDS IN 2 UNITS. STOCK FINISHES.

21 SO EDISONS IN 2 UNITS. WHITEJVORYA PEARLGBAY
MAHOGANY & CAK

OGDEN SECTIONAL CABTNBT CO.IMC.lymchburg.va.

May 15, 1921

THE TALKING MACHINE WORLD

127

People you never see have lots of money to spend.
You have Gralonolas to move. We have prepared
a new series of Grafonola Form-Letter Folders to
help you move them. Use these letters. They're
go-getters.''

Columbia Graphoplione Co

NEW YORK

window. The crowds, however, were invited in-
side to enjoy the novelty. Manager Woodford
made a trip, during the month, to Lexington,
Huntington, Ironton and Portsmouth with
Salesman C. E. Hull and secured quite a lot
of new business. Business in this territory is
picking up, he states, and the outlook is very
promising. On his return from this trip Wood-
ford visited the dealers in Dayton and Columbus.
Assistant Manager Shutte states that business
has been very satisfactory during the month
and is showing a slow but very healthy growth.

The Columbia Co. is making a big drive for
the rural business and its dealers are using
trucks on which are carried both machines and
records that tour the rural communities. In
tliis way a machine is taken right to the door
of the farmer and he is given a demonstration at
home. Records are left for him to try out and
the results from these tours are proving ex-
tremely successful, according to Mr. Shutte.
Service Manager Wilson spent a recent Sat-
urday in Lebanon, O., when the Merchants' As-
sociation of that town made its monthly free
gift to the holder of the lucky ticket, rang-
ing in value from $200 to $1,000, and gave a
demonstration of the Columbia Grafonola to
the crowds that packed the stores. This was
also followed by a truck tour through the farm
sections, with the result that many sales of
records and machines were made. The Colum-
bia people are preparing to start after the Sum-
mer resort and vacation camp trade and expect
to do a big business with machines during the
vacation period through these agencies. New
dealers taken on during the month were: Willie
Combs & Bro., Sassafras, Ky. ; Walter David-
son Furniture Co, Huntington, W. Va. ; Hills-
boro Music Co.; Richard Herzer, Mason, O.;
Miller & MacGhee, Sharpies, W. Va.; Sansom's
Cash Store, Wayne, W. Va., and the White
Store, Cumberland, O. Visitors during the
month were: Mr. Sutton, of Mt. Vernon, Ky. ;
Mr. Kusworm, of Dayton; Mr. Martin, of Day-
ton; Mr. Summers, of Jackson, O.; Mr. Bauer-
meister, of Bauersville, O.; Mr. Horchow, of
I'ortsmouth; Mr. Bagby, of Grayson, Ky.; Mr.
Hassamer, of Lawrenceburg, Ind , and Mr. Gal-
limore, of Wilmington, O. Service Manager
Wilson booked Barbara Maurel for a big con-
cert at Huntington and one at Oxford, O., early
in May and played them strong with the news-
paper advertising. Results from these concerts
are doing great work in boosting Columbia sales,
it is declared.

Making Big Drive for Sales

Manager Dawson, of the Sterh.ig Roll & Rec-
ord Co., is preparing to make a big drive for
record sales and is looking forward to greatly
increased trade in the future. He states the
Rodeheaver records had a big sale, due to the
local interest in the singer. The Sterling Co.'s
Pittsburgh branch has had' a very successful
month, he states. President Otto Heineman, of
the General Phonograph Corp., and W. C.
Fuhri, general sales manager, were Mr. Daw-
son's guests during the month. Mamie Smith,
famous for her singing of the negro songs, was

in the city for ten days, under the auspices of
the Sterling Co., and gave fourteen concerts to
big crowds in the city and adjacent towns.
Dawson states that 60,000 of her records were
sold in this territory in four months. This is
her home town. After the closing of her en-
gagement here she returned to New York to
make new records.

Rowbotham Succeeds McLaughlin
U. G. Rowbotham, formerly with John Wana-
maker, of Philadelphia, has been appointed to
succeed Sherman McLaughlin as manager of
the Baldwin talking machine department. This
is the third man from the Wanamaker store that
has come to Cincinnati to enter the talking
machine game in this city. The other two are
Mr. Bates, of the Ohio Talking Machine Co.,
and Mr. Donovan, manager of the Shilito talk-
ing machine department. They are three live
wires and have put a lot of pep into the busi-
ness here.

O. F. Barret, vice-president of the Sterling
Roll & Record Co., has returned from a two-
month visit to California.

Rodeheaver at Shilito Store

Manager Donovan, of the Shilito talking ma-
chine department, reports a good month and
states the Rodeheaver records had quite a run.
"Rody" gave several public recitals at Shilito
in connection with the Victor while he was here
and came over one morning to let the public
see how records were made. He brought Mrs.
Ascher, Miss Kinney and Mr. Mathews with him
and they made about a dozen records. The place
vjAs packed with the people who were anxious
to hear them sing and watch the making of rec-
ords. Mr. Donovan states the prospects for
business are excellent and the many inquiries
about machines that are being made indicate a
big business in the near future.

C. H Browning, in charge of the talking ma-
chine department of Pogue's, states that busi-
ness with them has picked up quite a little and
indications point to a growing demand for talk-
ing machines and accessories. William Far-
hardt, of the McAlpin Co., reports things rather
quiet, but business is holding its own and he
expects things to open up in the near future.
Enlarges Record Department

E. M. Abbott, who has two shops in Cincin-
nati, has enlarged the record department of
his store on Walnut street so that he may handle
10,000 more records than formerly. Jack Aguero,
who formerly was with the Hoffman Co., of this
city, has been put in charge of the Abbott Co.
to stimulate the outside business. Mr. Abbott
says there is quite an improvement in business
and that prospects are exceedingly bright for the
future trade.

New Brunswick Agencies

Stanley Reis, manager of the phonograph de-
partment of the Brunswick Co., reports busi-
ness has been fairly active during the month
and believes tliat conditions are gradually grow-
ing better. The situation has changed since the
war, he points out, and the merchant who for-
merly only had to fill his orders now has to

exert high pressure to make sales. The Bruns-
wick people have made no cut in price, Reis
states, nor are they contemplating any. During
the past month they have established the fol-
lowing new agencies: Elk Furniture Co., Mont-
gomery, W. Va.; S. J. Husson & Co., Dorothy,
W. Va.; Davey Hardware Co., Davey, W. Va.;
Harry Palmer, Pine Grove, W. Va.; J. Vail &
Son, Ripley, W. -Va.; Elizabeth Furniture Co.,
Elizabeth, W. Va. ; Chester Reeds, Kingwood,
W. Va.; J. T. Brannan, Mt. Eagle, Tenn.; W. L.
Strange & Co., Newport, Tenn.; United Home
Furnishing Co., Jeffersonville, Lid.; E. A. Young
Co., Lancaster, O., and Atkins & Vaughn,
Louisa, Ky.

Widener Grafonola Shop Changes

Widener's Grafonola Shop has been making
some changes in its windows and around the
building which have about been completed.
There is now a modern show window to make
attractive displays of Grafonolas. Manager
Fantle says business has been good and he
sees no reason for pessimism in the talking
machine trade. Sales during the month were
better even than was anticipated, he states.
Takes Charge at Wurlitzer's

R. A. Powers, who several months ago came
on from St. Louis to become the city sales man-
ager of the musical instrument department of the
Wurlitzer Co., has also been made manager of
the talking machine department of the Wurlitzer
Co.

WhatMoreCanYouAsk

All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."

VWatcKicNj iKe Music Come Out

Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we ? Ask us to tell you our plans
for your benefit!

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ, PrMldent
Ganeril OAtei Southern Wholuale Brtnah

711 MfLWAUKEE AVENUE 1930 CANDLER BLDG.

CHICAGO ATLANTA. SA.

12S

THE TALKING MACHINE WORLD

May 15, 1921

ENLARGED QUARTERS

Chicago Talking Machine Co.

12 No. Michigan Avenue, Chicago

jKuin Offices
Stoch flooms
jKichi^an A\)enuQ

Additional Square feet

to handle the largest and
most complete stock of
Mctrolas Victor Records
and \^ctor Supplies.

WAREHOUSE i^P 2
340 River Street

Chicago

May is, 1921

THE TALKING MACHINE WORLD

129

NEW LOCATION

New ^rk Talking Machine C?

521 West Street, tATeud ^ybrJ^^

Aeroplane X^ieyO
Columbus Circle

Business District

WHAT WE WILL HAVE

location easilif accessihle to frei^t terminals.
9 deal SJiippin^ Facilities.
40, 000 sq.ft. of space,
yf dayli^t record roomfdirect overhead ski/li^kts)

Steel equipment throughout. .
dealers Seri^ice, Displaif and Demonstrating Rooms.

HOW TO GET THERE

and Q^ll Awennei: to 59'}^. Street.
59!^ Street Crosstown Cars to lO^^.Av^eiiue.
West Side I.RT. Subway to Columbus Circle.

PHONE.. CIRCLE 7714-

"WARE HOUSE N92
ll^h Avenue &^West37^^SXreet

130

THE TALKING MACHINE WORLD

May 15, 1921

t Point ©ff View

Western Division of The World, Chicago, III., May 8, 1921.
The first and biggest topic in every gathering of business men these
days relates to one supreme subject: The State of Business. Some
of us, indeed, are begfinning: to believe that there is a

Be Patient
and

Hustle!

great deal too much bedside-watching and far too
many bulletins, and that patients have died before
now from too much nursing. But be that as it may,
business men are thinking hard just now, whether their thoughts are
leading them anywhere in particular or not. And so, when the readers
of this paragraph learn that an official of a great national bank in
Chicago has been letting off steam — and good live steam — on the
same subject they will not fail to feel impressed. This gentleman,
in a recent conversation with an official of the Brunswick organiza-
tion, was emphatic in pointing out that the process of deflation from
the swollen condition of the war years is bound to be more or less
long drawn out. He did not think for a moment that serious depres-
sion would remain with us much longer, but he did point out that
we must not expect to get right back on the sunny side of Easy
Street within a month or two. Hard, persistent work and careful
businessHke policies must be pursued for the next year or two, m
this banker's judgment, before we can take a long breath and stop
hustling. Well, for our part, we don't mind a bit. This war did a
good deal of harm in every way, but one of its most dangerous
effects was in the letting down of the typical American spirit of
adventure and hustle in business. Our older fellows got stiff in the
joints and our young fellows lost their grip. There is too much talk
lately about how hard it is to get business. A man ought to be glad
that he can have the chance to hustle.

But this is not all. The banker of whom we are speaking went on
to sav some very acute things. He pointed out that, apart from all
other considerations, there is a special reason for
hesitation on the part of those who mobilize capital
and whose support is needed beneath the great
fundamental industries. That reason is to be

Between

Two

Eras

found in the fact, obvious enough when one comes to think about it,
that we stand to-day between two eras, as it were. We are almost,
if not quite, at the termination of an era of mechanical development
which came to its climax during the great war. It was during these
same five years, too, that we began to see the possibilities of air
development, of underwater progress, of chemical invention in
hitherto unheard-of directions. The science of physics trembles on
its foundations and new revolutionary ideas in science, in art and in
politics are stirring uneasily in the mind of civilization, waiting for
the imminent moment of breaking forth. The masters of capital
naturally know all this, and they are also inclined to wait and see
what is to happen next. There is a point here that is well worth con-
sidering.

While we are at it, we shall mention just one more idea gleaned
from the observations of the banker to whom we referred two para-
graphs back. This gentleman went on to say that
now is the time when a man's character is every-
thing, or almost everything, in determining his
availability for credit. When everything is going

Character

and

Credit

on along well-known lines, sliding on well-greased tracks, the art of
allotting credit is likely to become rather mechanical ; but once the
accustomed ways of thought and the normal standards are disturbed,
then we find that the personal character of a man stands out like the
Ark above the waters. To-day, in the opinion of well-informed
bankers and credit men, the most important asset a business can have
is a reputation for keeping promises. He who can be depended on
to do this may be sure that he will have the first chance. It is not so
much the kind of the industry in which a man is engaged as the kind
of the methods in that industry which a man uses. A man of good
character and unimpeached reputation is a better credit risk in a
speculative than a shifty man in a basic enterprise. This is an ele-
mental in the creed of the credit man.

The talking machine men — and their name was legion — who came
down to Chicago for the great conventions must have been particu-
larly struck with the remarkable variety of entertainment provided
for visitors. Among the most interesting of the
schemes was the provision of constant entertain-
ment, at the luncheons which were held daily at the
Drake, in the shape of well-known theatrical and

The

Living

Contact

musical artists, who generously gave of their best for the benefit of
the crowds. Now, this suggests something quite important. The
Chicago Piano Club had been introducing to its own members, during
the months preceding the conventions, a number of the best-known
recording artists and teams, such as the famous Van and Schenck,
and many others. Moreover, those who read this paper carefully
know that some of the record manufacturing companies have been
more and more encouraging this personal contact between the artist
whose work appears on a record and the trade which handles that
record or the public which finally consumes it. We mention the
Chicago Piano Club chiefly because we can thus most effectively
focus for the reader the advance of an idea which is yet very new
but which has in itse'f the seed of a very important and powerful
sales principle. A long time ago, as time is counted in the business
world, the pioneer record manufacturers realized the need for bring-
ing their artists before the public visually as well as audibly. That
is the reason for the elaborate catalogs with their photographs and
biographical notices. The artist is brought before the eye of the
public and his or her name is made a living significant thing to that
public. The policy has been most successful ; but it is susceptible of
further expansion. Especially in the more popular branches of
music and the theatre, the personality of the recording artists has
been little thought of. But there is just as much value to the retailer
of records in this as in the more common exploitation of the person-
ality of a great operatic singer.. Ray Miller's instrumentalists. Van
and Schenck, Bert Williams and many others are but names to a
few thousand who can see them at the theatre, and ought to be live
names to the hundreds of thousands who can buy their art embodied
in talking machine records. Why not develop thoroughly this idea
of bringing the popular vaudevillian or light comedy artist directly
before the record-buying public through the retail merchants who sell
talking machines and the accessories that go with them ? It has been
tried out to some slight extent. It ought to be worked out much
further, for it constitutes the livest kind of sales-idea.

We have been watching with no little interest the smart sales plans
which our friend, M. M. Cole, of the Nupoint Mfg. Co., maker
of the Nupoint needles, thinks up. Now, Nupoint
needles are a specialty like other things of the kind,
and specialties these days have to be sold. Our
friend sees plainly that there is not a great deal of
use in selling a specialty merely to the jobber. Unless the direct
interest of the retailer and of the retailer's salesman or saleswoman
can be obtained there will not be an)^hing very startling happen in
the sales line. And, naturally, Mr. Cole of Nupoint wants startling
things to happen in the sales line. So he is undertaking to make
things as easy as possible for the retail folks on whom finally rests
the burden of carrying his message to the consuming public. Details
are out of place here, and the advertising columns of The Talking
Machine World may be consulted by curious ones who need further
information. The point we have here in mind to set forth is that the
kind of wholesale salesmanship which wins out when an industry is
going through a period of stress is that salesmanship which reaches
most directly to the ultimate consumer. Advertising furnishes, of
course, the most direct avenue for contact, but in the case of a
specialty article national advertising is not usually a practical weapon.
In such a case the wise man is he who reaches out past the jobber
and even past the retail storekeeper right down to the counter where
his specialty is displayed and interests the man or woman behind the
counter in its sale. If at the same time he can attract the attention
of the consumer so much the better for all concerned.

May is, 1921

THE TALKING MACHINE WORLD

131

REPUBLIC BLOG., 209 SOUTH STATE ST TELEPHONE WABASH 3774

EDWARD VAN HARLINGEN

WILLIAM BRAID WHITE

EUGENE F. CAREY

ARTHUR E. NEALY

A. SNYDER

Chicago, III., May 11. — The early part of May
marked a distinct change in the attitude of busi-
ness men and concerns located in this great hub
of American industry. On all sides the business
and financial sections of the newspapers show
that a decidedly optimistic frame of mind pre-
vails in practically all commercial circles, and
one now gets the feeling that sales in all fields
are about to march steadily forward.

The talking machine trade has not as yet ex-
perienced any forward leaps of consequence, but
the fact that orders and inquiries are increasing
in volume is highly significant. Even the supply
houses and hardware concerns, which represent
quite a remote element in the process of liqui-
dating inventory, report they are receiving in-
quiries from manufacturers in greater numbers
and with greater regularity. Estimates are be-
ing called for from the supply people which
seek prices on the present market and for early
Fall. This indicates quite clearly that surplus
stocks have been and are being reduced to a
point where production will soon be resumed
on a firm volume basis.

The usual boom in small machines and port-
ables is already proceeding in a vigorous man-
ner. The retail driers claim there is no attempt
on the part of the retail buyers to quibble about
the price. Those who are going fishing, hunting
and to Summer resorts are apparently consider-
ing the pleasure to be derived from having a
portable model with them ahead of the cost
involved.

Records continue to hold the top place in the
trade generally and sales are very steady and
normal and entirely in keeping with the require-
ments of the season. One outstanding develop-
ment, however, has become apparent and that
is the passing of the craze for jazz. It is not a
matter of complete elimination of the jazz rec-
ord, but a gradual disposition on the part of the
public to forget the recent desire for the most
extreme form and to revert to the more sober
type of music and to the ever-popular ballad.
Fred P. Wenzel on Eastern Trip

Fred P. Wenzel, treasurer and sales manager
of the Sterling Devices Co., has returned from a
three weeks' trip to the East and to Canada,
with a side jaunt to a few Southern cities.

"I found conditions much better, in the sense
that manufacturers to-day have faith in the fu-

ture, whereas sixty days ago they took the
attitude that the phonograph industry was a
thing of the past. Of course, there is still the
natural tendency to postpone the actual buying
of supplies, but to-day they are displaying an
interest in prices and are evidently looking over
the market for the best conditions for the Fall
market. There is also a tendency to look for
something distinctly different and that doubtless
is the reason for the phenomenal success I had
in introducing our new Model 31 tone-arm, which
includes our non-set automatic stop and flasher.

"We have been gratified by the results of our
first announcement of this page in the April
Talking Machine World and everyone around
here is looking for a big business on this new
Sterling feature."

Harry Yaseen Gives Concert

Harry Yaseen, who is an exclusive Columbia
dealer at Chicago Heights, 111., gave a concert
a while back, having for his feature Anton Lada
and his Louisiana Five. The Louisiana Five is
one of the popular aggregations in the Columbia
library and has also been pleasing crowds at
the Winter Garden in Chicago.

Stars for Piano Club

The Piano Club of Chicago, headed by the
aflfable Matt Kennedy, has been unusually suc-
cessful recently in presenting to the Monday
noon luncheon crowd the various stars in the
record-making division of the industry. On one
occasion almost the entire company of "The
Beggar's Opera" was down to sing for the
assembled piano and talking machine men. Rec-
ords of the "Beggar's Opera" have been pro-
duced in England by the Gramophone Co., but
none of them has been reproduced by the Vic-
tor Co. in the United States. On April 25 Hazel
and Eleanor Dawn, who play in "Gertie's Gar-
ter," came down to dazzle the club members, and,
as J. T. Bristol wrote, " 'twas the only time they
ever saw two Dawns the same day."

At the last meeting a telegram was read from
Bert Williams, expressing his willingness to be
with the club and to entertain it when he arrives
in Chicago.

Harrison F. Thornell in Chicago

Harrison F. Thornell, who represents Louis
A. Schwarz, Inc., has been spending the past
three weeks in Chicago promoting the various
interests which the Schwarz organization now

represents. Chief among Mr. Thornell's inter-
ests is the new motor, which, although it is a
spring motor, yet takes on the nature of an
electric because it is automatically wound by a
Jones Motrola. Mr. Thornell claims that this
method retains all the advantages of a spring
motor and also supplies the additional merit of
the electrically operated phonograph.

Opens "Song Shop"

"Betty's Song Shop," which until recently was
operated as a section of the Leiter Stores, has
opened a new store in the Canton Tea Garden
Building which was recently constructed on the
southwest corner of Van Buren street and
Wabash avenue. The shop boasts an entrance on
Wabash avenue and another on Van Buren
street. An official of the company says that
plans have not been completed as to what lines
of machines and records will be taken up, but
several deals are now in the course of con-
summation. Another Song Shop is to be opened
by the company soon.

Another new name in the local trade is that
of the new store of the Gardner Music Co.,
which is located at 4661 North Lincoln avenue.
The Columbia line will be featured.

Working With the Dealers

J. M. Venrick, of the Rogers Publicity Serv-
ice, Cincinnati, was a visitor to Chicago the past
month. This is a new organization which is
doing a unique work among Ohio dealers. They
not only devise newspaper ads, but have ready-
made window displays for talking machine deal-
ers. They make arrangements for a year's serv-
ice, and this includes specific instruction of the
employes in record selling. One of the mem-
bers of the firm will spend a week or so at the
dealer's store, and will put the clerks through
a regular course of instruction in things musi-
cal and in selling methods. Mr. Venrick was
formerly the service man for the wholesale Vic-
tor department of Philip Werlein, Inc., in New
Orleans. J. F. Flemings, who was formerly
connected with the wholesale Victor department
of Wurlitzers, is also a member of the concern,
as is A. B. Harrison, formerly connected with
the Cincinnati Enquirer.

Melody Portable on Market

The Melody National Sales Co., of 190 North
State street, this city, is just placing upon the
(Continued on page 132)

SOMETHING ENTIRELY NEW IN TONE ARMS

THE FLETCHER "STRAIGHT"

STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT

NEW DESIGN NEW CONSTRUCTION

Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore.
Made in two leDgths, 8 '^" and 9^" SEND FOR PRICES AND TERMS

FLETCHER. WICKES COMPANY

6 EAST LAKE ST. CHICAGO

132

THE tALKING MACHINE WOkLD

May 15, 192]

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 131)

market a new type of portable which is to be
known as the "Melody." This new entry is
different from most portables in that it is not
leather covered but is of wood in mahogany,
v.-alnut and oak finishes. It is said to be water-
proofed and a "real outdoor" machine. The
holder in the top carries eleven records. It is
equipped with a Heineman motor and a Blood
tone arm. Charles C, Slack, who is head of the
company, says that distributors and dealers are
now being appointed, and in addition a connec-
tion has been arranged whereby dealers in the
"Melody" will be supplied with a line of high-
grade records.

Louis A. Schwarz Opens Office
Louis A. Schwarz arrived in Chicago during
the past week from New York and proceeded to
open a Chicago office. This new outpost of

Schwarz activities is located in Room 707, Isa-
bella Building, which is at 19 East Van Buren
street. The Schwarz organization represents, in
a distributing capacity, almost twenty of the
more prominent accessories in the talking ma-
chine field. Mr. Schwarz was assisted in open-
ing the Chicago office by I. W. Becker and
Harrison Thornell.

Lyon & Healy North Side Store Moves

The North Side Victrola Store of Lyon &
Healy has moved from 1010 Wilson avenue to
new and enlarged quarters at 4646 Sheridan
Road. Thomas Chadwick is in charge.

New Columbia Shop

A new Columt)ia shop has been opened in the
addition to State street music stores of the
Masonic Temple Song Shop, which is located
on the first floor of the Masonic Temple. The

QUALITY FIRST

Just Say

"Send Samples On Approvar

^^t^^ center - ^,,0.^^^^ sV^^ft^^\^

^^.-^ SEND FOR

Copy of the "Ore Tone" 1
Complete Oro-Tone

Tone" Illu»trallng the
Oro-Tone Line

1000 to 1010 OEOROE STREET
CHICAGO, ILLS.

Street number of the shop is 161 North street.
In addition to Columbia machines and records
the shop handles accessories, sheet music and
player rolls.

Okeh Records on Busiest Comer
The Okeh record has achieved a place on
what is claimed by all good Chicagoans to be
"the busiest corner in the world." The Con-
solidated Talking Machine Co., which jobs the
Okeh record of Chicago, and which is headed by
E. A. Fearn, managed to convince the owners of
Buck & Raj'ner's Drug Store at the southwest
corner of State and Madison streets to put in
the Okeh line. It is said that almost three hun-
dred thousand people pass this location every
day.

Shop Changes Hands

The Sheridan Music Parlor, at 3901 Sheridan
Road, which has been managed in the past by
L. G. Gagnon, has been taken over by E. E.
Tivy.

New Edison Shop Opened

The MacDonald Phonograph Shop, which
now has a place at 5072 Lincoln avenue, has
opened a store at 2822 West Madison street, and
will supply the Edison fans in that neighbor-
hood with records.

Casey-Hudson Co. Increases Facilities

B. Wondera, of the Casey-Hudson Co., an-
nounces that the facilities have been expanded
so that the company will be enabled to take
care of an increased volume of business and do
so more efficiently. "While things are still
relativel}' quiet," said Mr. Wondera, "we are get-
ting a number of inquiries that point to a re-
sumption of activities upon the part of phono-
graph manufacturers in the Fall."

Starck Store Robbed

The profits on a number of records were lost
recently when some efficient cracksman blew
the safe in the store of. the P. A. Starck Piano
Co., on Wafcash avenue, and took away a thou-
sand dollars.

Valuphone Goes to Wizard Co.

George L. Hadley, former secretary of the
W. W. Kimball Co., has sold his interest in
the Valuphone, with which he has been identi-
fied recently, to the Wizard Phonograph Co.
Mr. Hadley will, for the time, make his head-
quarters at the Wizard plant, located at Ogden
avenue and Robey streets, and will establish the
Valuphone trade with the new ownership.
W. Anton Cummings is president of the Wizard
Co., which is said to have been manufacturing
for the past six years without a shut-down.
New Victor Shop

The Oliver Music Shop, at 7837 South Hal-
sted street, has been opened by M. E. Oliver and
his brother. The shop will be exclusively Vic-
tor and will be fitted and furnished in Victor
style.

Another of Chicago's dealers to take on the
Victor recently is the firm of Justine Brothers,
of Cicero. The Justine shop has been remodeled
and now boasts of fifteen record rooms, making
it one of the largest talking machine shops on
Chicago's West Side.

Roy Sonnebom Candidate for Mayor

Roy Sonneborn is candidate for Mayor — not
of Chicago, but of La Porte, Ind. Mr. Sonne-
born is well known in -Chicago — at least in the
talking machine trade. Sonneborn & Sons gave
a concert of "Eight Victor Artists" during the
past month and the affair was one of the most
successful of the season.

Some of the Best Sellers

The best sellers on the Brunswick list are:
"Wang Wang Blues" and "Spread Yo' Stuff";
"Make Believe", and "Do You Ever Think of
Me?"; "Kitten on the Keys" and "My Pet."

A downtown Victor dealer reports the best
sellers for the month as: "I Never Knew" and
"Do You Ever Think of Me?"; "Oh, Morning
Land"; "Make Believe" and "Some Little Bird."

The best Emerson sellers are: "Scandinavia
Fox-trot" and "Siren of a Southern Sea"; "Pit-
ter-Patter Medley" and "Honey-dew Medley";
"Wang Wang Blues" and "Blue Jeans."
{Continued on page 134)

May is, 1921

THE TALKING MACHINE WORLD

133

The Improved

L & H Fibre Needle Cutter

The spring can now be replaced in a few seconds — there
are no rivets to bother with. The blade holder is stamped
from the same superior grade of metal as the rest of the
cutter — it cannot break. The blade itself is made of the
finest tool steel and is always in perfect contact with the
guide. A self-acting stop prevents cutting away more
than enough of the needle and a receptacle catches the
clippings. Every needle can be repointed with it twelve
to fifteen times.

A Necessary and Profitable Accessory

A large and discriminating class of Victrola owners uses Fibre Needles,
especially to preserve their Red Seal Records. They must have a cutter to
repoint the needles. The L & H Fibre Needle Cutter is the finest you can
offer them, because it is so simple to operate, so durable, and because it puts
a perfect point on the needle.

LYON & HEALY

The Perfect Cutter

The price is very reasonable: Retail, $1.75.

Victrola

LYON & HEALY,
Chicago.

Order from Your Distributor.
If he cannot supply you, send
us this coupon.

Send

L & H Fibre Needle Cutters

via

Parcel Post
Express

My Distributor is

Dealer's Name

Dealer's Address

134

TH^: TALKING MACHINE WORLD

May is, 1921

FROM OUR CHICAGO HEADOUARTERS

(Continued from page 132)

The follo\ving records on the Columbia list
are selling at a great rate: "Toddle" and "Beela
Boola"; "Ding a Ring a Ring" and "Home Again
Blues"; "Siam Soo" and "Make Believe."

The best Gennett sellers are: "A Spring Song"
and "Simple Aveu"; "Wishing" and "Dreaming";
"Moonlight" and "Sunshine."

Vocalion records proving very popular this
month are: "Love's Old Sweet Song" and "Let
the Rest of the World Go By"; "The Star";
"Look for the Silver Lining" and "I Never
Knew."

Some of the better sellers of the Okeh list are:
"Make Believe"; "Beale Street Blues"; "Some
Little Bird"; "In the Devil's Garden"; "Mazie";
and "Becky From Babylon."

Wiswell Reports Decrease

L. C. Wiswell, head of the Victor department
of Lyon & Healy, is in a position to follow
closely the fluctuations in both retail and whole-
sale trade. ,He said to The World: "Retail
trade shows a considerable decrease, which is
due, I think, to depressed conditions generally.
One of the biggest contributing causes has been
the uncertainty of employment. With the num-
ber of jobs decreasing daily people are not tak-
ing on new obligations. Labor conditions and
high rents are causing the depressed situation to
a large degree. Whereas a while back machines
were selling for $200 and up, the better-selling
types to-day are those between $100 and $200.

"Wholesale business is much better; in fact,
it is good, for we have the stocks to supply the
dealers, who in turn had been swept clean and
were previously buying only limited stocks.
Records are selling quite well and this is not
confined to any one class. The demand for
records is equally divided, but there is a ten-
dency toward a more modified or refined form
of the jazz record."

Laughead Concentrates on Vqcalion

Gordon Laughead completed arrangements
during the month whereby from now on he will
be enabled to concentrate exclusively upon the
work of managing the wholesale department of
the Vocalion in Chicago. Mr. Laughead has
hitherto also been in charge of the Chicago
branch of the Melodee Music Co., Inc., but the
representation of this line of player rolls was
recently transferred to Lyon & Healy.

Mr. Laughead has been in actual charge of the
Vocalion in Chicago since the first of the year,
when he took over the work of Harry B. Levy,
who is now in charge of Western branches and
the interests of the Vocalion jobbers in the
West generally. Mr. Laughead believes that the
coming months, beginning in the Fall, are going
to be very big months for quality machines, and
that the public has absorbed all the machines
of inferior quality that it is going to.

Ready File Increases Distribution

F. O. Wilking, president of the Ready File
Co., of Indianapolis, was a visitor for several
days during the past month. He was in Chicago
completing arrangements with W. A. Carter fdr

Repair Parts

For All and Every Motor
That Was Ever Manufactured

Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.

Expert repairing on all makes of phonographs
and motors.

success© Rs^^^

Standard Talking Maehina Co.
li-iUtd Talkin, Mackina Co.
Harmony Talking Mofhiam Co.
O'NtiU-Jam** Co.
Argtina Co.

Talking Maidnne Supplies, Etc
227-229 W. Washington St., Chicago, 111.

CONSOLA."

increased facilities for the Ready File in Chicago
and while here announced the opening of a new
office in San Francisco, which is to be in charge
of Clarence Lucore. The latter, in association
with W. A. Carter, will have offices at 703 West
Sixth street, in the Golden Gate City. He will
also represent the Fonolier in San Francisco.

"Considering the general conditions of busi-
ness, we are not dissatisfied," said Mr. Wilking,
"and feel that the trade is to receive lasting bene-
fit from the present rigorous deflation it is going
through. While I do not expect a great deal
of business during the Summer, I do feel that
Fall will bring a resumption of activities that
will make the phonograph industry come back
into its own.

"Labor conditions are a big problem in every
city and as soon as wages are adjusted and ac-
tivities in the building line, with all its ramifi-
cations, begin then we will find that other in-
dustries will follow suit and the wheels will
once more begin to revolve at their old speed.
To be specific, we are doing a large part of our
present business on our new rack that is suited
to the Victrola Style 80. This is a rack and file
in combination and is adapted to be slipped into
a cabinet of Model 80. It is secured bj' set
screws at the bottom of the machine."

W. H. Wade Heads Service Stations

W. H, Wade, who manufactures the needle
cutter which bears his name and is also head of
the Wade Talking Machine Co., acquired new
interests and new responsibilities when he was

recently elected president of the American
Service Stations. As the name implies, these
are service stations which supply gasoline and
lubricating oils to motorists at 181 different
filling points.

Victor Numbers Recorded Here

What is claimed to be the first recording ever
made in Chicago by the Victor Co. was done
here in April by Ed King, of the Victor labora-
tory. With a couple of assistants and a collapsi-
ble recording apparatus Mr. King recorded a
number of selections of Benson's Orchestra, of
which Ray Bargey is the director. The work
was done in a room in the Forster Music Pub-
lishing Building, on Wabash avenue. Mr. Bargey
and Charley Straight themselves played the two
piano parts required by some of the selections.
The work took approximately a week.

New Alto Products

Joseph Bransetter, head of the Alto Mfg. Co.,
announces that two new accessories will soon
be placed upon the market by his concern, the
initial display now being made at the conven-
tion of the music industries at Chicago, which
is now being held at the Drake Hotel. One of
the articles is an automatic needle cutter which
makes it unnecessary to remove the needle from
the holder in order to efTect a repointing. It is
claimed that a considerable saving of time is
made and the customary annoyance obviated.

The other article is a needle lifter which op-
erates in the same manner as toothpick lifters
(Continued on page 136)

TRANSFER NAME-PLATES

We make the Transfer Name - Plates and Trade-Marks for
the largest talking machine manufacturers in this country and
for dealers in every state.

YOUR NAME, Mr, Dealer, on every machine brings the owner
back to you or records and his friends to you for a machine.
Samples, Suggestions and Sketches Furnished Free

THE MEYERCORD COMPANY, CHICAGO

Largest Manulacturcrs of UJ](^/|^LCOl\^ ANI A Transfer Name-Plates

Transfer Name-Plates

Ciuiiiii I'lJi Ah iifi iij'i Sii lu'i I'l/. 1'./. I'u/ ii I'l Tuijiji \:n lU'i tu'i !!.'■ i\u '>.fn\\i >i-'i ri.'nu'f Sjt rniTuiTii? TunVi; v'fi \'i\Si uii T:u i lul S iii'i'ii fi!"! Yiji ujIiOiiuiSlvTOiiJ&'j^iQi'S ri'C'ijiTij; alitril Si/'i'j

May 15, 1921

THE TALKING MACHINE WORLD

135

Victor Road Sign

(Indesiructible)

The Victor
Road Sign was
designed and
manufactured
for the purpose
of promoting
Victor sales —
at a price here-
tofore never
consid e r e d
possible for
the value given.

|f*||viCTORK

1 \

(VOIR NAME HERE) ~1

This sign is
constructed of
the best ma-
terials with the
idea in mind
to create a
permanent
a d vertising
medium — one
that produces
sales.

'Symbol of Correct Advertising"

This large and beautiful sign can be had in lots of four or more with your imprint
on same. The size of this sign is 32" x 48". The most durable elastic enamel paints
are used in five different colors and will last for years. This sign is made of one
piece galvanized steel, the ends and sides being rolled in (our patented process),
which adds strength and beauty to same. It is also re-inforced with two heavy steel
bars on the back with anchor straps for securing to a post or tree.

On a basis of eight main highways leading into each city, one sign on each highway
will cover every approach in your community, and by so. placing every resident and
visitor in your city can be reached at a cost far less per year than by any other
form of advertising.

These signs are handled thru the Service Department of your Victor distrib-
utor as listed below:

Albany, N. Y Gateiy-Haire Co., Inc.

Atlanta, Ga Blyea Talking Machine Co.

Phillips & Crew Piano Co.

Baltimore, Md Cohen & Hughes.

,B. F. Droop & Sons Co.
H. E. Bisenbrandt Sons, Inc.

Birmingham, Ala.. .Talking Machine Co.

Boston, Mass Oliver Ditson Co.

The Eastern Talking Machine Co.

Buffalo, N. Y Curtis N. Andrews.

'Buffalo Talking Machine Co., Inc.

Chicago, 111 Lyon & Healy.

The Rudolph Wurlltzer Go.

Chicago Talking Machine Co.
Cleveland, Ohio The Cleveland Talking Machine Co.

The Eclipse Musical Co.
Dallas, Te.xas Sanger Bros.

Denver, Colorado... The Knight-Campbell Music Co.

Des Moines, la Mickel Bros. Co.

Detroit, Mich Grinnell Bros.

El Faso, Texas W. G. Walz Co.

Houston. Texas The Talking Machine Co. of Texas.

Jacksonville, Fla.. . Florida Talking Machine Co.

Kansas City, Mo J. W. Jenkins' Sons Music Co.

The Schmelzer Co.
jLos Angeles, Calif.. Sherman, Clay & Co.

Memphis, Tenn O. K. Houck Piano Co.

Milwaukee, Wis. ...Badger Talking Machine Co.

Minneapolis, Minn.

Mobile, Ala

Newark, N. J

New Haven, Conn.
New Orleans, I^a . .
New York, N. Y...

Omaha, Nebraska.

Peoria, 111

Philadelphia, Pa. .

Pittsburgh, Pa. . . .

Portland, Me

Portland, Oregon. . .
Rochester, N. Y....
Salt Lake Oit!y,Utah,
San Francisco, Calif,
Seattle, Wash. .
Spokane, Wash,

St. Liouis, Mo

St. Panl, Minn . .
Syracuse, N. T..
Washington, D. C.

Beckwith, O'Neill Co.
Wm. H. Eeynalds.

Collings & Co.

The Horton-Gallo-Creamer Co.
Philip Werlein, Ltd.
Blackman Talking Machine Co.
Chas. H. Ditson & Co.
New York Talking Machine Co.
iSilas B. Pearsall Co.
Mickel Bros. Co.
Putnam-Page Co., Inc.
Louis Buehn Co., Inc.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
H. A. Weymann & Son, Inc.
Standard Talking Machine Co.
Cressey & Allen, Inc.
Sherman, Clay & Co.
B. J. Chapman.
The John Elliott Clark Co.
Sherman, Clay & Co.
Sherman, Clay & Co.
Sherman, Clay & Co.
Koerber-Brenner Music Co.
W. J. Dyer & Bro.
W. D. Andrews Co.
Cohen & Hughes.
B. P. Droop & Sons Co.

Write your nearest Victor distributor for prices and further details today.

METAL SIGN ADVERTISING CO., Inc.

I Muscatine, Iowa. |

136

THE TALKING MACHINE WORLD

May is, 1921

THE $1.00
$1.00

Retail
Price

CUTTER— HERE IT IS

The ALTO

A better Fibre Needle Cutter for
less money

ALTO MFG. CO.

W Made Entirely of High-Grade

Steel

1801-1803 Cornelia Avenue, Chicago, Illinois

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 134)

wliich we have all seen in restaurants from time
to time. There is a plunger, which dropping be-
low the bulk of the needles, picks one up on its
return.

The new quarters of the Alto Mfg. Co. at
1801-1803 Cornelia avenue are now in full oper-
ation and additional machinery has been in-
stalled whereb}^ prodtiction has been speeded
up. The company was formerly located at 4100
Lincoln avenue.

Fenton Opens New Store

The Fenton Music Co. has been incorporated
with a capital stock of $15,000 by A. C. Fenton
and associates. A very handsom^e store which
is to be devoted exclusively to the Victor line
is to be opened at 4736 North Racine avenue.
This location is a little south of the big Riviera
Theatre, which is the center of the night life of
the Junior Loop. This is another venture of
Mr. Fenton, who has made such a big success
of the Hyde Park Music Shop, which is located
on Fifty-third street near Lake Park avenue.
Nupoint in. New Factory

M. M. Cole, president of the Nupoint Mfg.
Co., announces the removal of the Nupoint fac-
tory to spacious new quarters at 1208 West Fif-
ty-ninth street, this city. The new factory, which
comprises over 10,000 square feet, is now
able to care for all orders without the delay
which has been necessitated in the past," aAd
hereafter, according to Mr. Cole, shipments -nill
be made within twenty-four hours after orders
are received.

The patentedi containers for Nupoint needles,
which Mr. Cole has been working on for some
time have now been perfected. These are glued
boxes which make impossible any leakage. In
combination with these boxes there is a carton
which, in addition to containing the needle boxes

themselves, forms a stand that can be conven-
iently placed on any counter. With this is a
display card that is bound to attract the cus-
tomer's eyes. Then there is also the display
stand, which furnishes the needles in medium
loud or extra loud sizes. This stand is so con-
structed that it automatically replaces the boxes
as the)^ are sold. The Nupoint Co. is also sup-
plying its dealers with additional advertising
material, such as posters, display cards and
sample packages of needles.

New Victor Stores
The Cable Piano Co. has opened a new Victor
store at Hammond, Ind., which town is one of
Chicago's biggest industrial suburbs. A. C.
Critchley is manager. He was formerly man-
ager of the Pearson Piano Co.'s store at Ander-
son, Ind.

Word has reached Chicago of the big success
which attended the opening of the new store of
Carroll's Music House at Appleton, Wis. The
store formerly dealt in leather goods as well as
talking machines, but its Victrola business has
so developed that it requires the entire time of
the Carroll forces.

H. A. Beach in Chicago

H. A. Beach, who was formerly manager of
the traveling department of the Victor Talking
Machine Co., but who is now vice-president of
the Unit Construction Co., of Philadelphia, was
in . Chicago during the past week. Mr. Beach
is full of enthusiasm for his new work and
points out numerous instances of the remark-
ably quick service with which the Unit Con-
struction Co.. has equipped the shops of talking-
machine dealers with record booths.

Playerphone Has Exhibit

W. D. McKenzie, president of the Playerphone
Talking Machine Co., is holding an exhibit of

Something New
iVr/te /b/EJECTOR"Bulletin
Just off the Press

MAKE EVERY DAY
A PERFECT DRYING DAY

DRYING SYSTEMS,Inc.\ll-l7^So.Desplaines St.Chicago

/USERS OF OUR DRVERS PROTECTED By GROSVENOR PROCESS PATENT U86.477.

Pla3'erphone and Packard talking machines at
the Drake Hotel during the music conventions,
May 9 to 12. He has secured a room on the
mezzanine floor, where the complete line will be
displayed. "From the dealers that have written
to Chicago I gather that there is going to be a
considerable amount of buying done here. Cor-
rect prices combined with correct merchandise
are being sought after for the reason that dur-
ing recent months retailers' stocks have been
greatly depleted and the convention oilers an
admirable opportunity to restock."

Columbia Co.'s Good Work

John McKenna, head of the local Columbia
office, is one man largely responsible for the ex-
cellent entertainment which the music merchants
visiting Chicago enjoyed during convention week.
He secured some of Chicago's best theatrical
talent at the noon meetings for the big banquet
on Wednesday night and for the big midnight
frolic on Thursday night. May 12.

At the present writing the conventions are
still ahead of us, but from the talk that is going
around the 1921 gathering looms up in prospect
as being by far the biggest convention that has
ever been pulled off. In other conventions the
merchants had important business to occupy

Magnifies Sotmd 50 Times
ACME SOUND AMPLIFIER

Enables the repairman to lof^ate the precise
point of origin of unnecessary noise in the motor Pi^tr^e
w-ithout loss of time or useless disorganization of *
the mechanism which results from Euessing or «2 50
the sense of hearing alone. ^ *

MAKES EVERY MOVING PART IMMEDIATELY
ACCESSIBLE

"Guesswork Won't Do"

The ACME allows a tesl with the
drag of the needle throughout ihe
length of the record.

PRICE

$6.00

A
C

The

Acme Speed Indicator

— is precision made.
— clears the tone arm.
— 1 ocates motor

troubles,
—registers 78 and 80
"The rep»irman'« stethoscope." revolutions.
Made by

Acme Engineering & Mfg.. Co.

355 Union Park Court

CHICAGO

Edison Diamond
Amberolas-Plus Service

You know the quality of Edi
son instruments. Until you
have placed a trial order with
us, you are unfamiliar with

SERVICE.

A TRIAL CONVINCES

Out Service Covert the Country

William H. Lyons

Formerly Jas. I. Lyons

17 W. Lake St. Chicago

May 15, 1921

THE TALKING MACHINE WORLD

137

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 136)

WINDOW DISPLAY SERVICE PREPARED BY BRUNSWICK CO.

Chicago, III., May 10. — A new Brunswick win- ity nature and is illustrated in four colors by

dow display service is being furnished Bruns- some of Chicago's leading commercial artists,

wick dealers which is interesting, not only be- The service consists of five cards a month,

cause of its merit, but because of its being These cards range in size from 14 by 22 inches

Xephi^rs

X By y^ssfltat IbiUan "band

^nmawick.'^ecord TlaSOSl
85t

ieayt

^ torn ^

ChJifomkuts

ShimawickdtubitlaadSb
85*

amt7}a20%

ITlorc

than Beauty

p^ommends

0-/?,

hart
]oM£)oWn

C/or/lll S'temib/^
SSnmmicki^cord TlalSOZO

Brunswick Wmdow
Display for June

SinmswicK.'S^cord Th^l

85t

introduced at a time when there is a general to 11 by 14 inches, and are cut out of heavy

tendency by an unfortunately large number of enamel stock. The cards are equipped with an

retailers to "lay down" in their work. This easel and will stand without support wherever

window display service is distinctively of a qual- placed in the window.

their attention, but nothing any more important
than that which confronts them this year due to
the general economic and business conditions in
the trade in all parts of the country. However,
they never had a program of recreational enter-
tainment as elaborate as that which is sched-
uled for this year. To John McKenna and his
aids at the Columbia Co. goes the credit for this.
They have worked untiringly in securing the
services of theatrical headliners for the conven-
tion luncheons and meetings, the same as in the
past they have been extraordinarily active in
getting talent for the regular Piano Club weekly
luncheons.

Lyon & Healy Employes Banquet

The management of Lyon & Healy gave a
dinner to the sales force of this concern during
the latter part of April. The banquet came after
a week of intensive study of salesmanship and
was for the purpose of securing co-operation
among the different departments. It was held
in the Red Room of the LaSalle, and was fea-
tured by some interesting talks by executives
of the concern. Immediately after the dinner
V. E. Healy, in charge of the personnel depart-
ment, gave a resume of the work in prospect and
urged greater liaison between employes and
management. Columbus Healy next spoke in

"Multi-Cylinder j| Smoothness"

The Casey Hudson "4
Cylinder" phonograph
motor compares with the
ordinary 1- or 2-spring
phonograph motors as the
modern multi-cylinder au-
tomobile motors compare
with the "two lungers"
of years ago.

The Casey Hudson "4"
is velvety smooth in ac-
tion, silent running, bet-
ter balanced. Plays 6 to
8 10-inch records with
one winding. A revela-
tion in phonograph motor
efficiency.

Casey Hudson "4 Cylinder" Motor

Twice the smoothness — playing capacity — life — at very small increase in price

Produced in its entirety, from raw materials to finished product, in our own factories, under
the supervision of men who have given years of study and achieved notable success in
this business.

Casey Hudson also manufactures the Old Reliable ' KRASCO" 2- and 3-spring motors

The two sizes of the 4-spring motors are interchangeable with each other and with the
two sizes of "KRASCO" motors. Cabinets may be milled and bored alike for all. Gold
finish on exposed parts if desired.

Casey Hudson Company has a real message for PA^PY HIin^ON PH

phonograph manufacturers concerning its ability to \/nu£i I IlUl/lJUl" V»U»

produce phonograph motors of highest quality, in p . ^ p., .

any quantity, at efficiency-production prices. t. Unio ot. i^nicago

Let us bid on your requirements. Factories: 361-451 E. Ohio St

his characteristically energetic manner, review-
ing the improvements which were being brought
about in directing the efforts of employes along
correct lines of endeavor.

New Tonofone Window Display
Dorchester Mapes, secretary of the R. C.
Wade Co., manufacturer of the Tonofone needle,
states that there is plenty of business available
for those dealers who will go out and get it.
"Business was never better," said Mr. Mapes,
"but it requires a great -deal more hard work
than it ever did before. . The public possesses
the same buying power it had heretofore, but
to-day the dealer must show the consumer that
he is giving him Tiis money.'s worth before he
can be induced to part with it. I am glad to
state that the Tonofone is steadily forging to
the front and commanding the respect of the
entire trade. It is making hosts of friends among
people who love good music and who must be
depended' upon to make the talking machine
business as prominent as it deserves to be.
(Continued on page 138)

LIDSEEN

FIBRE
NEEDLE
CUTTER

Sharpens the needle with-
out removing it from
the tone arm

CONVENIENT

MECHANICALLY RIGHT

A Few More Jobbers
Wanted

The greatest seller
of them all. You
only have to show
this to sell it.

Good Profits

You are protected in sales

LIDSEEN

832-840 So. Central Ave.
CHICAGO

138

THE TALKING MACHINE WORLD

May 15, 1921

\ ¥ m Q/ou can '6 go wyong

EUGEHE»<>WILLIE HOWARD'5 TERRIFIC HIT"THE PASSING SHOW»M92l

MDERNEATHHAWAIIANSKIEI

C^e most beautiful Fox -Trot Melody

IR years "Published by V^O.'^^\'^^\^^c

/ ^ FEIST BLOG-

„j^/Ss^^^^' \^ ' • NEW YORK^

FROM OUR CHICAGO HEADQUARTERS- (Continued from page 137)

"We have just issued a new window display
proposition that is meeting with exceptional
success and five of our new displays have been
installed in some of the leading shops on Wa-
bash avenue, our 'Music Row,' and, what is
more important, they are producing excellent
results. In fact, this new display proposition
is creating quite a sensation wherever shown,
and during May we are featuring it in a more
attractive form than previously. The center
sign or poster in our display is an 18x25 oil-
painted sign in four colors and can be used
to advantage in the most artistic window dis-
play."

Dealers After Record Business

• W. C. Griffith, of the Chicago Talking Ma-
chine Co., says that there is a very decided ten-
dency on the part of dealers to develop their
record business. "One indication of this is
apparent in that our 'New Records Magazine' is
coming into increasing use every day. Dealers
have' found out that machine owners can be
made big record buyers by having an intimate
knowledge of. what is available for them and
their individual tastes. It seems that dealers
are also developing their accessory business,
for our sales of the extra loud Tungs-tone
needles are increasing very rapidly."

Cheney Machines Interest Conventioners
During the conventions of the Music Indus-
tries in Chicago the Cheney talking machine

occupied a place of prominence in the very ar-
tistic talking machine department of the Mar-
shall Field Co.'s retail store. The different art
models made by this company were displayed to
advantage and greatly interested convention
visitors, for no one can visit Chicago without
calling at the Marshall Field store, which is one
of the show places of our city.

Speaking of business conditions W. E. Burr,
sales manager of the Cheney Talking Machine
Co., said: "Generally speaking, there is a slight
improvement. There is a decided demand for
styles of the bigger and better type. People
who buy this sort of goods are of that class
which always has enough money to weather any
industrial storm without economy in purchases
of this kind. For some time past the wiser
dealers have recognized this and have been
catering to this class of trade. I have in mind
one dealer who has followed this plan and the
first months of this year showed that although
there was a 40 per cent decrease in the number
of units of machines he sold there was only
an eight per cent decrease in dollars and cents."
Grafonola Sales Increase

John McKenna, manager of the local office of
the Columbia Co., reports that there has been
a small but steady improvement in machine
sales. "This is partially due," said Mr. Mc-
Kenna, "to the fact that the Columbia Co. was
the first to restore pre-war prices on a stand-

You Don't Have to Tune This Motor

If you have to tune a motor when
it reaches you, someone will have to
tune it after it leaves you.

If it didn't stand shipping shock
once, it won't stand it again.

This motor is silent — self-lubricated
and enclosed.

It will end your motor difficulties.

It is being adopted by more and
more of the better phonograph
makers, and they are delighted.

Absolutely uniform speed, and per-
formance.

Write us for further information —
prices, etc.

United Manufacturing and Distributing Company

536 Lake Shore Drive

CHICAGO

ard machine. Some of our dealers did not
approve of this at first, but they are now find-
ing out that it was a wise move and are satis-
fied. There has been a noticeable increase in
sales of our period models and the higher grades
generally. Not a day passes but dealers bring
in prospective customers to our Model Shop and
sell them machines of this class.

"Record business is on a par with last year's
sales, with an increasing demand for records
of the better class and a lessening demand for
the extreme type of jazz records."

' George W. Hopkins in Town

George W. Hopkins, general sales and ad-
vertising manager of the Columbia Graphophone
Co., was in Chicago as one of the speakers at
the conventions of the Music Industries. While
here Mr. Hopkins spent much time at the Chi-
cago office of the Columbia Co. in conference
with Mr. McKenna.

Samuel Lemberg, of the executive offices of
the Columbia Co., has been transferred to Chi-
cago, where he will take the place of J. C.
Wuertzer in the city sales department. Mr.
Wuertzer has gone to Youngstown, O., where
he will engage in other business.

The Coming of Dr. Richard Strauss

Much interest is evinced in music circles fol-
lowing the announcement of the forthcoming
visit to America of Dr. Richard Strauss, who is
known the world over for his "Salome," "Elek-
tra" and "Rosenkavalier." He will arrive in
America in October. Dr. Strauss's arrange-
ments will be handled by the International Con-
cert Direction, Inc., one of whose chief func-
tions is directing the appearance in concert of
all exclusive Brunswick artists.

New Incorporations

The Seton Music Co., located at 1920 South
Michigan avenue, Chicago, has been incorporated
with a capital of $40,000 to print and publish,
revise, compose and arrange musical composi-
tions. The correspondent is Henry L. Shaver,
1821 Mailers Building.

The Chicago Band Instrument Co., located at
28 East Eighth street, has been capitalized at
.$6,000 to manufacture, repair and deal in musical
instruments and accessories.

H. G. Power a Visitor

H. G. Power, who was one of the officials of
the Taylor Carpet Co., of Indianapolis, was in
Chicago the past week. Mr. Power reports that
business for the first four months of 1921 was
the best that his company ever enjoyed.
The Way to Keep Records

The Musique et Instruments (Paris) in a re-
cent issue remarks that the material used for
making discs is in reality a liquid of great vis-
cosity. Thus it often happens that records
stocked vertically, and not sufficiently supported,
become misshapen and warp. This can be gen-
erally rectified by putting them under pressure
horizontally under a number of other discs.
Such deformation never takes place if the discs
are stored in a horizontal position.

May 15, 1921

THE TALKING MACHINE WORLD

139

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 138)

liiiiiiiiiiiiiii;iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiH

EXCELSIOR PADS

The most satisfactory packing ma-
terial for packing phonographs for
shipment. Used to advantage by the
largest manufacturers. Send for
prices and samples.

H. W. SELLE & COMPANY

Manufacturers
1000-1016 N. Halsted St, Chicago, 111.

BRUNSWICK WINS ON MOTHERS' DAY

Great Campaign Conducted in Honor of
Mothers' Day, Which Brought Splendid Re-
sults to Dealers Who Helped to "Say It With
Music" — Some Publicity That Helped

Chicago, III., May 11. — Brunswick dealers in Chi-
cago and, in fact, all over the country, are hold-
ing an impromptu celebration this morning over
the remarkable success of the Mothers' Day
campaign which came to such a resultful cul-
mination Sunday. The idea, which originated in
the advertising and sales department of the
Brunswick Co., was designed to be one of the
"concentrated selling plans" which is so essen-
tial these days.

It was believed that with the growing observ-
ance of Mothers' Day and with the remarkable

Sunq bij ^onelli

Qteverse

Smilin' iRrough

$1^5

Ad Featuring "Mother o' Mine"

appeal that the talking machine possesses for
those who desire a gift that can be both prac-
tical and expressive of the finest sentiments,
an opportunity was presented not only to make
an unusual number of sales, but to do it at a

time of the year when the market was other-
wise very quiet.

The love which everyone of us bears for his
or her mother is one of those attributes of the
human heart that lies closest to divinity. Thus,
its appeal from the standpoint of human inter-
est is exceedingly strong. Coupled with this
intense appeal is the permanent nature of the
phonograph as a gift, which makes it far supe-
rior to the customary gift of flowers.

Some dealers, however, pursued the thought
that.it was not necessary to dispossess the

Join This Conspiracy

Mothers' Day Club

Surprise Your Mother

on May 8th-Mothers' Day
with a Brunswick

Wc have a secret we want
to share with you — but we
can't publish the details here.
We have a wonderful plan for
you to use in honouring your
Mother on the day that's
named for her.

We call it our Mothers' Day
Club. All the details we
explain personally, but
not in print. But it's a
splendid idea, conceived
by Brunswick, and one
which you'll appreciate.

This part we can tell
— on Mothers' Day your
Mother will be given
a tremendous surprise-

We. deliver to her a Brunswick
Phonograph (Model 112) and
a special collection of Bruns-
wick Records, and — but the
rest is part of the secret.

The Mothers' Day Club
makes it easy for you to honor
her in this delightful manner.
It affords her a perma-
nent reminder, a con-
stant pleasure.

Come in at once. and
let us tell you the plans
personally Never has
such an ofifer been made
before.

The time is short —
so come in at once.

Your name and address

Copy No. 2457

120 hnesx2coIs. News 16179-J

One of the Mothers* Day Club Ads

place that flowers have in Mothers' Day and
believing there is room for both gave a bouquet
with every machine sale. In this connection one
dealer reported that a bouquet of flowers sent
with the machine added the flnal touch and cre-
ated an entente cordiale between the purchaser
and the dealer that would be reflected in the
months to come.

The Brunswick Co. advised the formation of
Mothers' Clubs and suggested that the Bruns-
wick Model 112 he selected as the favorite in-
strument. This decision was made because
Model 112 is said to strike a very happy mean
in price and is the most inexpensive of the
{Continued on page 140)

I Period Designs |

I like highest grade |

I Furniture |

I Produced by |

New! New!

APEX Fibre Needle Cutter

Cuts with the grain to the point.
Makes the use of fibre needles as cheap as steel.
No variation in angle or size of cut.
Does nof crush the shell.

Small Size — Simple Construction
For sale through jobbers and dealers.
Retail Price $1.50
Manufactured by

W. H. WADE^'*^*^cii?A?o^''®""^

New!

PatontMl Nov. 2, 1920

^ thAt 30 chips
F can be made
^ a n d 36 records
• I played with one
J fibre needle.

140

THE TALKING MACHINE WORLD

May is, 1921

PHONOGRAPH REPAIRING

We Are Manufacturers
of the Famous
WATROLA
PHONOGRAPH
Seven Models

Ask for Special Prices
to Dealers

We Can Repair Any and All Makes of Phono-
graphs. We Have Parts for All Motors, Tone-Arms,
Etc. Prices Very Reasonable. Send Us Your
Repairs at Once. Quick Service.

WARTELL PHONOGRAPH CO.

WE SELL THE
GENNETT RECORDS
NUPOINT NEEDLES
CABINETS, MOTORS
and TONE ARMS

178 W. RANDOLPH ST.

CHICAGO, ILL.

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 139)

Brunswick machines which possesses the Dou-
ble Ul-tona reproducer. The campaign was
started on March 28, thus giving some forty
days to develop the idea and to organize the
Mothers' Clubs. Many of the dealers delayed
in starting their work and one Brunswick repre-
sentative in Texas neglected to institute his
campaign for the idea until the last two weeks.
He later reported that he was surprised and
delighted to sell some "eighteen machines in
our first week's work."

For those people who already owned a Bruns-
wick a supplementary campaign was staged that
was designed to sell Brunswick records, and this
phase of the campaign was so well developed
that even traveling men who are reputed to be
more or less neglectful were reminded of their
filial obligations by finding on the hotel desks
in every town a reminder, which asked, "Will
Mother have word from you on Mothers' Day,
May 8?" These little slips went on to tell how
Mother could be sent a message of love through
the Brunswick dealer. Brunswick Record No.
13001, "Little Mother o' Mine," was recom-
mended as an appropriate gift, which would be
delivered in a special gift envelope anywhere in
the United States on or before May 8.

"The Brunswick Co.," said an executive at
the big Wabash avenue headquarters, "invites
the entire music trade to share in the idea of
a phonograph for Mothers' Day. This year it
has been a Brunswick idea, but next year and
thereafter we invite dealers in talking machines
— especially those who handle standard lines —
to participate in making Mothers' Day a big suc-
cess for all of us.

"It is believed by our company that the
phonograph and record can exemplify the spirit
of Mothers' Day in the best way that can be
conceived and we feel su.re that the idea can
be developed for the mutual good of all who
are in this industry."

NEW STEGER AD MANAGER

Sherwin Murphy Appointed to Post of Adver-
tising Manager for Prominent Chicago Phono-
graph Manufacturers — Has Wide Experience

Chicago, III., May 5.— Sherwin Murphy has
been appointed advertising manager of the
Steger & Sons Piano Mfg. Co., in accordance
with the policy of that company to give ad-

DVORAK'S NEW POSITION

Chicago^ III., May 2. — Lyon & Healy announced
this week the appointment of Joseph Dvorak as
general Western representative for the com-
pany, with headquarters in Los Angeles. Mr.
Dvorak has been associated with Lyon & Healy
for thirty years, and during that time has won
the esteem and friendship of the trade through-
out the country. He is ideally qualified for his
new post, and Lyon & Healy's Western trade is
assured of maximum service under his direction.

Everything comes to him who really works
hard in this year of grace.

Sherwin Murphy

vancement whenever possible from within its
own organization.

Mr. Murphy was graduated from Loyola Uni-
versity. He started with Steger & Sons in the
accounting division three years ago and subse-
quently was promoted to the advertising de-
partment as assistant to Charles E. Byrne, who
is now secretary-treasurer. The publicity of
the Steger institution will be handled and de-
veloped capably by Mr. Murphy, under the
direction of Mr. Byrne.

Mr. Murphy is keenly interested in adver-
tising and selling and thoroughh' imbued with
the spirit and ideals that have always distin-
guished the Steger house. He is a gifted writer,
well informed regarding the selling methods in
vogue in the music industries, and a real en-
thusiast on the subject of "dealer co-operation."

His most pronounced hobby is photography.
As a result of his activity in that direction he
has been successful in capturing prizes for par-

WE ILLUSTRATE THE

"Handy" Dome Clamp

Quick action for clamping domes and
frames on Talking Machine Cabinets

Write for Catalogue of clamping machines for
Cases and for all purposes.

VENEER PRESSES AND CLAMPS

HANDY MFG. CO.

27 E. Madison St., Chicago, III.

ticularly fine work in national photography com-
petitions.

BIG SHIPMENTS OF BAMBOO

F. D. Hall, President of the Hall Manufacturing
Co., in Japan Arranging for Shipments of
Choice Bamboo to Chicago Factory

Chicago, III., May 10. — Dealers and jobbers in
fiber needles, as well as fiber needle enthusiasts,
need have no fear that the quantity of this prod-
uct will be smaller than the demand in the
future. F. D. Hall, president of the Hall Manu-
facturing Co., writes from Japan telling of ar-
rangements he has made for shipments of the
best bamboo the Orient produces. Every other
month there will be a carload shipment to this
country. In fact, the first carload has already
artived and, according to H. J. Fiddelke, is the
best stock yet received.

Incidentally, Mr. Hall on his arrival in the
far West discovered that the climate is not all
it is pictured in the tourist handbooks. He
found it necessary to leave Yokohama and go
to Shanghai, China, in order to get warm. He
says there was no heat in Yokohama.

The Hall Manufacturing Co. is contemplating
the issuance of a series of dealers' helps to push
the fiber needle in retail stores. A counter dis-
play carton is being prepared which will artis-
tically display the needles to customers.

An exhibit of fiber needles was held at the
Drake Hotel during Convention Week, May
9 to 14. A verf attractive window display on
the main floor caught the eye of music mer-
chants from all parts of the country.

Why Break Records?
Just File Them!

That i» if you have the wonderful Record filing sys-
tem which IS « feature of

The Marvelous MAGNOLA

W&tcKirjJ tKe Music Come Out

This is only one feature of many that wll command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ, Presldtnt
General Offlies Southern Wbolesale Branoh

711 MILWAUKEE AVENUE IS30 CANDLER BLDQ.

OHIOAQO ATLANTA, 8 A.

May 15, 1921

THE TALKING MACHINE WORLD

141

NEW BRUNSWICK FINANCING PLAN

Big Opportunity Held Out to Brimswick Dealers
to Expand Sales — Interview With P. L.
Deutsch Discusses Developments

Chicago, III., May 11. — The Brunswick-Balke-
Collender Co. announces a new plan for financ-
ing its dealers, which is exceptionally interesting
in view of existing conditions.

The plan is explained by Thomas A. McHale,
head of the credit department of the Brunswick
Co., in the following statement:

"We have consummated arrangements with
a large investment corporation that will enable
us to provide facilities to Brunswick phonograph
dealers who are desirous of realizing funds on
their instalment contracts in order that they
may operate on a greater scale.

"The investment company will furnish funds
to dealers on instalment contracts on the basis
of the following schedule:

"Schedule One: (Where the contract provides
for payment in more than twelve equal monthly
paj'ments) Funds will be advanced on the face
amount of the first twelve payments. The
amount of money advanced on contracts will
be as follows:

83 1-3% of face of contracts maturing in 6 months.

85 % of face of contracts maturing in 7 months.

S7'/i% of face of contracts maturing in 8 months.

80 % of face of contracts maturing in 9 months.

80 % of face of contracts maturing in 10 months.

82 % of face of contracts maturing in 11 months.

83 1-3% of face of contracts maturing in 12 months.

"Schedule Two: (Contracts providing for

payment in six equal monthly payments) Funds

will be advanced as follows:

3 54% of face of balance due on contract.

4^% of face of balance due in 7 or 8 months.

S'AVo of face of balance due in 9 or 10 months.

6%% of face of balance due in 11 or 12 months.

"The money realized from the investment
company is payable by the dealer in monthly
instalments. In other words, he remits to the
company the money received from his cus-
tomers on the first and_ fifteenth of each month.
For the purpose of showing what it costs, let
us take, for example, an instrument that sells
for $200. Assuming that the initial cash pay-
ment is 10 per cent, or $20, that leaves a balance,
secured by contract, of $180. The investment
company will loan 83 1-3 per cent, or $150, for
which a charge of 6^ per cent on $180 is made,
amounting to $11.70.

"By taking advantage of this finance plan the
actual cost to the dealer is $3.69, as follows:

Plays Only Hill-and-Dale Records, hut Plays Them at Their Best
Scotford Model I Reproducer 1 -V for Victor — Sample Prepaid to Dealer
$3.85 Nickel; $4.75 Gold — Retails $6.00 and $7.50
Scotford Model I Reproducer with 1-C Columbia Connection— Prepaid Superior Svecialties for Phonographs ©

to Dealer, Nickel $4.25; Gold $5.50-Retails $6.75 and $8.75 BARNHART BROTHERS & SPINDLER |

Quantity Prices on CApplication Monroe and Throop Streets CHICAGO ©

^ ®
©®®©®©®©©©©©©©©©©®©®®©©©©©©©©©®©©©©©©©®@©©@©©©©©©©©©©©©®@@©©©©©©©©@©

Discount to investment company.. $11.70
2 per cent cash discount on $108... $2.16
6 per cent interest on 12 payments

of $15 each 5.85 8.01

Cost $3.69

"The establishment of this plan will enable
phonograph dealers to double their business as
the principal difficulty, lack of funds, will be
surmounted."

P. L. Deutsch, assistant secretary of the
Brunswick Co. and head of the phonograph
division, said: "This new plan I consider to

represent one of the greatest steps in phono-
graph merchandising and I believe it eliminates
all old-time efforts at financing, and gives Bruns-
wick dealers a supreme opportunity. This plan
goes into efifect at a psychological time. It will
appeal to the public. It removes resistance
from buying. It allows everyone to buy a
Brunswick on time if cash is not available. It
removes a financial burden from the dealer.
He can expand as fast as he wishes. Only
Brunswick dealers can partake of this plan. It
is exclusive, which, in itself, means a tremendous
advantage."

PLANS FOR CARAVAN CONVENTION

Phonograph Co. of Chicago Announces Plans
for Chicago Meet, June 20 and 21

Chicago, III., May 10. — W. C. Eckhardt, mana-
ger of the wholesale department of the Phono-
graph Co. of Chicago, announces that plans have
been completed for the "Caravan" Convention,
which is to be held in Chicago June 30 and 31.

The Convention proper will be held at the
Blackstone Theatre, Monday, June 20, and Tues-
day, June 21. There will be a dinner, show and
dance on the Tuesday evening at the Drake

Hotel. It will be largely attended by dealers
from all parts of the Central West and from
present indications there will be Edison men
from as far West as Denver, from Cleveland on
the East and the Canadian border on the North.

The meeting is expected to be one of the most
successful Conventions that has been held for
some time and much work of importance is
expected to be accomplished. Thomas Leonard,
sales manager of Thos. A. Edison, Inc., was in
Chicago a few days ago conferring with Mr. Eck-
hardt and perfecting plans for the Edison meeting.

Melody Portable Phonograph

Equipped With
Heineman Double Spring Motor
Blood Tone Arm and Reproducer
Removable Tone Arm and Winding Key

Durably Constructed. Mahogany Water-
proof Finish. Brass Trimmings. Carries
10 Records. Wonderful Tone — equal to
that of a $200 machine. Plays all records
soft, medium or loud as
desired. Portable —
Weighs only 18 pounds.

PROMPT DELIVERY

Here's a Winner for
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Write for Sample and
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MELODY NATIONAL SALES CO. 190 N. State Street, Chicago, IH.

ORO-TONE PRODUCTS IN CANADA

Leigh- Hunt Closes Arrangements Whereby W.
H. Banfiield & Sons, Ltd., Will Handle Line

Chicago, III., May 10. — Leigh Hunt, treasurer of
the Oro-Tone Co., of this city, just returned from
a trip to Canada, which resulted in an arrange-
ment by which the Oro-Tone products will be
given wide distribution in the dominion. He
-consummated a deal with W. H. Banfield &
Sons, Ltd., of Toronto, whereby that large well-
known house will manufacture Oro-Tone tone
arms and sound boxes and so forth and will
market them in Canada under the name of the
"Oro-Tone-Banfield" Phonograph Equipment.

The A. T. Emerson Co., Inc., manufacturer of
Emerson phonographs, has moved from 1140
Broadway to the Emerson Building at 206 Fifth
avenue. New York, where it will occupy quar-
ters on the second floor.

REPAIRS

All makes of Phonographs
Promptly and Efficiently

CENTRAL MUSIC SALES CO.
173 Sixth Street, Milwaukee, Wis.

The New
ImproTed J

Stewar^

RKTAIT, PRICE $15 00
Dealers^ Prices

Each

2-5 $11.00

6-12 10.50

12-24 18.00

24-48 9.50

Phonograph Surgery and Supplies

LET US CO-OPERATE WITH YOU

We operate the Largest and Most Up-to-date jobbers It^

PHONOGRAPH

MOTORS
TONE ARMS

RECORDS
HARDWARE
NEEDLES
<ind

REPAIR PARTS
ALL MAKES

Equipped Phonograph Repair Shop in the West.

Have you a Phonograph Repair Agency? tf
not, let us tell you what we can do for you.

Send for our price list and catalogue today.

The Co-operative Manufacturing Co.

Main Office and Factory
1867 Milwaukee Ave., Chicago

All Phone.
Humboldt 3345

142

THE TALKING MACHINE WORLD

May 15, 1921

We Made It From the First, It Proved a Winner

Now It's Ours and Yours, Mr. Dealer !

We have purchased from Geo. L. Hadley, former secretary of
W. W. Kimball Co., Chicago, the exclusive manufacturing and
selling rights to.^n t — ^ for U.S.A. and Can.

ALUPHON]

SUPREME
TALKING MACHINE VALUE

A WORD TO VALUPHONE DEALERS

All instruments now in use by the multitude of satisfied Valuphone customers were made at our
plant under special contract. We will continue to supply the trade direct, with the same generous
size cabinets, beauty of design and finish and fine tone quality for which the popular priced Valu-
phone has become nationally distinguished.

Investigate the VALUE in the Valuphone

WHY VALUPHONES ARE
RAPID SELLERS

All styles are made in- generous
size cabinets, finely designed, pro-
portioned and finished in choice
Mahogany, handsome figured
Oak and select Walnut.
Big Capacity Motors
Concert Size Reproducers
Perfect Automatic Stops
Beveled Edge Turntables
Extra Felt emd Silk Plush Tops
Built-in Record Compartment
Six Albums for Seventy Records
Ball Bearing Casters
Nickel Leg Caps

First Quality Heu-dware Through-
out

Classic Grills

and last, but not least, we are
aware,

PRICE

is the greatest salesman on earth,
and Spot-Cash the world's great-
est buyer.

WE SAID, "YOURS,"
MR. DEALER

Depend on us for your regular
supply of real phonograph bar-
gains. Valuphones offered in
"window displays, by your sales-
men, or through newspaper ad-
vertisements, at Valuphone ptrices,
will arrest the mind of the thrifty,
who constitute the nation's best
buyers. In other words they will
bring good trade to your store.

IF YOUR NAME IS BETTER
THAN OURS, USE IT

The Valuphone in talking
machines is everything its name
implies, that's why it's called the
Valuphone. We do not sell you
the name, however, you pay for
the instrument only. In fact, if
you prefer, we will place your
own name on it.

One Thing We Will Not Change
Is the Value

Opportunity for more than the Ordinary Profit

We no longer call our discounts "jobbing prices," they are lower than jobbing prices. Valuphones
at their regular authorized retail prices are bargains at all times and places. They are attractively
priced at retail and most profitably priced at wholesale. Our standard is "Value", and this holds
both quality and price commensurate. Let us prove it!

A Reliable Source of Supply

Our factory has operated through the entire war period and since armistice, on either time and one-
half or full time, never having been closed down during any working day for over six consecutive
years, emphasizing the stability of our product, both from the standpoint of supply and demand.
You may depend upon us, always.

If price is important to you, WRITE US TODAY. We do not quote prices promiscuously.

WIZARD PHONOGRAPH COMPANY, Inc.

THE "PRICE MAKERS" ^"'^'^"^^S' president "PRICE MAKERS"

1973-75-77-79 Ogden Avenue, Chicago, III.

May 15, 1921

THE TALKING MACHINE WORLD

143

CRITONA RECORDS ARE NOW READY

Criterion Records, Inc., Issue First Catalog of
Critona Records — Will Concentrate on Opera-
tic, Light Classical and Standard Selections —
Personnel of Organization Comprises Men of
Many Years' Experience in Industry

Criterion Records, Inc., New York, has an-
nounced the first catalog of Critona records,
which are manufactured by this company. Forty
selections comprise the first list and the company
expects to issue supplements monthly.

Arthur H. Cushman, vice-president and gen-

Geo. W. Beadle, President

eral manager of Criterion Records, Inc., who is
one of the best-known members of the record
industry, in a chat with The World gave the
following details regarding the company's plans
and policies, stating:

"We have made a careful study of the dealers'
requirements and have definitely decided to con-

centrate our activities on the recording of opera-
tic, 'popular' classical and American standards
by artists of recognized standing in the musical
world. We are planning to direct our appeal
towards the 'independent' dealer, the term 'in-
dependent' signifying the dealer who handles a
line of phonographs that is not coupled with a
record line, or a dealer who handles a line of
records whose catalog does not include operatic,
classical and standard music.

"In the preparation of our first catalog of
Critona records we have endeavored to place
tone quality as the paramount factor. Every
member of our organization is imbued with the
idea and thought that quality must be the key-
note of any successful record line, and we are
going to work along these lines at all times.
Incidentally, I might comment upon the fact
that we have selected the most difficult feats in
recording as the basis for our first list, and this
group was selected with the specific purpose of
showing the trade the position that we expect
Critona records to attain in the industry. We
are now ready to make deliveries of our entire
list, and every co-operation will be afforded the
dealers in the merchandising of our records."

The executive organization of Criterion Rec-
ords, Inc., comprises some of the leading mem-
bers of the record field. Geo. W. Beadle, presi-
dent of the company, who was for many years
consulting engineer of the Columbia Grapho-
phone Co. and the International Paper Co., will
be in charge of all departments of manufacture.
He is the originator of the Beadle press, which
is in use in practically tvery record-pressing
plant in the country.

Alexander N. Fierman, who is responsible for
the new process of recording under which Cri-
tona records will be manufactured, was for
twenty-three years head of the research depart-
ment of one of the leading record manufactur-
ers in the country. Geo. W. Slight, who will be
in charge of the recording division of Criterion
Records, Inc., is a pioneer in the record field.

Wm. F. Nehr, secretary of the company, will
supervise the technical branch of the electric
plating department, and be responsible for the
actual production of the record from the making
of the wax master to the completion of the
pressing stamper. Mr. Nehr was associated with

Arthur H. Cushman

Thos. A. Edison, Inc., for twenty-seven years,
and is a recognized expert in his line.

Among the prominent artists who have already
arranged to make Critona records and whose re-
cordings are represented in the first supplement
are: Signor Antonio Rocca, a new tenor of the
Chicago Opera Co.; Miss Eva Leoni, a coloratura
(Continued on page 144)

144

THE TALKING MACHINE WORLD

May 15, 1921

PRE-WAR PRICES

CABINETS

Models in Ail Sizes at a
Big Cut in Prices

GENUINE MAHOGANY,
AMERICAN WALNUT and
GOLDEN QUARTERED OAK

Height 49 inches
Width 21 . "
Depth 225^ "

Model 316
Height, SVA"
Width, 24"
Depth, 25"

SIX MODELS, ALL SIZESand
FINISHES, IN COMPLETE
PHONOGRAPHS AT PRE-
WAR PRICES

A-l Cabinet Work in Construction and
Finish

Large Double Spring Motors and Universal
Tone Arms
Write for Special Prices on Large and
Small Quantities

Player-Tone Talking Machine Co.

967 LIBERTY AVE., PITTSBURGH, PA.

CRITONA RECORDS ARE NOW READY ISSUE GREAT SUPPLY CATALOG

(Continued from page 143)

soprano of exceptional promise; Signor Millo
Picco, a popular member of the Metropolitan
Opera Co., and Signor Carlo Ferretti, a bari-
tone who has attained considerable renown. All
of these artists have made several records for
the first Critona list and they are enthusiastic
regarding the tone quality of their records.

Paul Bolognese, who is famous in Italy as a
conductor of operatic music, will be musical
director of Criterion Records, Inc. Mr. Bolog-
nese, who has had an exceptionallj- thorough
musical education, is admirably equipped for
this important position and numbers among his
personal friends the foremost operatic stars of
Europe and this country.

GIVES DINNER TO SALES FORCE

Edward Strauss, Manager of Local Brunswick
Branch, Is Host to Gimbel Bros. Talking Ma-
chine Department's Staff — Splendid Sales To-
tals Recognized by Banquet and Reception

In recognition of the splendid sales showing
attained by the talking machine department of
Gimbel Bros., New York, in the sale of Bruns-
wick phonographs and records, Edward Strauss,
manager of the New York branch of the Bruns-
wick-Balke-Collender Co., recentlj- gave a dinner
to the staff of this department.

Some time ago Mr. Strauss, in conference
with M. Max, manager of Gimbel Bros, talking
machine department, stated that he would be
the host to the department's forces if the sales
for the first quarter of the year showed an in-
crease over 1920. With this offer as an incen-
tive, the force worked indefatigablj', and, as a
result of their efforts, a splendid increase was
achieved.

The dinner was given at the Hotel Pennsyl-
vania, and in addition to Mr. Strauss and Mr.
Max, the speakers included Chester Abelowitz,
metropolitan district representative of the Bruns-
wick local branch, and Wm. A. Brophy, director
of the Brunswick recording laboratories. There
was also an entertaining musical program fur-
nished by several popular Brunswick artists, in-
cluding Lynch and Sheridan, Ernest Hare and
Rudy Wiedoeft.

FORMS ACCESSORY HOUSE

M. Latham Heads Marathon Sales Co. — Will
Handle Well-known Accessories

E. M. Latham, formerly manager of the Welte-
Mignon Studios and the Emerson Shop, and one
of the best-known members of the local retail
trade, has formed the Marathon Sales Co., with
headquarters at 1181 Broadway, New York. This
company will act as a distributing agency for
a number of well-known houses and Mr. La-
tham's thorough knowledge of the trade will give
him an opportunity to give the dealers ejficient
service in making their accessory department a
profitable division of their business.

Among the lines already handled by the Mara-
thon Sales Co. are: Brilliantone steel needles, Re-
fiexo products, Jones-Motrolas, Peerless albums,
Lansing covers, Penn Victor Dogs, Nupoint
needles, Alto fiber needle cutters, Masterphones,
and other specialties.

Everybody's Talking Machine Co., of Philadel-
phia, Publishes a Volume Most Complete in
Details and in Extent of Products Handled

Everybody's Talking Machine Co., 38 North
Eighth street, Philadelphia, Pa., has just issued
a new catalog and price list covering its prod-
ucts of motors, main springs and repair parts.
It carries hundreds of illustrations of small but
important parts of talking machines and motors,
each of which is numbered and arranged in such
a manner that the price can be readily referred
to, thus simplifying the ordering of such goods.

In addition to the equipment for talking ma-
chines which the company manufactures or
stocks carried, the firm also makes a specialty of
distributing Wall Kane, Gilt Edge, Brilliantone
and Reflexo needles.

Everybody's Talking Machine Co. also manu-
factures its own sound box under the trade name
of Uman-Tone reproducer, which is made to fit
all standard makes of talking machines and can
be secured in special size to orders with no ad-
vance above the regular quoted prices.

Special parts are carried for particular makes
of machines and these also appear in the cata-
log and are illustrated and numbered. Parts for
obsolete motors are carried in stock and when
such out-of-date goods cannot be found will
be made up.

The company also carries the Meisselbach and
Heineman motors and photographic reproduc-
tions of the most popular of these motors are
given a conspicuous place in the new catalog.

Thousands of parts are described and num-
bered and practically everything for the manu-
facture or the repair of talking machines of all
makes can be delivered hy the company.

Accompanying the catalog is a circular carry-
ing a description and illustration of two repair
tools, on the reverse side of which is a dealers'
order blank. The repair tools are to assist the
repairman in inserting springs in motors, re-
moving kinks in the center of springs and mak-
ing the center smaller or larger at will.

The material is especially interesting inas-
much as the prices are all up to date and the
numerous illustrations, as well as the descrip-
tions, add to its value.

WILL MARKET ELECTRIC FLASH UMP

A. J. Olson, formerly associated with Thos. A.
Edison, Inc., and who occupied the position of
sales manager of Jones-Motrola, has been ap-
pointed general sales manager of the Novo
Mfg. Co.7 New York, manufacturer of electric
batteries and pocket flash lamps. This company
will shortly place on the market a new type of
flash lamp for use on talking machines, and Mr.
Olson's previous experience in the industry ad-
mirably equips him to handle the sales and
advertising campaign for this lamp.

MISS PEARL BARKER IN CHARGE

Miss Pearl Barker, for two and a half years
connected with the sales force of the Grafonola
department at Lansburghs & Bros, store, Wash-
ington, D. C, has assumed the managership of
that department. This company is distributor
of both Columbia machines and records and the
Aeolian Vocalion Co. products.

MAGNET DECALCOMANIE NAMEPIATE

HURTtAU.wllllAMS & CO.'I»

MONTREAL OTTAWA-

POP TALKING MACHINE
CABINETS Et( ""^

Pamphlets with fac-simile illus-
trations and prices mailed
on request.

SMITH-SCHIFFLIN CO.

149 Church Street

New York City

IE PHONOGRAPH <

mo HUBON ROAD (hatMmtU^

May 15, 1921

THE TALKING MACHINE WORLD

145

No Red Tape About Gelling

Grey Gull Records

Order what you want, when you want, and no more than you want.
Instant service on all latest hits, including:

Rose in the DeviFs Garden

Now I Lay Me Down to Sleep

Wyoming (either Vocal or Instrumental)

Over the Hill

No Wonder Fm Blue

Distributors

Associated Furniture Manufacturers
1209 Washington Ave.,
St. Louis, Mo.

Joseph Barnett & Co.
218 Fourth Ave., East,
Cedar Rapids, Iowa

Candioto Piano Company
Lexington, Kentucky

Capital Paper Company

South St.,
Indianapolis, Ind.

Chapman Drug Co.
Knoxville, Tenn.

Cole & Dunas Music Co.
54 W. Lake Street,
Chicago, III.

Excelsior Music Co.
Cape Girardeau, Mo.

Grey Gull Records, Inc.
295 Huntington Ave.,
Boston, Mass.

Louis Merki
150 Post Street,
San Francisco, Calif.

Richardson Drug Co.
Omaha, Neb.

Scott Weighing Machine Co.
Topeka, Kan.

Mello Cello
Now and Then

Pucker Up and Whistle
Scandinavia
Peggy O'Neil
Drowsy Head
Moonlight

Coral Sea
Bright Eyes

Fm Missin' Mammy's Kissin'

Look for the Silver Lining

(either Vocal or Instrumental)

All records 10-inch, double disc, lateral.

Grey Gull Records are recorded and manu-
factured complete in our own plant. We
have no work done for us by outsiders.

Liberal discounts to the trade. Special terms to chain
stores, department stores and other large users. Write
nearest distributor or direct to us.

INCORPORATED

295 HUNTINGTON AVENUE, BOSTON, MASS.

146

THE TALKING MACHINE WORLD

May is, 1921

ARTo

PfaoDOgraph

Records

85c

ARTo

Word RoDs
$1

VOCo

Word RoDs
85c

Subject to Liberal
Trade Discounts

ARTo RECORDS

FOR JUNE, 1921
DANCE RECORDS

9064 Cherie. Fox-trot Julius Lenzberg's Orchestra

Vamping Rose. fox-trot Julius Lenzberg's Orchestra

9062 .Wyomins. Waltz SeMn's ICovelty Orchestra

Mello Cello. Waltz Terkes' Dance Orchestra

9065 Wait Until You See My Madeline. Fox-trot,

Sophie TucJser's Five Kings of Syncopation
Don't Throw Mo Down. Baritone Solo by Al
Beilan. Ac^omp. by Sophie Tucker's Fire Kings

of Syncopation

DANCE RECORD WITH VOCAL CHORUSES
9061 I Found a Rose in the OeviJ's Garden. Introduc-
ing "Oh-Teedle-Ai'." Medley Fox-trot Yocal
Chorus by Arthur Hall . . . . Selvin's Kovelty Orchestra
Moonlight. Introducing "Santa Monterey." Med-
ley Fox-trot. Yocal Chorus by Arthur Hall,

Moulin Bouge Orcliestra

VOCAL RECORD

9066 Ain't We Got Fun? Tenor Solo, Orch. Accomp.,

Billy Jones

Pucker Up and Whistle 'Til the Clouds Roll By.

Baritone Solo, Orch- Accomp Arthur Fields

COLORED VOCAL RECORD

9063 I Wonder Where My Brown Skin Daddy's Gone.

Vocal Blues. Lucille Hegamin and

Her Blue Flame Syncopaters
You'll Want My Love. Tocal Blues. Lucille

Hegamin and Her Blue Flame Syncopaters

ITALIAN VOCAL RECORD

3075 '0 Bicehiere 'e Vino. Tenor Solo Oi-chestra Accomp.

'E Ffemmene 'e Cca'. Tenor Solo .. Orchestra Accomp.

NEW AND RE-RECORDINGS OF STANDARD VOCAL
AND INSTRUMENTAL RECORDS

3001 Silver Threads Among the Gold Peerless Quartet

When You and I Were Young. Maggie. .Peerless Quartet
3015 HumoresQue. ' Violin Solo, Piano Accomp.,

Bdmund B. Theile
Traumerei. Violin Solo, Piano Accomp.,

Edmimd B. TheUe

3048 Souvenir. Violin Solo, Piano Accomp.. Vera Barstow
Berceuse. From "Joc.elyn." Violin Solo,

Vera Barstow

3076 Llewellyn Waltz. Saxophone Solo., Orch'. Accomp.,

Budy Wiedoett
Erica Waltz. Saxophone Solo. Orci- Accomp..

Budy Wiedoeft

3074 Chautauqua at Pun'kin Centre. A Monologue on

Rural Affairs Gal Stewart

Uncle Josh and the Honey Bees. A Monologue
on Rural Affairs Cal Stewart

ARTo Word Rolls $1.00
VOCo Word Rolls 85c.
ARTo Popular Rolls 50c.

Subject to Liberal Trade Discounts

ARTo WORD ROLLS

FOR JUNE. 1921

1407 All By Myself. Fox-trot.

1409 Carolina Lullaby. Waltz Song.

1396 Cherie. Fox-trot.

1408 Childhood Days. Waltz Song.

1400 Honey Rose. Fox-trot.

1411 I Want You Morning. Noon and Night. From "Gus

Iklwards' Song Review of 1921." Fox-trot.
1406 Jabberwocky. Fox-troL

1404 Just a Little Love. Fox-trot.

1399 Just Keep a Thought for Me. Fox-trot.

1410 Little Kind Treatment Is Exactly What I Need. A.

Fox-trot.
1398 Mello Cello. Waltz Song.

1397 Pucker Up and Whistle 'Til the Clouds Roll By.

Fiix-trot.

1405 Somebody's Mother. Waltz Song.

1402 Swanee Rose. Fox-trDt-

1413 They're Such Nice People. One-step.

1403 Wang-Wang Blues. Fox-trot.

1401 Who'll Dry Your Tears When You Cry? Fox-trot.

1414 You Are Free. Walu Song.

1412 You Let Me Go For Somebody Else. Fox-trot.

The above Songs without words can be had in the ARTo
POPULAR Rolls, which retail at 50c.

ARTo STANDARD INSTRUMENTAL ROLL
88330 Chinoiserie. A Novelty Oriental Dam e. 60c.

Exceptionally liberal terms to jobbers

THE ARTo CO.

STANDARD MUSIC ROLL CO.

New York Offices, 1658 Broadway

Factories, Orange, N. J.

OUR PRINCIPAL JOBBERS ARE:
CROWN MUSIC CO.. New York City.
PLAZA MUSIC CO.. New York City.
FULTON TALKING MACHINE CO.. New York City.
GRIMLER SALES CO.. New York City.
ARTo DISTRIBUTING CO.. New York City.
WILLIAM H. FERRIS CO.. INC.. Brooklyn. N. Y.
THE MORRIS MUSIC PUBLISHING CO.. Philadelphia, Pa.
CONSOLIDATED TALKING MACHINE CO.. Chicago, III.

Act quickly and obtain profitable jobbing agency

EXHIBITS PRODUCE BUSINESS

Player-Tone T. M. Co. Features Line at New
York and Jamestown Furniture Shows — Two
New Console Models Will Be Ready Shortly

TALKING MACHINE iVlEN.JNC., MEET

Local Association Holds Interesting Monthly
Session at the Cafe Boulevard

Pittsburgh, Pa., May 6. — The Player-Tone
Talking Machine Co., of this cit}-, manufacturer
of the Player-Tone phonograph, exhibited its
complete line at the New York Furniture Ex-
hibition recently, and L Goldsmith, president of
the companj^ states that the visitors to this
exhibition were keenly interested in the com-
pany's product. At least a dozen good-sized
accounts were opened as a direct result of this
displaj-, and it seemed to be the consensus of
opinion that phonographs will find a ready sale
this year provided the instruments give service
to the consumer and are priced in accordance
with existing conditions.

The success of the exhibit at New York en-
coiffaged the company to arrange for a display
at the Jamestown Furniture Exhibition, which
opened a few days ago, and reports to date in-
dicate that this display is proving equally as
successful as the New York exhibit. The at-
tendance has been large, and the buyers seem
to be in the market for merchandise. L. Leven-
son, of the company's executive staff, who is in
charge of the Jamestown exhibit, states that the
two new art models exhibited at this show cre-
ated considerable comment, and substantial or-
ders were secured. The company also expects
to show this line at the Grand Rapids market
in July and, in all probabilitj'', will have two new
console models ready to exhibit at that time.

NEW QUARTERS FOR SPHINX

The Sphinx Gramophone Motors, Inc., manu-
facturers of the Sphinx talking machine motors,
whose executive offices for the past two years
have been at 512 Fifth avenue, New York, have
moved into new quarters at 21 East Fortieth
street.

In accordance with the judgment and order
of the Canadian railway board, at Ottawa, Ont..
dated January 14, 1921, the rate of exchange in
connection with shipments of freight between
points in Canada and the U. S. from April 1
to April 14, inclusive, will be 12^ per cent, and
the surcharge on the said traffic will be 8 per
cent. The rate of surcharge on international
passenger business will be based on 13 per cent
exchange.

The Talking Machine Men, Inc., held their
first meeting following the annual election on
April 21, at the Cafe Boulevard, New York. The
meeting proper was preceded by a luncheon and
was attended b}' close to fifty members.

The most important question that was brought
up before the body was the suggested move to
request the various record manufacturers to
allow a 10 per cent return to be made on all
unsold records. The opinions were divided re-
garding the feasibility and the permanent suc-
cess of any such plan, but it was decided to
give the matter consideration.

As announced some time ago, the Association
is making it a point to invite each month one
of the popular music publishers to have a rep-
resentative address the organization regarding
the plans on coming popular numbers and also
demonstrate such works.

At the last meeting the house of Jerome H.
Remick & Co. was represented. Daniel Winkler,
who is in charge of the mechanical reproduc-
tion department of that house, addressed the
gathering and made a very enlightening talk
on the methods pursued by the leading publish-
ing houses, following which Billy Cripps sang
several numbers which are to be features of the
Remick catalog during the coming months. He
was accompanied bj' Matthew Levine at the
piano.

Among the songs demonstrated was the new
Remick ballad, "Just Keep a Thought for Me,"
which Remick will feature during the next four
months. This is from the pen of Max Fischer,
Pacific Coast orchestra leader, whose musical
aggregation is now under contract to Florenz
Ziegfeld. The novelty number, "Ain't We Got
Fun?" the ballad, "Now I Lay Me Down to
Sleep" and the new high-class song, "Tea
Leaves," by the writers of "Japanese Sandman,"
were also programed.

The following is the schedule of publishing
houses which will be represented at meetings
of the Talking Machine Men, Inc., during the
coming months: May, Jack Mills, Inc.; June,
Shapiro, Bernstein & Co., Inc.; July, Waterson,
Berlin & Snyder; August, Fred Fischer, Inc.;
September, Irving Berlin, Inc., and October.
The Broadway Music Corp.

William M. Gibbons was appointed chairman
of the executive committee.

The KENT MASTER ADAPTER

plays ALL RECORDS at their best
on the

EDISON DISC PHONOGRAPH

Write for particulars concerning this, the best
known and largest seller of its kind in the market.
Attractive prices and terms will be quoted you.

F. C. KENT CO. :: Specialty Manufacturers

IRVINGTON, N. J.

whose phonograph accessories "win their way by their play"

Factory
Representative :

LOUIS A. SCHWARZ.Itic.

1265 Broadway
New York City

May 15, 1921

THE TALKING MACHINE WORLD

147

LD^NK^ORLIyMUSI

SHEET MUSIC AIDS THE SALES OF MUSICAL INSTRUMENTS

The Greater the Sales of Sheet Music the More Talking Machines and Other Musical Instruments
Will Be Sold, Says Gordon V. Thompson, Writing in the Canadian Music Trades Journal

The entire music industry is marching for-
ward steadily into front rank among the indus-
tries of America. One has only to look at the
daily paper and consider the advertising space
devoted to phonographs, records, rolls and
pianos to see that music is indeed a most im-
portant factor in the business world of America
to-day.

A further reflection will show that all the
various musical industries are founded to a
greater or lesser degree on the music publish-
ing industry. The composer and his publisher
are the fountain springs of melody. If it were
not for the tune, which is first printed on paper,
there would be no need of pianos to play it or
phonographs to reproduce it.

Not only is sheet music the foundation of the
music industry, but it may also be regarded as
the "propaganda" department of the music in-
dustry. The more songs that are published and
popularized the more records, rolls, pianos and
phonographs will ultimately be sold.

Also True Locally

What is true in a general sense also applies
to a local situation. If the music dealers of any
town will devote intelligence and enterprise to
the selling of sheet music their activity along
this line will eventually be reflected in greatly
increased sales of other and more costly mer-
chandise. The sale of a song to-day may mean
the sale of a piano to-morrow.

With regard to phonograph records this is
especially true. The co-operation of the music
dealer in popularizing a new song not only im-
presses his customers with his enterprise, but
it means that he will later sell his records to
a far greater extent and with less demonstra-
tion than if he were to reverse the process and
wait for the record to sell a few copies of the
sheet music. Make a "hit" of a new song and
v/hen the record appears it will sell on sight.
Music an Automatic Advertiser

Music is the greatest automatic advertiser you
can think of. You would have to pay a man well
to carry your sign down a crowded street, but
thousands will whistle, sing or hum a catchy
refrain, which is, in turn, taken up by other
thousands and which lures hundreds into the
music stores for copies, records or rolls of
the new hit.

The foregoing is written to show it is a short-
sighted policy for music stores to ignore their
sheet music department simply because the in-
dividual sales are small. The greatest care and
attention should be devoted to this end of the
business, not only because it can be made ex-
tremely profita'ble — especially when money is
"tight" and more costly merchandise hard to
sell — but also becaitse of its "propaganda" value
to other departments.

Music Store Should Be the Mecca

The music store should be the Mecca for
orchestra leaders, vocalists, players, as well as
the general public. You will best hold the busi-
ness of the profession by showing them you are
live wires and are the people who start things
around town. There are some music dealers
who are simply slot machines, taking orders or
supplying only what has been developed out-
side. They are not self-starters, but have to be
cranked. Naturally, their influence is small
among the music profession.

Real Music Shop in the Smaller Towns

The day is fast approaching when even in the
smallest village there will be a real music shop
which will be influential in building music sales
of all descriptions, including every line of sheet
music, such as popular songs, band and or-

chestra music, anthems, quartets, etc. Where a
complete stock of such lines is not practicable
sales will be made from samples and catalogs.
What is needed is intelligence in salesmanship.
Money spent on the right clerk is money well
invested. This clerk should be thoroughly well
posted in all activities of the music trade by
reading the trade and professional papers, as
well as publishers' bulletins.

To get the possibilities of the popular music
business in your constituency estimate the num-
ber of homes where there is a piano and then
figure what it would mean to have each of these
purchase one copy per week on the average.
There is no reason why with education the
average should not be raised from one to three,
or even more.

More Encouragement to Handle Sheet Music

Now that sheet music sells from 35 cents to
60 cents per sheet it offers possibilities as a real
business. Carefully managed departments can
now register a good profit where such was im-
possible when the retail price of sheet music
was only 15 cents.

The general business outlook for the future is
now encouraging. With normal conditions re-
turning people will purchase more and more
sheet music. Improved conditions are also com-
ing in the trade itself. The big publishers are
striving in every way to co-operate with the
dealer as well as with the record and roll manu-
facturers.

The Dealer Must Do His Part

The dealer must do his part to complete the
co-operation. No matter what a publisher's ac-
tivities, his whole efforts are short-circuited un-
less he has the whole-hearted co-operation of the
music dealer. Everybody pulling together is the
secret of success in sheet music as in every other
line of endeavor.

Take hold of the rope and pull!

"JUNE LOVE" IS WELL RECEIVED

New Musical Comedy, With Music by Rudolf
Friml, Arrives on Broadway

"June lyove," a new musical comedy, with a
book by Otto Harbach and W. H. Post, based
on "In Search of a Sinner," by Charlotte Thomp-
son, with lyrics by Byron Hooker and music by
Rudolf Friml, opened recently at the Knicker-
bocker Theatre, New York. This show suc-
ceeds the big success, "Mary," and, according to
the local critics, "is a musical comedy lifted a
little above the average by the lyrics of Byron
Hooker and the Friml music, as well as by the
voice of Else Alder and the legs of Johnny
Dooley."

The lyrics for "June Love" come in for par-
ticular mention and the whole is painted "as a
musical gem that will certainly play a New York
engagement throughout the Summer months."
Mr. Hooker's songs have prompted Friml to
some tuneful and agreeable music and have
character and real rhymes to add to their gen-
eral appeal. Among the^ songs which are par-
ticularly pleasing are: "Dear Love, My Love,"
"Somebody Like You," "June Love," "Don't
Call Me Dear," "The Flapper and the Vamp."
Harms, Inc., publish this score.

MANUEL PENELLA IN THE CITY

Manuel Penella, the Spanish dramatist, com-
poser and producer of operas, recently arrived
in New York from Madrid to complete arrange-
ments for the presentation in this city next
Autumn of his opera, "El Gato Montes" ("The
Wild Cat"). Mr. Penella is staying at the An-
sonia Hotel, New York City, until his return to
Madrid.

BECOMES OWNER OF "SLEEPY HEAD"

Jack Mills, Inc., has purchased from the
Adrian-Reece Publishing Co., San Francisco,
the California song success, "Sleepy Head."

148 (World of Music) THE TALKING MACHINE WORLD

May 15, 1921

DEALEI^

mm Kom

HITS-HITS-HITS

WE TOLD YOU SO

"LOVE BIRD

IS "SOME HIT"— By Mary Earl and Ted Fiorito

KEEP YOUR

NEIIINGTIME

FtDX TROT

The Comedy Song Hit of "The Rose Girl" at the Ambassador Theatre

"MY OLD NEW JERSEY HOME"

Getting Bigger Every Day

"ROYAL GARDEN BLUES"

The Ballad of Ballads

"OVER THE HILL"

The Hawaiian Masterpiece

ISLE OF PARADISE

By Mary Earl and Ted Fiorito
Attention! Record Companies — Wonderful "Blue" Song

"Down Where They Play the Blues"

6€

Day Dreams"

Melody Fox-Trot

6€

Rose of Athlone"

A Standard Irish Ballad

ALL PROM THE GRE/VT MUSIC HOVSE a/^

HAPIR0 %wmm&fc

6ROAD%VAV AT y*. . NEW YORK

May 15, 1921

THE TALKING MACHINE WORLD (World of Music) 149

YOU CANT r/ *'4v
GO WRONG
WITH ANY
FEIST
SONG

SONGWRITER FACES TWO SUITS

Frederick V. Bowers, Inc., and Shapiro, Bern-
stein & Co. Seek to Restrain Perry Bradford
From Publishing "The Crazy Blues"

Two suits alleging infringement have been
filed by Frederick V. Bowers, Inc., and Shapiro,
Bernstein & \^o. against Perry Bradford, a col-
ored songwriter and publisher, in the United
States Supreme Court. These actions, which
were commenced through the law offices of
House, Grossman & Vorhaus, ask for a tem-
porary injunction restraining Bradford and his
wife, Marion L. Dickenson, from publishing and
selling a song known as "The Crazy Blues,"
written by Bradford, and also seek to restrain
thirteen recording companies from distributing
any records or piano rolls of the song, and from
paying any royalties on the song to either Brad-
ford, his company or his wife. According to
the papers filed in the action large royalties were
supposed to have been paid by the mechanical
companies on May 2.

Frederick V. Bowers alleges that "The Crazy
Blues" is an infringement on a song called "The
Broken-hearted Blues," which his firm pur-
chased from Bradford in 1918. He asserts that
twelve bars of words and music from "The
Broken-hearted Blues" are used by Bradford in
"The Crazy Blues." Bowers, however, did not
have "The Broken-hearted Blues" copyrighted,
saying that it was an oversight on his part due
to "changes in the personnel of the employes
of his firm."

Shapiro, Bernstein & Co. allege that "The
Crazy Blues" uses parts of a song entitled "The
Harlem Blues," written and sold to them by
Bradford in 1918. "The Harlem Blues" was
first published by Bradford and the copyright
was assigned to Shapiro, Bernstein & Co. and
recorded in the copyright office.

Bradford has his song, "The Crazy Blues,"
copyrighted, and two copies of it are in the

copyright office in Washington. This angle of
the matter is one of great import, as it presents
a new point as far as song publishing goes.

The hearing on the motion for a temporary
injunction, pending final judgment in the actions,
was scheduled to be held before Judge Hand in
the United States District Court on May 13.

Kepler & Hoffman, representing Bradford in
the suits, stated that the defense to be offered
to the actions will be interesting to songwriters
and publishers. They stated that the contracts
given Bradford in connection with the publica-
tion of his numbers were inequitable and they
therefore were not binding upon him. They
further stated that after a search of the copy-
right office in Washington no record of the
copywriting of the number had been found and
that Bradford therefore had taken the entire
matter into his own hands to legally protect
his interests.

"Crazy Blues" has had an interesting career.
It ha» scored a great hit, particularly, on player
rolls and talking machine records and has been
cut and reproduced by every recording company
of any size in the entire country.

TO BE USED BY 8,000 EXHIBITORS

Herbert Brenon, musical director for Norma
Talmadge and the Norma Talmadge Film Corp.,
has just forwarded to 8,000 motion picture ex-
hibitors throughout the country a letter request-
ing them to have rendered as the musical theme
in the exhibition of the motion picture, "The
Passion Flower," a musical number from the
pen of Irving Berlin carrying the same title.

OPEN OFFICES IN NEW YORK

Van Alstyne & Curtis, the well-known music
publishing firm of Chicago and Toledo, O., have
opened up professional offices in the Strand
Theatre Building, New York City, under the
management of Billy Thompson.

"PRINCESS YIRTUE" SCORES

"Princess Virtue," a new musical comedy, the
book, lyrics and music of which are the joint
work of B. C. Hilliam and Gitz-Rice opened
recently at the Central Theatre, New York
City. The company includes such clever per-
formers as Robert Pitkin, Frank Moulan, Sarah
Edwards, Hugh Cameron, Anne Page and Brad-
ford Kirkbride, and the piece itself possesses
all the virtues of a clean, smart musical comedy.

The music of "Princess Virtue" is published
by M. Witmark & Sons, who now have three
productions on Broadway, the other two being
"The Rose Girl" and "Love Birds." The most
prominent number in the "Princess Virtue,"
seemingly, is "Life Is All Sunshine With You."
Other numbers that apparently stand out are:
"Princess Virtue," a waltz theme; "A Little
Home for Two," "Dear, Sweet Eyes," "There's
Something Irresistible About Me," "Smoke
Rings," "Voices of Youth," "Red Riding Hood,"
"When I Meet Love" and "Toddling Along."

SCORING WITH VON TILZER SONG

Albert Von Tilzer is the writer of the music
and Lew Brown the words of the new song en-
titled "Wait Until You See My Madeline," re-
cently issued by the Broadway Music Corp. The
number is sung by Frank Crumit in the "Green-
wich Follies;" is featured in "Broadway Brevi-
ties," as well as being Nelson & Chain's success
in the "Fanchan Marco" production.

"LOVE BIRD" A BIG FAVORITE

Louis Bernstein, of Shapiro, Bernstein & Co.,
Inc., New York City, recently received a letter
from Kenneth S. Clark, of the Bureau of Com-
munity Singing, which reports "Love Bird," from
the Shapiro, Bernstein & Co. catalog, as receiv-
ing the most votes out of three numbers for pro-
gram use heard by the headquarters workers.

150 (World of Music)

THE TALKING MACHINE WORLD

May 15, 1921

MCCARTHY AND TIERNEYS NEW ONE

WHYDONTYOU

THE BIG MELODY HIT FROM AFGAR

ALICEDELYSIA FEIST BLDG. NEW YORK V

ANNOUNCE "ALL OVER NOW" WEEK

To Make Special Displays of Von Tilzer and
Brown's Song From May 16 to 23

The Broadway Music Corp's. new song, by
Albert Von Tilzer and Lew Brown, "I Used to
Love You (But It's All Over Now)" is, in a
sense, breaking a record for long popularity for
numbers of its class, having a large organiza-
tion behind it. In most instances numbers of
this caliber, with a publicity and sales exploita-
tion drive behind them, reach their pinnacle of
success in a short space of time, following which
their popularity recedes over a longer or shorter
period, according to the merit of the work.

"I Used to Love You (But It's All Over
Now)" is not a new song and still it has had
popularity for many weeks. It is just recently,
however, that it has received recognition as a
national hit. The credit of this is due to the
publishers, who had the utmost confidence in the
number's value and who, despite the obstacles
in the sales field, owing to sales depression, con-
tinued to work energetically.

In trade circles the song is known as "All
Over Now," and in order to further the interest
of this vocal and instrumental success the pub-
lishers announce May 16 to 23 as "All Over
Now" week. Various talking machine record
and player roll manufacturers, as well as the
syndicate stores and other dealers handling sheet

Phonograph
Record and Music
Roll Dealers!

We respectfully suggest that you
prepare yourself for a big demand
for the following big hits listed by
all the best companies:

LOVE IN LILAC TIME

The waltz hit of two continents

MOONBEAMS

Admitted to be the most beautiful Melody Song
and Fox-trot Dance in the world today!

IN A BABY'S HANDS

Ballad and Fox-trot heard in every town

EDW. B. MARKS MUSIC CO.

102-104 W. 38th ST.

NEW YORK

music, are giving co-operation in the form of
window displays, demonstrations, etc., to make
the week in question a success.

"All Over Now" is whistled b}' the boys on
the street and thousands of orchestras feature
it in their dance programs. It is said that over
two hundred vaudeville acts also sing the num-
ber twice a day, and in addition the Duncan
Sisters recently introduced it in the Fred Stone
musical show, "Tip Top," at the Globe Theatre,
New York City, as do also the McCarthy Sisters
in the musical show, "Jim Jam Jems."

From a song and instrumental standpoint, "I
Used to Love You (But It's All Over Now)" is
a big success and every indication points to its
even being bigger during the coming weeks.

CELEBRATE SECOND ANNIVERSARY

"A TYPICAL SUiVlMER SHOW"

The A. L. Erlanger new musical production,
"Two Little Girls in Blue," recentlj^ opened at
the George M. Cohan Theatre, New Yorlc City.
The book of this piece is bj^ Fred Jackson,
lyrics by Arthur Francis, with music by Paul
Lannin and Vincent Youmans.

The well-known Fairbanks Twins take the
leading roles and are supported by an able cast.
The chorus, at least, have voices if they are not
as beautiful as is customary in musical offerings.

The local critics describe it as a typical Sum-
mer show and all of them also speak well of the
music, particularly the numbers "Oh, Me! Oh,
My!" and "'Dolly." The other songs are, "Who's
AA'ho With You," "The Gj'psy Trail," "Honej--
moon (When ^^"ill You Shine for Me)" and
"Just Like You." The music is published by
Harms. Inc.

JEROME AND SCHWARTZ REUNITE

William Jerome and Jean Schwartz, who as a
songAvriting team were for many j-ears respon-
sible for a long list of popular songs, have, after
a separation of over a period of two years, re-
united and are collaborating on a series of new
numbers. M. Witmark & Sons have accepted
for publication their first new offering, "Molly.
On a Trolley, By Golly, With You."

BREAKS ALL MUSICAL RECORDS

"Irene," now in its 76th week at the Vander-
bilt Theatre, New York City, has broken all
musical record runs for America. The former
record was that of "Evangeline," which plaj'ed
603 consecutive times and which was the top
figure for a period of nearly thirty years.
"Irene," it is understood, will play throughout
the Summer.

SECURE THE RIGHTS OF "SALOME"

The Edw. B. Marks Music Co. has forwarded
an announcement to the trade that it has secured
the publishing rights of the European musical
success "Salome," composed by Robert Stolz.
The American rights were secured through
Frank Smithson, well-known stage director.

B. D. Nice & Co., Inc., celebrated their second
anniversary on May 1. Two years ago this en-
terprising young firm opened offices at 1544
Broadway with a catalog dedicated to the pub-
lishing of high-class music or, what they term^
publishing numbers of the bette]^ sort. Early
this month the company moved to the tenth
floor of the State Theatre Building, corner
Fortj^-fifth street and Broadway.

GOODMAN & ROSE LEASE QUARTERS

Goodman & Rose, Inc., have taken a lease on
the first floor of 218 West Forty-sixth street.
New York City, the old quarters of the Harrj-
Von Tilzer Music Publishing Co. The firm is
making a special campaign on the new Johnnie
Black number, "W^ho'll Be the Next One to Cry
Over You?" the sales distribution of which has
been taken over b}' the E. B, ilarks Music Co.,
Inc.

ATTENDED "CAMEO GIRL" OPENING

Louis Bernstein, head of Shapiro, Bernstein &
Co., Inc., New York City, made a trip recently
to Baltimore, Md., to attend the opening of
"The Cameo Girl," of which Ballard MacDonald
is responsible for the lyrics and Jimmy Monaco
has contributed the music.

]BLUE JEANS JK

The Melody Song Hit

A Real Counter Seller

For Sbeet Music, Record

and Player Rolls

VICTOR RECORD No. 18740

Sung by the Peerless Quartette
RELEASED MAY 1st

PUBLISHED BY

Sam Fox Publishing Co.

Cleveland and New York

May 15, 1921

THE TALKING MACHINE WORLD (World of Music) 151

WARNING

"PAPER DOLL"

A Popular Ballad Fox-Trot, by Lee David

■To Our Friends-

If Someone has started a malicious rumor regard-
ing our new song, "PAPER DOLL" (Broadway's
"lead sheet" hit).

If It is being reported to the profession, recording
companies and the trade that we are about to
sell "PAPER DOLL" to another publisher.
^ The evident intention is to attempt to discredit
us and make it appear that we cannot handle a
song of this character.

ff We are celebrating our second anniversary and
have just moved into most spacious quarters in
the new Loew Building, 45th Street and Broad-
way.

If Our total advertising in two years has exceeded
that of any other publisher with the probable
exception of one.

If We exploited "WOND'RING," a ballad fox-trot
that has proven to be one of the most persistent
hits ever published. (Jazzed by Ted Lewis and
sung by Thomas Chalmers, the Metropolitan bari-
tone.) We were responsible for "TENTS OF
ARABS," an Oriental one-step that is now re-
garded as a standard. To-day we have "SWEET
LAVENDER" and "ROMANCE" waltz which is
developing into the legitimate waltz hit of the
day.

If We are proud of our accomplishments and our
reputation. We believe "PAPER DOLL" is a
"natural" — having the remarkable good fortune
of being a great stage song and a tremendous
fox-trot.

If This song remains with us. It is not for sale.
We will appreciate and hold in confidence any
information communicated to us regarding the
dissemination by anyone of such rumors.
ffWe respectfully submit "PAPER DOLL" to
you.

BENJAMIN W. LEVY,

General Manager.

-Special Note-

^ "Paper Doll" was made by
the recording companies while
still in manuscript form. An
unusual recognition.

^ Make immediate inquiry.

<X We contend and maintain that
"PAPER DOLL" possesses the most
overpowering melody for a popular
song presented in recent years.

Q In preparation and rehearsal by
vaudeville's leading artists; ac-
claimed by EVA SHIRLEY (Amer-
ica's youngest prima donna) to be the
best song she ever accepted; en-
thusiastically endorsed by the inim-
itable SOPHIE TUCKER, GRACE
NELSON, RUBY NORTON,
FRANKIE JAMES (of Mac &
James) and many others.

Q Extraordinarily featured by the
leading orchestras throughout the
country.

B. D. NICE & CO., Inc.

Music Publishers

Loew Building, 45th Street and Broadway New York

152

THE TALKING MACHINE WORLD

May 15, 1921

Al Jolson in a brand new character hit! "Scandi-
navia (Sing Dose Song and Malce Dose Music)" is
good tor big sales. Blossom Seeley, new Columbia
comedienne, sings the coupling 'Tuneral Blues (Eat
Custard and Youll Never Break a Tooth)/' A double
headliner! Double your order. A-3382.

Columbia Graplioplione Co.

NEW YORK

CONSOLIDATED CO.'S NEW QUARTERS

Salt Lake City Store a Noteworthy Addition to
Mercantile Establishments of That City — Big
Line of Musical Products Handled

Salt Lake City, May 8. — Salt Lake City, the
beautiful, increased its stature in this respect
last month when the ConsoHdated Music Co.'s

Entrance to Consolidated Co. Store

splendid new store at 48-50 Main street formally
opened its doors to the public.

The company's new place of business at this
address is a finely remodeled, strictly modern
building of two stories and basement, possess-
ing, in all, over 35,000 square feet of floor space.

A Spacious Talking Machine Booth

The entire flooring of the establishment is of
polished hardwood, bearing an abundance of ar-
tistic rugs, which contribute worthily to the
general artistic effect of the interior of the store.

ACME-DIE

•CASTINGS-

AHJMINUM-ZINC-TIN aiEAD ALLOYS

"AcmeDie-Csjsiinf

Boston SodiMtor STOoldynN.Y.

The opening of this music house was the oc-
casion for special all-day programs of a musical
kind, to which the friends of the firm and the
general public were invited. Great throngs at-
tended orchestra concerts given in the new store
during the afternoon and evening of the initial
day and enjoyed the utmost freedom in inspect-
ing every quarter of the establishment after-
wards. Each conscientious visitor found in
the present headquarters of the company all
those fine consolidations of the artistic and prac-
tical which made the old store a rendezvous for
those who wanted what they wanted and found
it amid pleasing surroundings. Music perme-
ates the new just as it did the old.

Band and orchestral instruments occupy the
space on the ground floor, immediately to the
left as one enters the establishment, while oppo-
site it is situated an extensive sheet music depart-
ment kept in a constant state of up-to-dateness
and replenishment. At the liorth end of this large
floor are a number of commodious talking ma-
chine demonstration booths of the sound-proof
variety and more still on the second floor, which
bring the total of these important selling acces-
sories up to fifteen. Each of these rooms has
outside light and ventilation, an unusual feature
in similar rooms generally. Piano and player-
piano stocks monopolize the space on the sec-
ond floor of the building, the furnishings there
being of the most sumptuous and arfistic kind.
This is reached through a well-appointed recep-
tion hall calculated to inspire the store guest
with confidence in the things beyond.

The Consolidated Music Co. was established
in 1862. Alonzo Blair Irwin is its president;
L. W. Snow is vice-president; W. S. McCor-
m.ick, treasurer, and Royal W. Daynes, secretary
and general manager. The company handles
the Steinway and the Aeolian Co. line, including
the Duo-Art piano and the Vocalion, for which
instrument the company acts as distributor in its
territory.

BROWN SELLS TO WINTERROTH

B. S. Brown, who has had charge of the piano
business of the Winterroth Piano Co., in New-
burgh, N. Y., for the past twenty years and was
doing business in his own name with the Vic-
trola, sheet music and musical merchandise, has
sold his entire interest, including the Victor
agency, to the Winterroth Piano Co.

OPENS ON FOURTEENTH STREET

The New York Band Instrument Co., New
York City, has opened attractive, exclusively
Victor warerooms in its headquarters in Four-
teenth street. An extensive equipment of Unico
demonstrating rooms and record racks has been
if-iStalled on the first floor.

W. L. HOSACK AS MANAGER

The music house in La Grange, Ind., owned
by Ray Hosack will be retained by him. His
father, Walter L. Hosack, will manage the busi-
ness.

HOW THE CATALOG SAVED THE DAY

Proof That a Wide-awake Manager Can Capital-
ize a Supposed Broken Window

"Who broke that plate-glass window in the
front there?" stormingly asked Alva Wilson,
owner of the building which is occupied by the
Weilepp & Stuckey Co., Decatur, 111., Columbia
dealers, as he rushed to the back of the store
after a glance at one of the large plate-glass
show windows in the building.

"Why — er — ah — one of our customers was
listening to a phonograph record and became so
excited that he swung his arm about in such
a way that a catalog which he held in his
hand flew out, hit that window, smashed it and
stuck right in the window as you see it," said
R. C. Calhoun, manager of the phonograph de-
partment, as he turned his head to hide a grin.

"Did you get the name of the man? I will
go at once to see the insurance company about
replacing the glass," replied Mr. Wilson, as he
started from the store, and then the members
of the firm called Mr. Wilson's attention to the
fact that he had been fooled by an imitation
break which had been carefully drawn on the
glass with part of the catalog pasted on one
side of the apparent break, and part on the
other side in such a way as to appear to be
stuck in the hole which seemed to be broken
in the big glass.

R. C. Calhoun, the Grafonola department
manager, took a record catalog to one of their
print shops and had a corner cut off. With
good, heavy glue he glued the larger part on
the inside of the plate glass, and the smaller
part on the outside, high enough so that people
could not reach it. Where the book is attached
to the plate glass he covered the crack with a
small line of whitening. The cracks shown in
the window were made with a fine brush and
common whitening. Because of this splendid
"talk of the town" the Grafonola department
is getting more than its share of notoriety.

Among the dealers who are arranging for a
great campaign of recitals the coming Fall is
Harry Hershberg, of the Standard Furnishing
Co., of Centerville, la.

A petition in bankruptcy was filed this week
against the R. D. Cortina Co., which conducts a
school of music and also sells language phono-
graph records, at 12 East Forty-sixth street.

The new store of the Canton Phonograph Co.,
of Canton, O., is practically completed, and man-
ager E. H. Woomer looks for better business as
the days lengthen.

The Victor Co. will have a very large exhibit
at the annual meeting of the National Educa-
tional Association, to be held in Des Moines
July 4 to 9.

Reinhart Bros., of Sumner, la., have installed
a very attractive Victor department.

May is, 1921

THE TALKING MACHINE WORLD

153

DON'T PRICK YOUR FINGERS

THE BEN HUTCHES

"PICK-UP" NEEDLE CUP

Is Adapted to All Makes of Cabinets

DEALERS : Send for prices.

MANUFACTURERS should equip their machines with this attractive feature.
JOBBERS' applications now being received.

HUTCHES ENGINEERING ASSN.

451 East Ohio Street, CHICAGO

TO HOLD NEW REFERENDUM ON QUESTION OF SALES TAX USING EFFECTIVE SALES PLAN

Work Done by Music Trade Representatives at Meeting of the U. S. Chamber of Commerce
Largely Responsible for Decision to Resubmit Tax Question to Referendum Vote

As the result of a protracted fight conducted
in every one of the eight group meetings of the
Chamber of Commerce of the United States
convention at Atlantic City last week by repre-
sentatives of the music industry and other trades
subject to an excise tax it was decided to re-
submit the subject of the abolition of excise
taxes and the recommendation of a sales tax to
a referendum vote of the Chamber.

This will afford those members of the music
industry who faUed to respond to the appeal of
our Chamber to get out and work in their own
interest when this matter was first submitted to
its members by the National Chamber last De-
cember an opportunity to make amends.

Partly through the indifference of the music
trade members and partly through misunder-
standing due to the obscure manner in which the
tax proposition was stated the National Cham-
ber's first referendum vote was in favor of excise
taxes upon "some articles of wide use, but not
of first necessity."

R. B. Aldcroftt and William J. Keeley, presi-
dent and vice-president of the Music Industries
Chamber of Commerce, represented the music
industry in the transportation group. J. New-

comb Blackman, in the finance group; Alfred L.
Smith, general manager of the Chamber, in the
insurance group, and Albert Behning, of the
Harlem Board of Commerce, were members of
the committee to put the matter before the
various groups. In each group the sales tax
won by a big majority.

The subject of excise taxes was not on the
official program, but the representatives of the
associations working together succeeded in
bringing it up informally. Wherever a vote was
permitted strong opposition was recorded. The
resolutions committee did not report on the
resolutions on the sales tax, giving as its rea-
son that the referendum was out so recently
that a report was unnecessary.

In the fight on the floor in the last session
of the convention Harry Wheeler, the first pres-
ident of the National Chamber and again re-
cently its president, stated that the tax refer-
endum was an impossible one to vote upon, and
the questions on the subject as framed in the
group meetings were even worse. He gave his
assurance that the directors would put the ques-
tions to a vote and would push the matter ex-
peditiously.

A. E. RUSSELL WITH HENDERSON'S JERRY ROW CO. HOLDS "OPENING"

Boston, Mass., May 10. — A. E. Russell has as-
sumed the management of Henderson's, 156
Boylston street, which is probably one of the
best appointed talking machine and record retail
stores in New England. The lines handled in-
clude the Victor and the Brunswick. Mr. Rus-
sell is an experienced talking machine man who
has always "made good" wherever he has been as
manager. He is a man of ideas and a hard
worker who gets results. Henderson's, by the
way, is doing a splendid business and its sixteen
listening rooms are invariably busy during sell-
ing hours.

The Jerry Row Co., in Jackson, Mich., has
opened an exclusive Victor department, and on
May 3 held its formal opening, when more than
*8,0O0 people visited the store. There are six
booths, six by nine, and a twelve-foot service
counter. The crowd was entertained the open-
ing night with a local orchestra and local enter-
tainers. Charles Sternberg is in charge of the
Victor department.

WOODMANSEE HAS THE VOCALION

"MOTHERS' DAY" CAMPAIGN HELPS

Toledo, O., May 11. — A score of local music deal-
ers conducted an extensive advertising campaign
last week in connection with "Mothers' Day."
The purchase of a talking machine as a suitable
gift was urged by a number of dealers, and in-
creased sales were reported by many talking ma-
chine stores in this city.

H. A. Woodmansee, well-known dealer of De-
troit, has secured the representation of the
Aeolian-Vocalion and has placed a large order
for uprights and consoles with the Lind & Marks
Co., Michigan distributors.

The Colonial Music Shop, of Auburn, N. Y.,
has been incorporated with 200 shares of pre-
ferred stock of $100 each; 1,000 shares of com-
mon stock, no par value, and an active capital
of $25,000, for the purpose of conducting a gen-
eral musical merchandise business. Those in-
terested are: C. E. Dickinson and C. E. Dickin-
son, Jr., and D. A. Little.

RECENTLY INCORPORATED

The Myrtlephone Mfg. Co., of Valdosta, Ga.,
has recently been incorporated under the laws
of that State for the purpose of manufacturing
talking machines.

PURCHASES CONTROLLING INTEREST

H. L. Woodward has purchased the con-
trolling interest in the Des Moines Music Co.,
and in future the establishment will be known
as an exclusive Victor store, handling a full
line of Victrolas and Victor records.

Bloomingdale Bros.' Talking Machine Depart-
ment Introduces New Circular to Stimulate
Record Sales — Preparing for Summer Business

H. D. Berkeley, manager of the talking ma-
chine department of Bloomingdale Bros, has
instituted a unique method of announcing the
latest and most popular record hits that is pro-
ducing excellent results. In all of the mail that
is forwarded to record customers, and to the
stor'e's customers as a whole, a circular is en-
closed announcing the new record hits. In con-
junction with the circular there is a return post
card and every facility is afforded the recipient
of the circular to order these records direct
by mail.

As the circular is attractive and contains
timely information referring to records, it is at-
taining considerable success, and Mr. Berkeley
and his staff are enthusiastic regarding the re-
sults of this plan. The talking machine depart-
ment of Bloomingdale Bros, showed a substan-
tial increase over last April, and plans are being
made for an intensive Summer campaign. This
campaign in all probability will feature period
models and portable models, and as the line
handled in its warerooms includes Victor, Co-
lumbia, Sonora and Brunswick, there will be
ample opportunities for the use of intensive
merchandising plans.

KEEP UP THE GOOD WORK

In the April World the importance of carry-
ing a complete record stock was referred to in
connection with a clipping from a Hazleton
paper bearing upon a happening in which the
Landau Music Shop, of that city, was able, to
supply a visiting actor with a record which he
was unable to secure in other cities. The news
item has brought forth many letters to this
office from dealers in Pennsylvania and else-
where. For instance, the Christine Jewelry &
Music Shop, of Bangor, Pa., encloses the Lan-
dau clipping and states: "Landau has nothing
on us. We, too, have this record, also many
others not carried in stock by any other house
in Pennsylvania."

Glad to hear it. Nothing succeeds like suc-
cess. The better the stock equipment, the better
the business.

'i'he Universal Phonograph Record Exchange,
Inc., has started in business at 148 Monroe ave-
nue, Memphis, Tenn., with F. B. McCormick
in charge.

FOR SALE

Surplus stock of 100 Newton Reproducers.
Specially priced while they last. Nickel-
plated, $.104; gold-plated, $3.80. Write to-
day. .A-ddress Box C. F., care Talking
Machine World, 373 Fourth Ave., New York.

154

THE TALKING MACHINE WORLD

May 15, 1921

soss

Soss Invisible Hinges

are essential to preserve tlie beauty of design, particularly
when it is desired to disguise tlie talking machine cabinet.
In many of the better cabinets of today Soss Hinges are
used. They are mechanically accurate and
can be installed quickly and easily.

Write for Catalogue

SOSS MANUFACTURING COMPANY

778 Bergen Street, Brooklyn, N. Y.

P. B. WHITSIT CO.'S GREAT DISTRIBUTING WAREHOUSE

Extent and Completeness of New Building Recently Dedicated in Columbus, O., Afford Impres-
sive Idea of the Immensity of the Victor Business in That Section — Some Notable Speeches

It is a rare occasion when more than 100 \ ic-
trola dealers leave their business for a day and
join a judge of the Supreme Court, a general
in the United States Arm}-, a noted psycholo-
gist, a well-known attornej', the ma3"or of a city.

more than 200 music dealers and teachers of
music appreciation from all parts of Ohio, West
Virginia and Michigan at luncheon at the Hotel
Deshler, when J. F. Bowers, the man who rose
from office boy to president of Lyon & Healy,
Chicago, in fift}' years; John G. Paine, of the
legal department of the Victor Talking Ala-
chine Co.; Professor Thomas Louden and Gen-
eral Chauncej- B. Baker spoke.

Mr. Bowers, who acted as toastmaster at the
luncheon, is a firm believer in the adage that
panic is a state o^ mind. "It is true that panic
is a state of mind, and so is prosperity," said
Mr. Bowers. "The press has done more than
anything else to avert further financial diffi-

Victrola Storage Room, on Third Floor
a banker and the head of one of the largest mu-
sical concerns in the world, in celebrating the
opening of a new building, and to pay tribute
to the man who is responsible for that building.
It happened in Columbus, O., when the new
warehouse and distributing station for Vic-
trolas of the Perry B. Whitsit Co. was for-
mally opened. As was pointed out in last
month's World, this building is unique in that
it is perhaps the only one of its kind in the
United States having been planned and built
solely for the purpose of storing and distribut-
ing Victrolas and Victor records.

In honor of the event Mr. Whitsit and W. F.
Davisson, manager of the company, entertained

Mil

niiiiiiiiiP

Record File Room, on Second Floor

culties in this country' by taking an optimistic
stand and not allowing the public to think of
hard times. If we think about matters sanely
and sensibly we will find that we aren't much
worse off than we were two years ago. We

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are all too apt to compare this j^ear's busi-
ness with that of 1920, the most abnormal year
in our financial history, instead of with 1918 and
1919, which were perfectly normal trade years.
There must be a complete readjustment in sales
methods, but that is, perhaps, a good thing. In
1920 we had a buying year. It was no effort to
sell anything. Xow we must have a selling
year," he said.

Optimism and a belief in returning prosperity
were the keynote of the whole meeting and the
theme of most of the talks. John B. MacDonald,
sales manager of the Victor Co., explained to
the dealers methods of distribution and the
policy of the company.

Mr. Paine, in his address, laid stress on the
very great need for the development of the emo-
tional side of the American public. "We have in
this country, in our educational plan, been guilty
of overeducating our hands and our intellect
and have done nothing toward educating our
emotions," he remarked. "There are two great
factors in a man's life, the intellectual side and
the emotional side. The intellectual is fickle and
the emotional is stable. We must have men at
the head of our Government who feel the finer
things if our civilization is to progress."

Mr. Paine also explained the trust that the
manufacturer places in the dealer, in giving into
his keeping a well-known trade-mark and the
good will of his customers. "You dealers
place 3'our trust in us when you take into your
store our product," he said. "You believe it to
be the best product that can be made and you
expect us to keep up the standard that has been
established for that article. In return we place
our trust in you and we know that you will not
fall down."

After a reception at the Whitsit plant for the
dealers and other guests Mr. Whitsit entertained
nearly 30O at dinner at the Columbus Athletic
Club, followed b}"- a theatre party, when the
guests saw Ziegfeld's "Follies."

The new plant is a gigantic three-story struc-
ture of steel and brick, built at a cost of more
than $150,000, equipped with sounding rooms for
testing Victrolas and attractivel}- decorated of-
fices, and has over 28,000 feet of floor space.
The entire front part of the first floor is used
as office rooms, directors' and salesmen's rooms
and reception rooms for customers to use in
trying records. The offices are uniformly deco-
rated in blue and buff, with mahogany office
equipment.

From 10,000 to 15,000 Victrolas can be stored
on the third floor of the plant, while from 300,000
to 500,000 records will be found in the files
built for the purpose on the second floor. It is
interesting to see that machines equipped with
loud needles play unceasingly in the shipping
department. For several years Mr. Whitsit has
been a student of the psychological effect of
music on the workman. He discovered some
five years ago, by experimenting on a group of
colored workmen, that they would readily keep
the pace set for them by the music.

One of the most interesting features of the
new Whitsit organization is the educational
department, under the direction of Esther Rey-
nolds Beaver, a musician of some note, who
has succeeded in establishing courses in opera
appreciation, taught with the Victrola, in public
schools throughout the State. Ohio State Uni-
versity during the Summer session will offer a
special course in music appreciation to public
school teachers through means of the Victrola.

NEW DISTRIBUTOR FOR VOCALION

Louisville, Kv., May 2. — Arrangements to dis-
tribute the Vocalion in Kentucky have been
made by Ben Loventhal, operating the Grafo-
nola Co.. large local dealer in the Columbia
line, who has established the Louisville Music
Co. to handle the business of jobbing this in-
strument. Temporary offices of the new con-
cern will be at 529 South Fourth street, with the
Grafonola Co.

The New Cameron Drug Co., Cameron, Tex.,
has arranged an Edison tone-test for .April 24.

May 15, 1921

THE TALKING MACHINE WORLD

155

MORE RETAIL BUYING IN EVIDENCE IN DETROIT TRADE

Jobbers and Dealers Report Steady Betterment in Business — Talking Machine Men Discuss
"Music Week" — Lind & Marks Expansion — New Sonera Sign — Jewett Exhibit Interests

Detroit, Mich., May 1-0. — With improvement be-
ing sho\vn daily in retail, wholesale and manu-
facturing business in Detroit, more people are
buying musical instruments — that is, in propor-
tion to the number in January and February.
Since March the tendency for retail talking ma-
chine business has been upwards, although it is
still not to the mark of the same period for 1919
and 1920. These were record times, and it is
doubtful if Detroit dealers will see such brisk
business again for another few years at least.
The idea, however, that if will never come back
is all folly; it is just a question of further adjust-
ments and labor difficulties and then we will see
Detroit whizzing away busier than ever before.
The building required alone for Detroit runs into
the millions, and it is just a question of how
much longer it can be put off. Even right now
the downtown section of Detroit is a beehive for
new buildings. These developments should
certainly give encouragement to the talking ma-
chine dealer; it only remains for him to keep a
"stiff upper Hp" and saw wood — his day of har-
vest will soon be here.

We have practically seen the end of price-
cutting in the talking machine business. About
the only store cutting at all now is the J. Henry
Ling store, and this is because Mr. Ling is re-
tiring from business.

The Detroit Talking Machine Dealers' Asso-
ciation met in April with the piano men and took
up the matter of holding a Music Week in De-
troit. They were addressed by Robert Law-
rence, of New York City, who is a specialist in
this sort of work and whose services were en-
gaged. He will inaugurate a five weeks' cam-
paign prior to Music Week, which will be in all
probability the first week in November. Both
organizations approved the plan and^passed reso-
lutions to support it both morally and financially.
The tentative committee comprises several talk-
ing machine men, including H. A. Gardiner,
manager of the Columbia wholesale branch, and
Sidney J. Guest, of the Guest Music House.

Wallace Brown, of the Aeolian Co., New York,
who formerly was engaged in the retail busi-
ness in Detroit, was a local visitor in April,
taking up important matters relative to adver-
tising and distribution with Sam Lind, of the
Lind & Marks Co., jobber of the Vocation.

Sam Lind, of the Lind & Marks Co., left May
2 for New York, where he planned to spend at
least a week taking up matters with the Aeolian
Co., for which he is the Michigan and northern
Ohio distributor of the Vocalion line. "I could
place any number of new dealers in Detroit right
this minute," said Mr. Lind, "but I prefer to
wait until they reduce their present stocks, be-
cause then they will be in a position to push the
Vocalion line. But in the State and in Ohio we
are taking on new dealers every day." The Lind
& Marks Co. has 40,000 square feet of floor
space in the building at Bates and Congress
streets, and Mr. Lind has one of the best inside
and outside organizations of any distributor in
the Middle West.

The Sonora sign atop the roof of the Temple
Theatre Building is probably the most costly
in the entire city of Detroit. Not only is this
due to its location, but the sign itself is an ex-
tremely large one with thousands of electric
bulbs used. The Sonora is distributed in Michi-
gan and Ohio by the C. L. Marshall Co., 514
Griswold street, which has handled it since its
introduction to this city. Mr. Marshall doesn't
boast of as many dealers as some other distribu-
tors, but he does feel proud of the quality of his
clientele. Among the leading firms selling the
Sonora here is the J. L. Hudson Music House.

The Starr Piano Co. has moved to its new
store at the corner of Broadway and John street,
where it will have a great deal more room for
its phonograph department, which will be lo-
cated in the basement and have twice the num-
ber of demonstration booths.

Frank Bayley, who handles the Edison phono-
graph, has moved from Broadway to Wood-
ward avenue, near High street, where he has
taken a long lease.

A. A. Fair, sales manager of the Jewett Phono-
graph Co., states that the Jewett exhibit in the
Hotel Statler has been selling phonographs every
week and that wherever there is a dealer he gets
the credit for the sale. Messrs. Sharp and Doty,
in charge of the exhibit, are kept extremely busy
demonstrating the machine both for dealers as
well as the public. Mr. Fair states that the
factory at Allegan, Mich., is now operating at
top speed to fill orders already received and he
feels very optimistic over the prospects for his
own product, as well as for talking machines in
general. "The number of people who write us
daily for our line shows the confidence that the
retailers have in the talking machine Inisiness,"

said Mr. Fair. "It is just a matter of waiting for
another few months, during which time condi-
tions are certain to readjust themselves bene-
ficially to all lines of business." ,

A. A. Grinnell, of Grinnell Bros., who devotes
most of his time to the wholesale Victor depart-
ment, reports excellent business not only in the
Grinnell stores, but all over the territory. While
goods are coming in better than they did months
ago, there is still a shortage of certain models.
Records are coming along very good.

George Middleton, of the Brunswick Shop,
Detroit, resigned a few weeks ago to affiliate
himself with the Aeolian-Vocalion Shop in the
Jenkins Arcade, Pittsburgh, Pa.

Some time in June the Brunswick Shop takes
possession of the adjoining store east of its
present location, which will give it considerabh'
more room for its record department.

P. J. Gordon, Detroit manager for the whole-
sale phonograph division of the Brunswick Co.,
has moved his offices across the street to 228
East Jefferson avenue, where he will have much
larger quarters to meet visiting dealers.

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156

THE TALKING MACHINE WORLD

May 15, 1921

|iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ iiiliiiiiiiiiiiii iiiiiiiiiiiiiiiiii iiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiyiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiii!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiii iiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

\ A NATIONAL ORGANIZATION FOR I
f TALKING MACHINE MEN DISCUSSED \

I At Convention of National Association of Music Merchants in Chicago, May 11 — |
I Association to Take Action on Subject — Some Interesting Papers Read |

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy^

Chicago," III., May 11. — The largest and in
every respect the best organized convention of
the various branches of the music industries was
formally opened at the Hotel Drake on May 9,
some 500 delegates being in attendance. There
was an ofBcial welcome by the Mayor, and the
organization at once got down to business.

This Wednesday morning's session of the con-
vention of the National Association of Music
Merchants was, according to schedule, devoted
to the interests of the talking machine dealers for
the purpose of seeing if ways and means could
not be devised for forming a section of the
Association made up entirely of talking machine
retailers in line with the campaign being carried
on for the formation of a separate organization
of such interests. It was felt that the Music
Merchants' Association, already functioning suc-
cessfully, could offer National Association facili-
ties to the talking machine men without the
work and expense incident to the organization
of entirely new national bodies, particularly in
that such a large number of talking machine
dealers are also engaged in retailing pianos and
other musical instruments and music.

President Hamilton, of the Merchants' Asso-
ciation, after a few introductory remarks, ex-
plained that L. C. Wiswell, president of the Na-

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiii

tional Association of Talking Machine Jobbers,
who was scheduled to speak, was unable to be
present and then introduced the subject of "The
Factory and Dealers," with Charles S. Mauzy,
of San Francisco, presenting the merchants'
viewpoint.

Geo. W. Hopkins' Remarks

The manufacturers' attitude was presented
by George W. Hopkins, general sales manager,
Columbia Graphophone Co., who in one of his
characteristic and strong addresses outlined the
remarkable development of the talking machine
from its crude beginning; paid high tribute to
Bell, Tainter, MacDonald and other inventors
associated with the art and pointed out that talk-
ing machines and records are regarded with
much respect b}' artists who use them as a
means of comparison and study; how they have
been adapted to language study, to the study of
psychology and for many other practical pur-
poses, while at the same time taking their right-
ful place high in the music world with the record-
ing of the plaj'ing of full symphony orchestras
and by other feats.

Mr. Hopkins declared that the development of
the trade has been due largely to the willingness
of manufacturers to break precedents and that
the retailers must also find new ways of selling

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^
if they are to continue to progress. He con-
demned the nondescript machine, but said that
new manufacturers who were willing to bear
their share of the burden of trade and music ad-
vancement work would find a place for them-
selves. He delivered some strong and practical
advice regarding ways and means by which the
dealers can meet the present and future situation
successfully and called attention to the fact that
with the reduced cost of living the white-collar
man was coming into his own as a live prospect.
Mr. Hopkins' address was one of the best of
the whole convention series.

E. G. Brown, secretary of the Talking Ma-
chine Men, Inc., New York, read the paper pre-
pared by Irwin Kurtz, president of the Asso-
ciation, who was unable to he. present, on the
national relationship of talking machine retail-
ers. This was followed by papers by J. W.
Boothe, of Los Angeles, and E. Paul Hamilton,
which appear on the following pages of The
World.

Following the reading of the papers there was
a lively discussion regarding ways and means
for organizing the talking machine dealers and
the matter v^as finally left in the hands of the
Music Merchants' Association which will an-
nounce definite plans later.

SOME EXHIBITORS IN CHICAGO

Talking Machine Houses Which Made Exhibits
During Convention in Chicago

Chicago, III., AJay 12. — Among the talking ma-
chine exhibitors at the leading hotels in Chicago
during the conventions of the Music Industries
the past week were the Harponola Co., Celina,
O., who made an exhibit at the Stratford of
eight models of their talking machines, including
three attractive new console designs equipped
with new automatic stops. W. A. Oates and
H. L. Durbin were in charge.

The Lakeside Supply Co., Chicago, also dis-
played models of the Electrophone talking ma-
chine at the Stratford with a complete line of
accessories — Tonofone needles. Lyric records
and Chorister portable outing machines. Sales-
manager S. R. Fritz .was in charge.

The Magnavox, made by the Magnavox Co., of
Oakland, Cal., was displayed at the Stratford
by the Telephone Maintenance Co., local repre-
sentative, with S. R. Miller in charge.

The Efficiency Electric Corp., of New York,
had an exhibit of their Tru-Time model at the
Stratford, with A. J. Knapp in charge.

The Brunswick-Balke-Collender Co. occupied
the corner suite on the mezzanine floor, where an
extensive line of Brunswick period and standard
phonographs were on display. A duplicate of
the Chinese model made for Mrs. Warren G.
Harding was displaj^ed and also a new Portable

Brunswick. The exhibit was in charge of P. H.
McCulloch.

Haag & Bissex, Philadelphia, displayed the
Haag ejector for filing records. Alfred Haag was
in charge, of the exhibit.

The Remington Phonograph Co. and the
Olympic Disc Record Corp., of New York, had
an attractive combination exhibit; the former
displayed several models and the latter demon-
strated Alay and June record releases. E. H.
Holmes, C. R. Ely and N. J. Jiles were in
charge.

The Playerphone Talking Machine Co., Chica-
go, showed several of its models, with W. G.
McKenzie in charge.

The R. C. Wade Co., Chicago, showed at-
tractive displays of the Tonofone needle, with
Dorchester Mapes in charge of the exhibit.

The Artrola Co., of Chicago, showed its new
talking machine, with O. C. Searles and A. L.
Jones, Jr., in charge.

SENATE PASSES EMERGENCY TARIFF

Anti-Dumping and Foreign Currency Valuation
Clauses Opposed by Music Importers — Rewrit-
ten by Upper House — Now in Conference

BRUNSWICK ENTERTAINS DEALERS

Chicago, III., May 10. — The dinner given by the
Brunswick Co. to its visiting dealers at Marigold
Garden was an immense success. President
Bensinger presided, and the Isham Jones Or-
chestra and Brunswick records provided the
music. This was followed by short talks by
Messrs. Bensinger. Balke, Deutsch and Kendrick.

Washington, D. C, May 11. — The Emergency
Tariff Bill, which passed the House April 15,
was passed by the Senate this afternoon by a
vote of 63 to 28, carrying the anti-dumping and
American valuation clauses and the Knox dye-
stuff protection amendment.

The Senate amendment of most vital signifi-
cance to the music industry was the elimination
of the 66 2-3 per cent limitation of depreciation
in foreign currencies. It was claimed that this
clause would virtually place an embargo on the
goods of two-thirds of all Europe.

The anti-dumping clause in the bill, as passed
by the Senate, provides a special anti-dumping
duty equal to the price at which offered and the
foreign market value with stringent provision for
ascertaining foreign costs and foreign market
values. \'alues of foreign currencies are to be
certified daily by the Federal Reserve Bank of
New York.

COTTON FLOCKS

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supplied without charge

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PATHE OFFICERS RE=ELECTED

The annual meeting of the stockholders of
the Pathe Freres Phonograph Co., Brooklyn.
N. Y., was held May 4th, and resulted in the
election of the entire directorate. At the meeting
of the directors the following officers were re-
elected: president, Eugene A. Widmann; treas-
urer, .\. W. Copp; secretary, James Watters.

The Board of Directors expressed their satis-
faction at the results attained by Mr. Widmann
and his associates during the past year, and a
vote of confidence was extended to the officers
by the directorate. Plans were outlined providing
for the steady expansion of Pathe activities dur-
ing the coming year.

INCORPORATED

The Deca-Disc Phonograph Co., of Dover, Del.,
has been incorporated under the laws of the
State of Delaware with a capital stock of $500,-
000. The LTnited States Corporation Co. of
Dover, incorporator.

NEEDLES

WE MANUFACTURE

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Sapphire needles for Edison
Sapphire needles for Pathe

in stock ready for delivery
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May is, 1921

THE TALKING MACHINE WORLD

157

Papers Read at Talking Machine Conference in Chicago

WHAT THE NATIONAL ASSOCIATION OFFERS THE DEALER

By E. Paul Hamilton, President of the- National Association of Music Merchants

The topic allotted to me at this meeting as
per our program is: "What the National Asso-
ciation of Music Merchants of America offers
to the Talking Machine Dealers of the U. S. A."

The subject given to -me revolves itself into
a question, and, strange to say, this question
is almost answerable with one solitary sentence.
Most speakers take pains to explain that the
short time allotted to them and the vastness of
the subject under discussion make it almost
impossible for the speaker to do justice to the
subject, and then he begins — and sometimes he
ends — to the great relief of his audience.

Therefore, I know you will be pleased to hear
from me that my subject can really be covered
with one sentence. The subject, as I previously
said, is really a question, namely: "What has the
National Association of Music Merchants of
America to offer to the talking machine deal-
ers of the U. S. A.?" and the answer is: "All
that they do need to-day and all that they may
ever need." I could safely leave it at that, and
know I had covered my subject, but I am per-
fectly willing and able to prove my contention.

Firstly, let us consider what the talking ma-
chine dealers of the U. S. A. need, and by the
talking machine dealers it is understood we
mean every retailer of phonographs, gramo-
phones, graphophones or any kind of talking
machine whatsoever. The talking machine deal-
er, in common with any retailer of any com-
modity, needs above all —

Protection — protection against anything that
is unfair or unjust, be it competition or the
legislature, the jobbers or the factories, all deal-
ers need protection, and who is. better equipped
to protect the talking machine dealers than the
National Association of Music Merchants? We
have no conflicting interests. Most piano mer-

chants sell talking machines and most talking
machine merchants sell pianos. The days of
isolation are over. There was a time when a
piano dealer thought a talking machine dealer
was his competitor. But, thank heaven, those
days are gone forever. To-day we are all music
merchants, working hand in hand, realizing that
in unity lies strength.

The talking machine dealer needs protection.
The greater the army, the more guns, the more
ammunition, the greater and the safer the pro-
tection and the surer the victory if it ever be-
came necessary to go to battle.

While I admit that the talking machine deal-

ers of the U. S. A. could form quite a formid-
able army of their own, yet you all must admit
that together with the music merchants it would
be tremendous and unbeatable, because in unity
lies strength.

Furthermore, the music merchants have their
army organized — infantry, cavalry, artillery —
every State is covered, the general staff fully
organized. Even the quartermaster is working
hard collecting the quarters to sustain the good
work. Why another army? Why another head-
quarters and another general staff? Why this
duplication of effort, when we know we are all
music merchants, whether we sell pianos or talk-
ing machines, or both, when we know that in
unity there is strength, and united we stand and
divided we fall? Therefore: Why another Asso-
ciation when we can offer you all you need?

THE ASSOCIATION. IDEA FROM CALIFORNIA'S VIEWPOINT

By J. W. Boothe, Music Trades Association of Southern California, Los Angeles

The Music Trades Association of Southern
California believes that the promulgation of na-
tional ideas as applied to local trade conditions
is always of great benefit and tends to broaden
the value of all associations, and therefore we
believe that an association, national in scope,
of the talking machine dealers of the United
States will solve many problems that are now
before us. It might be well right here to enu-
merate briefly some of the things the Southern
Association of California is doing now.

Maximum length of contract for phonograph,
fifteen months; minimum amount of first pay-
ment, 10 per cent of list price; retail price and
name of model to accompany advertisement; no
commissions to others than regular employes;
standing reward for recovery of lost or stolen
phonographs at the rate of 10 per cent on un-
paid balance; minimum reward, $5; records on
approval limited to twelve to a customer, to be

returned in forty-eight hours; no records of
new monthly issue sent on approval until ten
days after date of issue; no phonographs, new
or used, not regularly carried by a dealer to be
on display in window; a uniform rate of interest
charged on all phonograph contracts, and all
contracts printed with the rate of 8 per cent.
These are in the main the principal factors that
are working for the good of our Association, but,
more important, we now have in process of
formation a record exchange among the ac-
credited dealers, which will be far-reaching in
its benefits to the dealer.

The Record Exchange Question
To those who have made a study of the record
end of the business it is a well-known fact that
in numerous cases dealers have records on their
shelves which are not moving, while a brother
dealer may have many calls for these same rec-
( Continued on page 159)

cqp NEW CARDINAL RECORDS fi^p

Ut/V NOW READY FOR DELIVERY Ut/V

10— NEW CARDINAL JEWISH RECORDS— 10

ALL HITS

The
Phonograph
With The
Tongue

fYENTE FOHRT IN DER COUNTRY

Goldstein & Gold
I MENDEL. WIL BIN AUTOMOBILE
^ Goldstein & Gold

JyENTE ZUCHT rums Goldstein & Gold

"^1 MENDEL WIL SHOLBM Goldstein & Gold

,,„„iA KIND OHN A HEIM... Clara Gold

""''ImR. fish, FISH Gus Goldstein

{CHUPE TANZ

Sam Young's Yiddislicr Oichestra
LOST GRISEN

Sam Young's Yiddisher Orelie»tr:i

^IN KOVHAZ

Sam Young's Yiddisher Orehestra
f-Oa^ DER SOVIETEN BULGAB

L. Sam Young's Yiddisher Orchestra

'DER CHOSID GEHT TANZEN
ii/k;,; Sam Young's Yiddislier Orchestra

' DROH OBYEZER CHOSID

.Sam Young's Yiddisher Orchestra

fMENDEL KOILET A LITWAK ZUM SEDER
,,„„J Goldstein & Gold

11'"'1yENTE KETCHT an ELIJOHU H.4NOVI

>• Goldstein & Gold

[,Jl)KB T;
^ISHTEH

TA US Sam Bloom

AUF MEIN FOLK Sam Bloom

rZION BLEIBST SHOIN EIBIG BEIM YID
I Somon PiisUnI

111" I YANKELE LOIFT IN SHUL ARKIN

^ Somon Faskal

,1'ISH AUF SHABES

. flos. Tanz.mnn and Anna ZeeiUiin

l"!-' DER ITALIENER

Jos. Tanzman and Anna Zceman

The
Record
That
Talks

Jobbers and Dealers — Write for Information

CARDINAL PHONOGRAPH CO.

106 EAST 19th ST., NEW YORK CITY

FACTORIES — NEWARK, OHIO — ZANESVILLE, OHIO — PT. PLEASANT, N. J.

158

THE TALKING MACHINE WORLD

May 15, 1921

Sings Exclusively for the Vocalion Red Records

VOCALION RECORDS

are recorded, manufactured and produced by The Aeolian Company, the world's
foremost manufacturers of musical instruments, whose reputation has been based on
quality merchandise. These unexcelled records give the clearest reproduction
because the red material used eliminates all surface noise and does not deteriorate
with use.

If we get them out special they're good !

NEW VOCALION RECORDS JUST RELEASED

MOONLIGHT Introducing "Santa Monterey" Fox Trot

CHERIE — Introducing "I'm Nobody's Baby" — Fox Trot . - . .

Selvin's Dance Orchestra

UNDERNEATH HAWAIIAN SKIES— Fox Trot

MOLLY— Fox Trot — Ray Miller's Black and "White Melody Boys -
'SIPPI SHORE— One Step

PINING Fox Trot AI Jockers' Dance Orchestra -----

SIREN OF A SOUTHERN SEA — Fox Trot — Selvin's Dance Orchestra
WITHOUT YOU — Fox Trot — Ray Miller's Black and White Melody Boys -
SCANDINA"V"IA — Harmonizer's Quartet

TIMBUCTOO— Aileen Stanley

MAKE BELIEVE— Fox Trot

WILD ROSE, from "Sally" — Introducing "Buggy Riding," from "Hitchy Koo"

No. 14182 $.85

No. 14164
No. ,14165
No. 14166
No. 14161
No. 14169

Fox Trot — Selvin's Dance Orchestra
THE SWEETEST STORY EVER TOLD — John Charles Thomas - - No. 30122

Vocalion Records are in the Lead for bringing out the Latest Hits.

LOOK FOR THE RED RECORD!

.85
.85
.85
.85
.85
1.25

New York

THE AEOLIAN COMPANY

London Paris Madrid Melbourne

Sydney

May 15, 1921

THE TALKING MACHINE WORLD

159

Papers Read at Xalking Machine Conference in Chicago

ords which the jobbers are not able to sup-
ply. It is evident that the turning over of these
records is a distinct advantage to the dealer who
is heavy on them (from a turnover standpoint),
and also at the same time permits his brother
dealer to fill his orders without a long wait
from the factory end, which may eventually lose
the business for all concerned. This 'is one of
the big problems of our industry.

Some keen analyst has said that all the profit
of the record business is tied up in the stock
on the shelves that is not moving, and has gone
further and stated that there is absolutely no
profit- in the record business at present dis-
counts. Those of you who absolutely segregate
your record business from your machine busi-
ness, and charge up to your record business
every legitimate overhead that is involved in
the transaction of selling records, know that this
is very near the truth, when you take into con-
sideration the great excess charge of overhead
that has come to us during the last few years.

Are any of us certain that we make any
money at all in the record business? Do any
of us know how the big manufacturers arrived
at the margin of profit between our cost and

selling price to the public which we have, and
how tliey determined that it was enough margin
for us to do a profitable business. Were these
calculations made in a day that is past forever,
and are manifestly impossible for the present
day, but which are in many cases less than we
used to enjoy with still a heavy increased over-
head with us at the present time?

Work for a National Association

These, as I say, gentlemen, are some of the
keen problems left us, and it would seem that
the formation of a national association of dealers
would help solve them. At least we should have
a national committee of capable men who will
affiliate with the National Association of Music
Merchants, who will give some of their time to
the consideration of such questions. We are all
justly proud of the phonograph business and the
big manufacturers who have created this gigan-
tic industry, and we are all strong for a good,
clean business, done on strictly ethical princi-
ples, and we all wish to preserve forever the
basic principles that have made our business as
clean as it is.

You will find that a big cohesive national
association can do now what it may be impos-

sible for the manufacturers to do, and that is
to keep the rank and file of our members on a
high plane of business ethics — make the dis-
senters see, through example, that our way is
the best way to conduct their business. To do
this we need the steady and unflagging co-
operation of the manufacturers and jobbers, and
when a question arises that seems to be impor-
tant from the standpoint of the dealer it should
be met with a sympathetic hearing and not
arbitrary decisions. We all know that "progres-
sion is the order of the age," and this is the
road we must all travel if we wish to continue
to be a vital force in this industry. The copy-
book truisms of the past have been swept away
in many cases. The little dealer with three ma-
chines, a few records, no overhead and happy
all day long, has departed from the large cities.
It is a great big, serious business, and all big
business must have its profitable returns upon
its investment. I believe that all of us who
adhere to the big underlying principles of our in-
dustry are going to have in the future an
adequate return, and that the volume of the
past will be insignificant when compared to what
we are going to do in the years to come.

TALKING MACHINE RETAILERS' NATIONAL RELATIONSHIP

By Irwin Kurtz, President of Talking Machine Men, Inc., New York

The great war taught us many things which in
the years to come we should not lose sight of,
and one of the important lessons which that
great catastrophe firmly planted in the minds of
men was the many uses of propaganda.
The wonderful propaganda system, built up by
German kultur should be simulated by busi-
ness, not to tear down to satisfy the ruthless-
ness of a Kaiser, but to build up a great struc-
ture of mutual trust, confidence and respect upon
a solid foundation of trust and square dealing.

We, each of us, within our limited spheres,
have been radiating propaganda, thought, in re-
lation to our particular trade, but the little flick-
' ers emanating from the many small centers did
not and could not make any impression upon
the people at whom they were directed. The
result was that Congress, in passing a tax law,
expressly picked out our trade to be penalized
by the imposition of the luxury tax, which took
away from us — the dealers — 10 per cent of our
profits and put us close to the danger point.
If there had been strong individual associations
in each large central point to radiate their
thoughts on the subject to the central national
organization point, do you think that Congress,
always susceptible as it is to the wishes of what
it believes to be the will of the folks back home,
would have singled out our trade for discrimi-
nation?

It has always been my belief that a fair price-
fixing bill could never be passed without the
individual retailers in our line and every other
line to be benefited by such a measure using
propaganda and stirring up their individual cus-
tomers and friends and bringing to bear suffi-
cient pressure upon Congress and Senate to
that end.

You might ask how could you possibly inter-
est your customers in such a proposition? Well,
this could be done by letting them see your
side of the question, by showing them that you
were but making a fair profit, which enabled you
to pay your help a decent living wage, and en-
abled the manufacturer to compensate his em-
ployes likewise; and, on the other hand, with-
out price fixing, your fair marginal profit is elim-
inated, making it necessary for you to cut em-
ployes' wages, and the manufacturers' good will,
built up by years of advertising, is impaired,
reducing his profits and causing him to lower
wages. The public would not ultimately gain,
as the big stores would use advertised articles
as a bait, and would make up by getting back
their margin of profit on non-advertised arti-
cles.

Leaving the question of taxation and the price-
fixing bills, which are both of such vital im-

portance to our trade, and taking another phase
of the situation in which national propaganda
could be made useful, a certain class of mer-
chants engaged in our trade entered our busi-
ness with no clear understanding of sound busi-
ness and merchandising methods and no clear
comprehension of how to conduct a business in
a sound and reputable way. We must see to" it
that they are given the elementary and high-
school education in business ethics that they did
not receive before they entered the trade — not
by duress or force, but by a constant dinning
in of proper merchandising principles.

What could be gained if we of New York,
by an educational campaign, brought all the deal-
ers in our vicinity to a proper realization of
sound business principles, but the merchants
in Philadelphia and Boston, Bridgeport and New
Haven were conducting their business under the
old-time methods of unsound merchandising?
Every large city has within one hundred miles
of it another good-sized town, and that being
so in order to accomplish anything for the ulti-
mate good of the trade a national campaign
of education must be carried out, and this can
only be done by a national association with
strong local bodies affiliated with it.

In business times such as we are now moving
through sound merchandising requires a com-
(Continucd on page 160)

EASTERN PHONOGRAPH CORPORATION

GEO. SEIFFERT, Pres.

WHOLESALE DISTRIBUTORS

OFFICES AND SHOWROOMS
101 West Twentieth St. 100 West Twenty first St.

Cor, Sixth Avenue ^
Telephone: Chelsea 2044 NEW YORK

160

THE TALKING MACHINE WORLD

May 15, 1921

A CROONING MELODY SONG IN WALTZ TIME

YOU CANt GO WRONG ^
WITH ANY'FEIST'SONG"

Papers Read at Talking Machine Conference in Chicago

plete turn-over of stock at frequent intervals
and the keeping of as much money in the bank
and as little stock on the shelves as possible.
Records which move fast in one section of the
country do not move at all in other sections
and, with a national association, it would be pos-
sible, within distances where freight rates would
warrant, to help make exchanges between deal-
ers in the same line through the Association
headquarters, so that the dealers could make
their exchan^ges directly with each other upon
information furnished from headquarters; this

would help all and will go far towards eliminat-
ing surplus stock from our shelves.

And last, but not least, it seems to me that
a national association of talking machine men
controlled and dominated by retailers, with no
interference by any other branch of the industry,
holding their heads up high, ready to look any-
one in the eye and unafraid, dominated by no
company, but ready to do substantial justice to
all companies, working for the best interests
of the industry in which we are all engaged, can
and would be a big factor in our trade.

FACTORY AND DEALER FROM THE MERCHANT'S VIEWPOINT

, By Charles S. Mauzy, of Bs^on Mauzy, San Francisco, Cal.

The invention of the talking machine and its
growth from a laboratory product to a com-
mercial proposition have brought about certain
psychologic reactions in the minds of the people
in this country. It has placed in the hands of
certain merchants a mighty factor for good; it
has enabled him to provide and place entertain-
ment, enjoj'ment and education in the homes
of thousands. A new atmosphere has been
created, a new field of action has been opened.

The music dealer has usually been the agent
through which the talking machine has been
passed on from the factory to the ultimate con-
sumer. Every help and assistance has been
brought into plaj' to the aid of the dealer. The

demand for the product has been created; the
factor of bringing the customer into the store
is attached to the sale of each article; in the
way of records, the price has been stabilized
and the investment encouraged and secured.

Let us look into the visible and invisible
agencies that have been brought into play. Omit
for the moment the absolute reason why an in-
dividual talking machine would be purchased
and consider liow, when it is first brought into
the home, it creates a certain amount of nov-
elty. The novelty develops into a source of
enjoyment, the pridg of showing it off to the
friends and the pride it develops in having said
instrument in the house, and finally from the

Now Under One Roof

TN the interests of efficiency and economy, we have brought
our Executive Offices, Art Department and Lithograph Plant
under one roof, leasing additional space in

THE BUSH BUILDING

327 EAST 29TH STREET

The closer union of these Departments is calculated to greatly
increase our production under a minimum overhead, while at the
same time raise still higher the standard of Einson Quality
Lithography.

We are specialists in Display Lithography — creating, from idea
to finished product. Window Displays, Counter Displays, Cut
Outs, Hangers, Cartons, Car Cards, Posters — every kind of
lithographed material to help the dealer sell more goods.

Call us in for an Idea or an Estimate

Einyori litho

iriccjf^.p%#r%« i

OFFICES, STUDIOS AND PLANT

327 East 29th Street,

NEW YORK

music that is derived from the instrument itself.

The next step is the serious element or educa-
tional factor. After the talking machine has
been in the house for a length of time there is
a development on the part of the owner from
the light jazz and novelty records to the better
grade record, and there is greater enjoyment
attained the longer the machine remains in the
home.

Multiply this experience by the number of
families in your community and you would have
your merchandising problems solved. The diffi-
culty is, however, in getting the first start with
the customer or individual. To this end the
talking machine companies have aided the retail
dealers wonderfully.

From California, where we stand on the very
edge of occidental civilization, we feel the im-
pulses of efforts long after they have been put
forth. B J' virtue of our strategic position we can
probably see more clearly than those to the East
in a location entirely surrounded by manufac-
turing; entirely surrounded by those engaged in
merchandising — a fundamental plan — possibly a
program, by a group of technicians or specialists
endeavoring to create or establish in the na-
tional mind a higher plane of thinking.

The working of this national plan to stimulate
retail sales was through a series of steps similar
to those that the buyer, referred to in the open-
ing, is led — selecting first jazz, then popular,
then Red Seal — better and better music. This
gigantic task was accomplished by a method so
easily assimilated that it was absorbed into the
national system without effort.

First, by interesting the children. We know
that little children, as well as various wild tribes,
are interested in percussion sounds or percussion
music, like that of the drum, xylophone, bells,
and progress from that to simple melodies, i. e.,
a piece in which there are only two themes
throughout the entire. This progression is then
continued through a more complicated series of
sounds until we approach what might be termed
rhythm. In many schools folk dancing is taught;
in higher grades music in connection with Shake-
speare's plays is given, and gradually the child
is taken through a course of musical apprecia-
tion.

Second, we, who have grown up without the
aid of the talking machine, have had to assist
ourselves by various methods in obtaining a
musical education. Peculiar as it may seem, the
ear must be trained to listen. Learning to play
does not constitute a musical education; it is,
however, a means to an end. As a child is
taught and led step by step through a series of
lessons, so must we who desire a musical educa-
tion advance step by step, training our ears and
our minds to grasp the simple melodies and
later the more complex melodies.

Many helps have been offered in the way of
interesting publications dealing with what we
hear in music, and which, if used with the many
published recordings, will enable us to cultivate
an ear for music and a sense of appreciation for

May is, 1921

THE TALKING MACHINE WORLD

161

Nora Bayes in a new role gives good advice in
"Make Believe." In "Now I Lay Me Down to
Sleep" she's at a new and amazing best. That Nora
sings them is all your customers need to know.
A-3392.

Columbia Graphophone Co

NEW YORK

Papers Read at Talking Machine Conference in Chicago

what we hear. The instruments of the orchestra
and band have been aptly illustrated and the
various families described, together with the
combinations that make the most pleasing and
acceptable sounds.

Third, the Victor Book of the Opera stands
supreme as a book of its type, containing over
one hundred and twenty-five of the world's
famous operas, the details of each including
writer of text, composer of rnusic, first and many
subsequent performers, characters in the opera,
description and story of plot, English transla-
tion of principal songs, and records of the most
famous songs.

I have purposely left the factory product until
later, and emphasized those silent factors which
affect the psychological mind of the public first
and left the material and concrete side last to
mention briefly.

The machine you handle each day you know
too well for further discussion here. It repre-
sents the best efforts of the factory to give a
finished product.

The record is likewise well known. Some-
times I believe that too little credit is given for
the fineness and precision of each of these and
how little fault we can find with the material
makeup. The recordings require a tremendous
effort to secure the best artists, a choice of
selections for the gradual production and build-
ing up of a library.

The monthly release is an institution to which
a large portion of the people of the United
States look forward each month. How de-
pendent we are on the factory for the selection

of a well-balanced list. Just enough of the
classic, just enough of the ballad, just enough
of the descriptive record to make a well-balanced
list that will appeal to the large majority of
the people throughout the country.

Last and most important is advertising, na-
tional, local, personal, all done by the factory,
and the inestimable demand stimulated by live,
virile, pithy ads which pop up in magazines,
our newspapers, our correspondence. Connect
up those action-getting ads with this slow psy-
chological force that has been working in the
minds of the children, of the home-folks and
others, and you have a campaign which might
leadily be called advertising, but probably more
correctly entitled educational.

All of the various agencies have been em-
ployed for the aid of the retail dealer. He was
bound to make a success even against his will.
The entire country treated by a process of edu-
cational propaganda, the public mind tuned, the
merchant acting in conjunction with the factory
have caused an extraordinary demand for a com-
paratively unknown product.

What a wonderful opportunity for dealer and
factory to co-operate; what a wonderful oppor-
tunity for dealers to nationalize, to promote the
propaganda, psychological and actual, from a
nation-wide down to a concentrated local force!
What a wonderful opportunity to create a de-
mand for talking machines! What a wonderful
opportunity to do a greater business!

NEW EMERSON ARTISTS

Sherbow's Little Club Orchestra Will Make
Emerson Records Exclusively — Miss Marie
Dawson Morell Another Emerson Artist

The Emerson Phonograph Co., New York, an-
nounced this week that arrangements had been
completed whereby Sherbow's Little Club Or-
chestra would recover for the Emerson record
library exclusively. The first record by this or-
chestra will be issued as a special release and will
feature the selections "In a Boat" and "I'll Keep
on Loving You."

Sherbow's Little Club Orchestra is one of the
most popular dance organizations in the city
and plays to capacity audiences at the Little Club
in New York. The organization includes some of

the leading players of "jazz" music, and the
Emerson Phonograph Co. is planning to insti-
tute an aggressive campaign featuring the records
made by this orchestra.

Another artist who will be featured in the
Emerson sales and advertising campaign will be
Miss Marie Dawson Morell, a violinist who has
attained considerable success on the concert
stage, and whose first Emerson records will be
released very shortly.

The Emerson advertising department has just
advised Emerson dealers that it has prepared an
attractive moving picture slide featuring "Peggy
O'Neil," one of the popular song hits of the day.

The Liberty Grafonola Shop has been organ-
ized in Seattle, Wash., with capital stock of
$10,500.

ECLIPSE

DEFEND

THE ECLIPSE MUSICAL CO.

Wholesale Only

Cleveland, Ohio

162

THE TALKING MACHINE WORLD

May 15, 1921

44mUNTINC FOX-TROT TUNE BY THE WRITER OF
A ^-'aT xx/^^n^ MAN'S FANCY" (THE MUSIC BOX SONG)

Sweet Lips

"You caret qo wrong
vjithanyfeisrSong"

PRICE BILL AGAIN INTRODUCED

Stephens-Kelly Measure Guaranteeing Fair and
Reasonable Charges Goes Again to Congress

Washington, D. C, May 9. — Representative
Clyde Kelly, of Pennsylvania, has reintroduced
in the House his standard price bill (H. R. 11),
under which independent manufacturers would
be allowed to fix the prices at which their prod-
ucts would be sold in all markets. Hearings
have been held on this bill by the Interstate and
Foreign Commerce Committee of the House, and
Mr. Kelly will attempt to push it through to
final enactment in the present Congress.

The bill has been endorsed by the American
Fair Trade League, practically every State re-
tail merchants' association, the National Associa-
tion of Manufacturers and practically all of the
State manufacturers' and wholesalers' associa-
tions, according to Mr. Kell}^.

The bill is intended, as its caption indicates,
to ''protect the public against false pretenses in
merchandisifig under trade-mark or special
brand articles of standard qualitj'."

The purpose of the bill, according to Mr.
Kelly, is "to give the independent manufacturer
with an identified product the right to file his
trade-mark or brand with the Federal Trade
Commission, as well as his price for sale to the
wholesaler and retailer. On such filing he would
have the right to maintain the price of his ar-

ticle. If any person feels aggrieved, that the
price is too high, for instance," said Mr. Kelly,
"he may appeal to the Federal Trade Commis-
sion. The Federal Trade Commission may re-
voke the right to fix the prices, but ma}' not
fix the price itself."

This would guarantee fair and reasonable
prices all down the line, Mr. Kellj' feels, which
will protect the consumer. Protection against
profiteering will come through the fact that
when the price is fixed the articles may never
be sold at more than the standard price.

A way is provided for disposing of goods by
the dealer who may be going out of business
and who may wish to conduct a sale at low
prices. He may first offer them back to the
maker at the prices he paid for them. If the
maker wishes, he may buy them back. If he de-
clines they may then be sold at any price.

The bill, of course, would apply only to goods
in interstate commerce. A similar law is in
effect in Oregon, and most of the European coun-
tries have such legislation and it has worked
most satisfactorily.

■'Such legislation," said Mr. Kelly, "will pro-
tect the good-will of manufacturers and dealers,
which now is 'at the mercy of buccaneer bar-
gainers, who slash standard prices and set up
'misleaders' in order to deceive the public. Good-
will is property in modern business, as actual,
positive and genuine as machinery and mate-
rials," he continued. "It belongs to the maker

of the goods; he does not sell it, but is vitally
interested in preserving it after the goods are
in the consumers' hands. For the best interests
of every party in the transaction, the user and
distributor as well as the maker, there must be
legislation that the manufacturer of the stand-
ard, identified, trade-marked goods whose qual-
ity and price have won the good-will of the
public shall have power to protect it by enforc-
ing a standard price policy in the marketing of
his product."

CONTAINS MANY NOVEL FEATURES

Plymouth, Wis., May 9. — The Plymouth Phono-
graph Co., of this city, is just placing on the
market an innovation in a portable machine. The
Plj'mouth Portable, as it is called, has some
special features both as regards tone and general
construction and has excited the keenest interest
on the part of dealers who have seen it. The
tone travels up from the tone chamber and is
emitted through an opening extending the entire
width of the machine back of the tone arm, and
can be heard equally well on all three sides. The
cover of the portable also constitutes a sound-
board. The tone is of unusual volume for a
machine of this type. The idea of producing a
portable machine of extreme durability is
to the credit of W. H. Thommen, the presi-
dent of the company and inventor of the
Plymouth Portable. The new machine is fur-
nished either in oak or in maple, with triple
waterproof fabrikoid cover in different colors.
The purchaser can have the machine match the
color of his automobile, if he so desires. It is
portable in every sense of the word. W^hen it
is desired to close it the tone arm and sound box
fit in the string clamps on the underside of the
lid of the tone chamber, thus protecting it abso-
lutely from any possible contact or injury. The
crank also fits into spring clamps in the motor-
board. On the upper part of the inside of the
cover is a felt-covered block and when the lid
is closed this block fits over the needle cups,
obviating the removal of the needles. The ma-
chine is smaller than the average portable ma-
chine and weighs but a few pounds.

The company is also working on cabinet ma-
chines and other styles, which will embody some
of Mr. Thommen's latest ideas in talking machine
manufacture and, to some extent, will revolution-
ize the appearance of the phonograph cabinet.

STOLIAR MUSIC CO.'S "OPENING"

DoBBS Ferry, N. Y., May 2. — On Saturday the
Stoliar Music Co. opened its new, exclusively
A'ictor vvarerooms to the public. These new
warerooms are handsomely decorated and
equipped with four Unico demonstration rooms.
Large numbers attended the opening and much
pleasure was expressed at the concert, or re-
cital, given under the direction of Miss H. Mar-
jorie Brown, of the dealers' service department,
of C. Bruno & Son, Inc., /\"ictor wholesalers,
Xew York City.

We Back the Dealer
Who Backs the Victor

Knight-Campbell Music Co.

1608 Wynkoop Street, Denver, Colo.

May 15, 1921

THE TALKING MACHINE WORLD

163

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I THE TALKING MACHINE WORLD SERVICE

A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES

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*<nENTIMENT!" What a word it is! The destiny of a nation,
the course of a human life, the actions of all mankind are swayed
by it. Many laugh at sentiment and pretend they have none. Believe
them not, for somewhere in the secret chambers of thought is a
remembrance of old love — the tender touch of a vanished hand.

The public always appreciates the efforts of a business institu-
tion when it does homage to some great day without trying to com-
mercialize it.

Decoration Day is a legal holiday in practically every State in the
Union. It is a splendid time to show your spirit with little or no
expense. Pull the shades of your window down half way, place
lilies, arbutus, white carnations or other white flowers in your win-
dow. A sign bearing the following words should also be placed in
your window :

"This institution is closed in respect and reverence to those
who have made the supreme sacrifice to protect the integrity of our
nation."

* * *

SEVERAL of the most successful stores throughout the country
have adopted bags of one particular color, or colors, in which
they pack up whatever articles the purchaser buys. The theory of
this is that as the person walks along the street others who have pur-
chased at the store will recognize the distinctiveness of the bag and
immediately remember the institution. It is a clever way of keeping
your name continually before the public's mind. The adoption of
some particularly attractive, though not striking, envelope to pack
your records in would have a similar advantage. Gray, French blue,
tan and taupe are appropriate colors for bags of this description.
Of course, your name or trade-mark should be printed on the bag.

THE psychology of the word "saving" plays an important part in
the buying of the public. Recently, in a conference with the'
manager of one of the largest circular letter houses in the country,
the writer was told that the most successful form letters emanating
from his company were, at this time, those which talk saving. In
your form letters, do not tell how cheaply an instrument can be pur-
chased, but talk on the saving that is made. Do not talk about initial
expense. Speak of the cost as so much, thereby saving so much. This
seems like a trifling point, but the results obtained by form letters
talking from the saving angle have been so much more successful
that it is well worth your consideration.

* * *

IT is essential that your windows should depart widely from the
stereotyped during the Summertime. They must be connected up
with appropriate themes of the season. In other words, try to picture
in your windows the use to which the public might place talking
machines and records during the Summertime, either on vacation or
in the home. Don't think, however, that it is necessary to have your
window displays always representing outside scenes. There are some
rainy days when even the greatest aristocrat has to stay within doors.
Then, there are many others of us who are unable to go away on
vacation. Your windows can as successfully portray the use of ma-
chines and records for these people during the Sumiper as they can
for the vacationists.

THINKING along this line puts us in mind of a window which
could be gotten up at little cost and would be very attractive.
Furnish your window lightly with wicker chairs and a table. Place
a talking machine in one corner. On the table place a half a dozen
popular novels, and beside them, a half a dozen popular records. A
small card bearing the words "A complete Summer library of litera-
ture and music" would carry out the theme, the idea being to connect
up music and your records with Summer and recreation.

* * *

ANOTHER window which is very timely and which stops the
crowd and puts over its idea is one of a rather humorous nature
which was arranged by a dealer in the Northwest. The win-
dow was divided by a cardboard sheet into two sections. In one was
a miniature reproduction of a cellar, fully equipped with kegs and
liquor bottles. In the other section was a single record mounted on
a rack, the rack itself placed on a mount (probably a box) covered
with a velvet throw. The heading across the top of the window was
"The two best sellers in our town." To carry out the idea more com-
pletely, in the evening a small red bulb illuminated the side with the
"cellar", while a spotlight illuminated the record on the opposite side.

It proved to be a very successful way of featuring a single number,
judging from the sales reported.

* * *

AT this period when collections are slow, it is a very good time for
a dealers' association to use its strength in co-operative effort.
A series of three or four form letters could be gotten up to be used,
on the stationery of the association. The first letter would call the
people's attention to the fact that John Doe, talking machine dealer,
reported to the association that the account was overdue, and that
the association wished to call this fact to the attention of the indi-
vidual. The second letter would be a repetition of the first in stronger
terms, while the third could threaten repossession by the association.
The advantages of collection letters emanating from the association
are first, that an association letter would not fall on the same deaf
ears as a letter from an individual would, and, secondly, the
dealer who sold the instrument would not sufifer the ill-will created
by strong letters emanating from his establishment. Why not get at
your association to develop such a series of letters, and use them?

* * *

JUNE 14 is Flag Day, and should not be neglected. Place in your
window all selections such as national airs and patriotic numbers
that you have. Mount these either on racks or place them flat on the
floor. In the center of each record, stand upright a small American
flag. These flags can be fastened to the center of the records without
damage by the use of putty, which can easily be removed. A sign
bearing the words "Flag Dag — a day for Patriotic Music" should be
placed at the front of the window. A window of this formation will
prove most unique, and will at the same time feature records which
normally sit on your shelves. It also shows the public that you are
wide awake.

* * *

SCHOOLS will close during the next thirty days, but there is many
a mother who believes in the saying "All work and no play
makes Jack a dull boy". Although not wishing to be considered one
of those who are scheming against the poor, unsuspecting children's
Summer campaign at the "swimmin' hole", I do feel that there is a
large opening for the talking machine dealer to score sales in the line
of educational records during the Summer months. Musical appre-
ciation is a subject which is gaining more and more prominence
each year. Through increased appreciation children can be taught
to play good music more readily as their ear becomes accustomed to
the finer qualities of high-class selections. Therefore, feature such
a theme by window displays and by personal solicitation with the
mothers, wherever possible. This is a splendid opportunity to stimu-
late the sale of high-class music during the Summer season.

* * *

YOUNGEST America is now entering upon that season when it
gives little lawn parties and little tea parties to its friends.
Mothers ofttimes have to stand about, singing little rhymes and
clapping their hands in order to furnish music for the little kiddies
to dance to. It is an ideal time, therefore, to circularize with form
letters those people who have children and who live in the good, resi-
dential districts of your community. Call to their attention the fact
that there are records which will furnish just the type of music
that the kiddies enjoy for their lawn parties. Such a campaign should
result, not only in the sale of records, but in additional sales of small,
portable models of talking machines for the kiddies' use.

* * *

NOW that the Spring is well advanced, and the roads are drying
up, it is time to push sales in the rural districts of }^our com-
munity. While the day of hitching Dobbin to the wagon is gone by,
there still is no reason why the farmer cannot be visited with the
"gas-line buggy". Although the farmers have also felt the pinch,
as the hard times saying goes, you will find them very receptive to
entertainment, in order to take their minds away from the monotony
of their work. It is going to be a sort of "the early bird catches the
early worm." In other words, you must get out immediately, or the
other fellow will beat you to it. A unique method for making an
entree for placing your machine in the home recently emanated
from one of the talking machine manufacturers. The idea was,
briefly, that the dealer should ask the farmer for permission to place
a sign advertising his business upon the farmer's property, and in
compensation for same he would place^ in the farmer's home a talk-
ing machine gratis, for the period of one week. Once the machine
is in the home, the salesman should be able to close the deal.

164

THE TALKING MACHINE WORLD

May 15, 1921

Sturdiness

^HE Stepk enson Precision- Made
Motor IS sturdy: Because of its one
piece ^ray iron frame tkat assures
rigidity and perfect and permanent
alignment; because of its compactness
ing drums, tke governor
skaft, tke turnable skaft — tkese are
of larger dimensions tkan ordinary
and yet so placed as to make for
compactness. And kecause of its sim-
plicity m design, witk strengtk wkere
strengtk is necessary and yet witk
no unnecessary weigkt or unneces-
sary parts.

Tke Stepkenson Motor is sturdy —
and, too, a Precision-Made Motor
kuilt witk all possikle accuracy and
a never-ceasing care for detail.

'One Hundred and Seventy Pennington Street
JXsa)3rI^,J\eio Jersey

MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX

May 15, 1921

THE TALKING MACHINE WORLD

165

g Retail Prices, $7.50 Nickel- $10.00 Gold BARNHART BROTHERS & SPINDLER i

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INAUGURATE A RECORD REVIEW PAGE

Philadelphia North American Begins Monthly
Review of Best Talking Machine Disc Re-
leases— A Move Worthy of Commendation

Pioneers in many newspaper features and in-
novations which touch the interests and happi-
ness of millions, and which have since proven
eminently successful, the Philadelphia North
American has again taken a step in adv^ance of
its contemporaries in the Quaker City by estab-
lishing a monthly talking machine record page
of an intrinsically informative and educative na-
ture, which gives a review of the new records
each month.

This helpful talking machine record page made
its debut in the May 1 issue of the North Ameri-
can and occupied a conspicuous place in the
■rlegular news section of that paper. Ruth L.
^rankel has charge of it.

In a sort of foreword to its first appearance
the record page called attention to the fact that
the output of talking machine discs was becom-
ing more and more abundant and diversified each
month and that it was well-nigh impossible for
owners of machines to personally review all the
records that are placed on the market: thus the
North American's purpose, through its record
Column, to be their "proxy."

"On the first of each month, henceforth,"
states the foreword, "as the new records come
forth, they will be reviewed and reports on some
of the interesting ones will be published here.
The latest jazz, the finest piano solo, the newest
bit of folk-song, will be heard for every North
American reader and a short account given for
the benefit of those who want to know what is
new without having to listen to everything."

In addition to the foregoing, news and gossip
of musical interest will be provided for the
record "fans," according to the promise made by
this newspaper when it first introduced its unique
page.

Altogether, this talking machine record page
is expected to develop into a big factor of im-
portance to readers of the North American who
own machines, in facilitating their choice of rec-
ords suited to their taste, and to manufacturers
and dealers in talking machines and records in
stimulating interest in their offerings and help-
ing to build business for them.

The talking machine record page that began
its life with the North American on May 1 had
a three-column head across it, reading: "New
Phonograph Records Appeal to Wide Tastes."
Giving first place to operatic selections, it cited
half a dozen of these with short, succinct de-
scriptions of their content or text. This pro-
cedure was followed all down the line — instru-
mental, orchestral, popular song hits, dance and
educational records, each in their order, coming
in for their share of observation and note. In
giving these record suggestions to its readers,
the North American plays no discriminatory
part as between the discs cited, the matter of
their respective merits being left altogether to
the judgment of users.

It's a pretty fair guess that other newspapers,
classified as "wise" and forward-looking in the
Quaker City, will tumble to the good thing dis-
covered by the "North" and follow "suit."

SELECT 20 VICTROLAS FOR SCHOOLS

Twenty Victrolas have been selected to teach
the school children of Zanesville, O., true music
appreciation after a competitive trial of talking
machines held for that purpose by the Board of
Education. The machines have been delivered
to the fifteen school buildings. C. L. Hetz-
ler, supervisor of music, is mapping out a course
in appreciation to be used during the rest of
the year.

A firm of merchants in Canada desires to
purchase talking machine motors. Quotations
should be given f. o. b. port of shipment. Pay-
ment to be in cash. Reference. Address 34805,
Bureau of Foreign and Domestic Commerce,
Department of Commerce, Washington, D. C.

NOW THE HEALTH=BUILD1NG RECORD

Walter Camp's Well-known Physical Culture
Exercises Being Introduced by Means of
Records With Musical Accompaniment

Walter Camp's "Daily Dozen," a series of
twelve health-building exercises, has now been
set to music and is available to the public in
disc record form. The Health Builders, of 334
Fifth avenue. New York City, are putting this
health-building system on the market. R. B.
Wheelan, head of the organization, is an enthu-
siast over these exercises written by Walter
Camp, well-known football coach, and conceived
the idea of placing them upon the talking ma-
chine record with orchestra accompaniment.
The course does not alone consist of the three
double-disc records containing the twelve exer-
cises with instructions and commands, but also
includes instruction charts on which the various
exercises are clearly visualized by the use of
more than sixty photographs. There is also, a
comprehensive health chart from which it is
possible to find the parts of the body most
benefited by each individual exercise and which
also is a guide in selecting the most beneficial
exercise for any ailment to be corrected. In-
cluded with the above is an interesting booklet
written by Walter Camp himself.

TALKING PICTURES A SUCCESS

New Type of Talking Pictures Appearing at
Town Hall, New York — Well Received by
Public — Are Having a Long Run

Talking motion pictures of a new type were
introduced recently at the Town Hall, New
York, in conjunction with D. W. Griffith's
famous picture, "Dream Street." It is the in-
tention to run this motion picture, together
with the talking pictures, throughout the Sum-
mer, and judging from the cordial reception ac-
corded the talking pictures, capacity audiences
will be attracted to this unique performance.

The newspaper critics commented particularly
upon the fact that the talking picture shown at
the Town Hall synchronized perfectly with the
action of the motion picture, and the buzzing
or scratching incidental to talking machine
"movie" reproduction was practically eliminated.
It is said the producers of the new type of talk-
ing pictures are planning to enlarge their activi-
ties this Fall and arrangements toward this
end have already been made.

A new exclusive Victor shop has been opened
in Waterbury, Conn., by the A. B. Clinton Co.,
of New Haven, Conn. Sterling Couch, of New
Haven, has been appointed manager.

THE OLDEST AND FASTEST SELLING TEN-PLAY NEEDLE

ON THE MARKET

Retails at

lO cents

per box of
50 needles

Each needle
guaranteed
to play
1 0 records

THE FAMOUS STEEL NEEDLE WITH THE GOLD FINISH

This metal and glass display
case given away free with
orders of 3 cartons

Magnedos are in
great demand since
Dance Records
have become so
popular, because
they eliminate the
nuisance of frequent
changing of needles

SOLD BY ALL THE
LEADING JOBBERS

50 needles to box, equal to
300 ordinary steel
needles

MAGNEDOS PRODUCE SWEETER AND CLEARER TONE
MAGNEDOS REDUCE SURFACE NOISE

MANUFACTURED
BY

SUPERTONE NEEDLE WORKS

18 WEST 20th STREET
NEW YORK

166

THE TALKING MACHINE WORLD

May 15, 1921

SALES success depends upon the amount of
specialized effort you expend. The best only
is worthy of utmost endeavor. There is no
phonograph and record franchise more sound
than the PIKNIK offers. It is the ultimate in
every respect and desires representation only
of a similar nature. The greatest sales fran-
chise ever granted. Seriously interested?
Piknik Portable Phonograph, Inc., Lakewood,
N. J.

TRADE SHOULD SUPPORT SMOOT SALES TAX MEASURE

Bill Introduced Into the U. S. Senate by Senator Smoot Is Favorable to the Music Industry and
Should Receive Its Support — A Practical Measure Capable of Excellent Results

Senator Smoot of Utah introduced into the
United States Senate on April 12 a new bill
providing for a sales tax that should receive the
prompt and earnest support of ever)' member
of the music industr}', inasmuch as the bill
p^o^"ides speciiicallj' for the repeal of Section
904 of the present War Revenue Act, covering
the excise taxes on musical instruments.

The Smoot bill, which is to be known as
"The Sales Tax Act, 1921," was read twice and
referred to the committee on finance. Although
the measure is distinctly favorable to our own
industo' it does not provide such complete
relief for other lines and will probablj- meet
with considerable opposition when presented for
passage. It will, therefore, be well for members
of the industrj' to give it all the support possible.

Up to this time the music industry has been
advocating some general form of commodity
sales tax along the lines suggested by the legal
committee of the Music Industries Chamber of
Commerce. The Smoot bill, however, presents
something tangible, and is a measure that bj-
freeing the trade from excise taxes accomplishes
the exact results desired. To rest secure in the
thought that such a bill has been introduced,
however, will make it . possible for the music
industrj- to lose the benefits it provides for.
The thing to do is to fight just as hard as ever
in downing possible opposition.

Senator Smoot has been a consistent friend
of music and the music industry and on previous
occasions has put himself on record as opposed
to heavy tax burdens on this trade. The bill,
which is numbered S. 202, reads as follows, the
final section 207 being the one of most distinct
interest to our industry:

Be it enacted by the State and House of Representatives
of the United States of America in Congress assembled,
That this Act may be cited as "The Sales Tax Act, 1921."
Title L— GENERAL PROVISIONS

Definitions — Sec. 2. That when used in this act the
term "person" includes individuals, partnerships, corpora-
tions and associations; the term "secretary" means the
Secretary of the Treasury; the term "commissioner" means
the Commissioner of Internal Revenue; and the term "col-
lector" means collector of internal revenue.

Title II.— SALES TAX

Sec. 201. That in addition to all other taxes there shall
be levied, assessed, collected and paid upon all goods, wares
or merchandise sold or leased on or after July 1, 1921, a
tax equivalent to one per centum of the price for which so
sold or leased; such tax to be paid by the vendor or lessor.

Sec. 202. (a) That this title shall not apply to sales and
leases made during any year in which the total price for
which the taxable sales and leases are made does not
exceed $6,000.

(b) In computing the tax due under this title every tax-
payer shall be entitled to an annual exemption of $6,000.

(c) In any case where the full amount of the exemp-
tion is not claimed in computing the tax due for the first
quarter the part not so claimed shall be deducted in com-
puting the tax due for the second quarter or succeeding
quarters. For the purpose of this act the first quarter shall
be the months of July, August and September; the second
quarter the months of October, November and December;
the third quarter the months of January, February and
March, and the fourth quarter the months of April, May

" and June.

(d) The taxes imposed by this title shall not apply to
sales or leases made by (1) the United States; (2) any
foreign government; (3) any State or territory or political
subdivision thereof, or the District of Columbia; (4) any
mutual ditch or irrigation company; (5) any hospital; or
(6) Army and Navy commissaries and canteens; or (7)
any corporation organized and operated exclusively for
religious, charitable, scientific, or educational purposes, or
for the prevention of cruelty to children or animals, no
part of the net earnings of which inures to the benefit of
any private stockholder or individual.

(e) The taxes imposed by this title shall not apply to
sales or leases of articles taxable under Title IV or VII or
paragraphs 1, 2, 3, 12, 20 of section 900 of the Revenue
Act of 1918.

(f) Under such rules and regulations as the commis-
sioner, with the approval of the Secretary, may prescribe,
the taxes imposed by this title shall not apply in respect
to articles sold or leased for export and in due course so
exported.

Sec. 203. That in computing the taxes imposed by this
title no credit shall be allowed for any tax reimbursed or
paid in apy manner to any person in connection with any
previous transaction in respect to which a tax is imposed
by law.

Sec. 204. That every person liable for any tax imposed
by Sec. 201 shall make quarterly returns under oath in
duplicate and pay the tax imposed by such section to the
collector for the district in which 'is located the principal
place of business. Such returns shall contain such infor-
mation and be made at such times and in such manner as
the commissioner, with the approval of the Secretary, may
by regulation prescribe.

The tax shall, without assessment by the commissioner or
notice from the collector, be due and payable to the collec-
tor at the time so fixed for filing the return. If the tax
is not paid when due there shall be added as part of the
tax a penalty of five per centum, together with interest
at the rate of one per centum for each full month from
the time when the tax became due.

Sec. 205. That in the case of an overpayment of any
tax imposed by this act the person making such overpay-
ment may take credit therefor against taxes due upon any
quarterly return.

Sec. 206. That the commissioner, with the approval of
the Secretary, is authorized to make all needful rules and
regulations for the enforcement of the provisions of this
Act.

The commissioner, with such approval, may by regula-
tion provide that any return required by this Act to be
made under oath may, if the amount of the tax covered
thereby is not in excess of $10, be signed or acknowledged
before two witnesses instead of tmder oath.

Sec 207. That on and after July 1, 1921, sections 628,
629, 630, 902, 904, 905, 906, 907 and 908, except para-
graphs I, 2, 3, 12 and 20, are repealed except that such
sections shall remain in force for the assessment and col-
lection of all taxes which have accrued thereunder and
for the imposition and collection of all penalties which
have accrued and may accrue in relation to any such taxes.

EMPIRE MUSIC CO. A LIVE PLACE

L. A. Jordan's Assumption of Ownership Signal
for Rapidly Expanding Trade

Kernersville, N. C, Alay 10. — The Empire
Music Co., of this city, has become the livest
sort of merchandising place under the peppery
direction of its proprietor, L. A. Jordan, who
came into the ownership of the business about
six months ago. The owner of the Empire
Music Co., after seeing service in the army,
became identified with the sales force of the
Bowen Piano Co., of Winston-Salem, in which
position he gained a wide knowledge of trade
conditions in North Carolina. His company
carries a complete and large line of Emerson
and Charmaphone machines and Emerson and
Columbia records.

USE TRADE MARK TO ADVANTAGE

Allan's, one of the largest and most progres-
sive music establishments in Australia, features
the Sonora trade-mark to advantage, and the

How Allan's Features the Sonora

accompanj-ing illustration will give some idea of
the attractiveness of this display and the promi-
nence of the famous Sonora trade-mark.

NEW VOCALION AGENCY

The Vocalion has a new agency in Washing-
ton, D. C, with Hugh & Lawson, 1222 G street,
N. W., who are now carrying full lines of the
machines and records.

May 15, 1921

THE TALKING MACHINE WORLD

167

PERIOD DESIGNS POPULAR ON COAST

J. W. Boothe, of Barker Bros., Los Angeles,
Tells How Their Department Handles Their
Large Period Talking Machine Business

During his recent visit to New York prior to
attending the conventions in Chicago J. W.
Boothe, general manager of the music depart-

J. W. Boothe

ment of Barker Bros., of this city, and a num'ber
of branch stores in southern California, stated
that they were averaging better than the sale
of one period talking machine a day. "Period
talking machines," he said, "are part of the
general selling campaign of Barker Bros., who,

in the big campaign for the home beautiful,
adapt them to the general selling scheme of the
successful furnishing of the home.

"When a customer comes and asks for a talk-
ing machine our salesmen first find out what
the general character of the customer's home is,
what furniture he has in his living room, and
then they proceed to adapt the period that is
best fitted to make a harmonious scheme for the
home. If necessary, our salesmen go to the
customer and, after looking at his living room,
make a suggestion as to the best period fitted
for the home.

"This may seem a revolutionary method in
selling talking machines, but when this is talked
to the customer intelligently he immediately
gets the idea that you are trying to place in
his home a talking machine that will strictly
conform to the type of furniture which he has."

NEW HOUSE FOR WASHINGTON

Washington, D. C, May 9.— The Louis Co., a
new high-class Victrola retail establishment,
under the ownership of Joseph Goldenberg and
Gus Louis, is soon to open at Seventh and G
streets, N. W., where it will carry Victrolas,
records and accessories. Mr. Goldenberg is well
known Tn department store circles of the capital,
while Mr. Louis for twenty-three years was in
charge of the Victrola department of Woodward
& Lothrop, Washington's big store.

CALIFORNIANS "ON THE JOB"

Condemnation of the unfair Excise Tax levied
by the Government on the major part of the
products used in the music trade and a strong
appeal that they support the movement to re-
scind the tax was sent recently by the Music
Trades Association of Southern California to
every Senator and Congressman representing
that State in Washington. The letter was trans-
mitted by Secretary Farquharson, of the Asso-
ciation, after the latter had adopted unanimous
resolutions to do so.

DEMAND FOR JEWISH RECORDINGS

Interesting List of Releases Issued by the Ccirdi-
nal Phonograph Co. of New York

The foreign-language record department of
the Cardinal Phonograph Co., New York City,
reports decidedly insistent demands for its Jew-
ish recordings. In fact, the entire list of Cardi-
nal record releases for this month is devoted to
Jewish numbers. The Cardinal Phonograph Co.
is fortunate in having secured the services of a
numiber of popular Jewish artists. Among those
found in this month's releases are: Gus Gold-
stein, Clare Gold, Sam Bloom, Somon Paskal,
Joseph Tanzman and Anna Zeemar. Some
spirited numbers are also given by Sam Young's
Yiddisher Orchestra. Gus Goldstein, whose re-
cordings are greatly in demand, is also in charge
of the Cardinal foreign department. Mr. Gold-
stein is a popular actor of the Jewish stage and
bis appearance at various affairs throughout the
city has added greatly to the popularity of Cardi-
nal records among his followers.

MAKE BIG HIT IN YOUNGSTOWN

Octet of Famous Victor Artists Crowd Audito-
rium Under Auspices of Yahrling-Rayner Co.

YouNGSTOWN, O., May 10. — Billy Murray and the
octet of famous Victor artists scored another big
hit in Youngstown Wednesday night in Moose
Temple, under auspices of the Yahrling-Rayner
Piano Co. The big auditorium was filled with
admirers of the class of music which has made
this company of singers famous and greeted each
number with riotous applause, recalling the artists
for as many as four encores. The local music
company is complimented on having made pos-
sible this concert again for Youngstown music-
lovers. The eight Victor artists rendered their
usual entertaining program. Many calls for their
recent record numbers were received during the
concert.

The Best German Records Made

Comprising the Catalogs of Germany's Three Leading Phonograph Factories

DEALERS EVERYWHERE

will welcome this opportunity to
obtain PROFITABLE and EX-
CLUSIVE territories.

A New List of Records Appears Every Month

168

THE TALKING MACHINE WORLD

May 15, 1921

IMPORTANT NOTICE

TO THE

AMERICAN TRADE

The Sterno Manufacturing Company

19 CITY ROAD

LONDON, E. G. ENGLAND

Manufacturers of the world known GOMPAGTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXCLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE

High Grade Motors ^-^^-^^ Mermod Freres

St. Groix
Switzerland

WONDERFUL MECHANISM

DIFFERENT MODELS

Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.

CONSULT US

Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.

SPECIAL TERMS TO JOBBERS

Within the near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade inquiries should be directed to

THE STERNO MANUFACTURING CO.

19 CITY ROAD

LONDON, E. G., ENGLAND

May 15, l92l

THE TALKING MACHINE WORL0

169

George Meader's lovely lyric tenor has never been
heard to greater advantage than in the Indian love
song, "Pale Moon," and "My Little Home on the
Hill" Both these selections will lind new homes
fast^ A-3380.

Columbia Graptioplione Co

NEW YORK

CURRENT NEWS HAPPENINGS IN PORTLAND, ORE., TRADE

New Victor Agencies — Stradivara Co. Progress — ^Meier & Frank Celebrate Sixty-fourth Anniversary
Hyatt Co.'s Big Undertaking — Alfred Cortot a Visitor — New Concern in Pendleton — ^Other News

Portland, Ore., May 7. — Elmer B. Hunt, man-
ager of the wholesale department of Sherman,
Clay & Co., is away on a Valley trip which takes
him from Portland to Klamath Falls, visiting all
the important towns en route. W. L. Brown,
his valuable road man, is in charge of the office
during his absence, and will leave for an exten-
sive trip through eastern Oregon and southern
Idaho as soon as Mr. Hunt returns. Mr. Brown
reports the placing of an exclusive Victor agency
with Castleman & Sieler, Ontario, Ore., who
have installed two fine demonstrating rooms.
More agencies are to be placed throughout this
section as soon as stock opens up.

Otto Rathlin, of the Victor wholesale depart-
ment of San Francisco, spent several days in
Portland after having visited Spokane and
Seattle.

George Kufner, for the past three years office
man with the Sherman, Clay & Co. wholesale
department, has resigned and Hilding Berglund
takes his place.

J. L. Thompson, manager of the Stradivara
Phonograph Co., whose machines are being
manufactured at its factory in this city, an-
nounces that a large number of exclusive Stradi-
vara agencies have been established throughout
California recently, with A. E. Campbell as
California district manager, with headquarters
at its fine new store at 437 Powell street, San
Francisco, where he will handle both whole-
sale and retail business. E. E. Pingrose will be
in charge of the agency at San Diego, and the
Los Angeles store will be managed by E. Cor-

Equip Your Phonographs

with Triangle tone
arms and sound boxes

and raise the standard of your product.

Manufactured in two lengths, 834".
and 9", in both nickel and gold finish.

We make everything for the phono-
graph manufacturer except the cabinet
— motors, tone arms and cabinet hard-
ware, samples upon request.

Triangle Phono Parts Company

722 Atlantic Ave., Brooklyn, N. Y.

nelius. G. B. Strubhar & Co. will look after the
Stradivara business in San Bernardino and
Riverside.

The Meier & Frank store is celebrating its
sixty-fourth anniversary with sales in all depart-
ments, and D. C. Peyton, of the phonograph de-
partment, reports many sales of Vocalions and
Columbia machines. Mr. Peyton said: "We
have gone over the top this month and have
broken all previous records. From seventeen to
nineteen machines a day is the record we have
been making. Sales of period models with this
house also have been good for April."

H. A. Raynor, manager of the talking ma-
chine department of the Bush & Lane Piano
Co., which handles the Bush & Lane, the Colum-
bia and the Victrola machines, reports April as
the period model month, with big sales in all
three lines. J. J. Marshall has been added to
the force and will work on the outside for the
firm.

The Hyatt Talking Machine Co. is making a
complete new set of index cards and labels for
its supply of 20,000 Victor, Columbia, Edison
and Brunswick records. Miss Emma Reynolds
is being assisted in the big undertaking by her
three assistants. Miss Reynolds reports busi-
ness good in her department and has had a
great sale of records for the musical memory
contest, which was held last month in the public
schools. She completely sold out some of the
fifty selections.

Alfred Cortot, an exclusive Victor artist, gave
an interesting demonstration at the Sherman,
Clay & Co. music hall during his recent Port- .
land visit. A Victrola, a Duo-Art and he him-
self played at the same time the Valse Etude in
D flat (Saint-Saens), keeping together perfectly
with beautiful effect.

"Business is coming along very nicely and is
showing a decided improvement in all lines" is
the way Frank M. Case, manager of the Wiley
E. Allen Co., puts it. In the talking machine
department Paul B. Norris says that the demand
for period models is increasing.

Foley & Van Dyke have dissolved their part-
nership, which has existed for the past three
years, Mr. Van Dyke retiring and his interest
being purchased by M. Maegly. The new firm
will be known under the name of Foley &
Maegly Music Co. They are now having a big
sale and are disposing of many talking machines.

Pendleton, Ore., has a new music firm under
the name of the Warren Music House, which
has been incorporated with a capital of $15,000.
The firm will carry phonographs, pianos and
all kinds of musical merchandise.

The M. J. Wax Co., Inc., manufacturer, whole-
sale and retail phonograph dealer, reports trade
picking up considerably both in town and in out-
lying districts.

Madame Tetrazzini during her recent visit to
Portland visited the Wiley B. Allen Co.'s store.

and while being shown through the establish-
ment by Frank M. Case autographed the Vic-
trola which stands in Mr. Case's office.

H. G. Reed, president of the Reed, French
Co., has returned from a six weeks' visit to the
Middle West, combining business with pleasure.

Mary Elizabeth Godwin, formerly associated
with the educational department of Sherman,
Clay & Co., has become manager of the Victrola
department of the Huntley Drug Co., Oregon
City, Ore.

Harold S. Gilbert, head of the Gilbert Music
House, has gone on a visit to the East, ac-
companied by his wife and two sons.

G. F. Johnson, of the G. F. Johnson Piano
Co., is attending the national conventions in
Chicago.

BRUNSWICKS IN SOLDIERS' CAMP

Seattle, Wash., May 6.— The local branch of
the Brunswick-Balke-Collender Co. was advised
recently by two of its dealers in Tacoma that
they had sold since the first of the year more
than seventy-five Brunswick phonographs to the
soldier organizations at Camp Lewis. There are
about 10,000 soldiers in this camp and the
Brunswick phonographs were purchased for the
various organizations making that camp their
headquarters. The phonographs were paid for
out of the mess funds of the different companies
and the Tacoma Brunswick dealers state that a
great majority of the phonographs sold at Camp
Lewis since the first of the year are Brunswicks.

Pickerings', Pathe dealer of Pittsburgh, Pa.,
has been featuring a novel window display which
has produced splendid sales for machines and
records.

ASSOCIATED No. 70

UNIVERSAL TONE ARM

Position ol No. 70
Tone Arm for Play-
ing Lateral Cut
Records

Quality Construction
Unusually Good Tone No Blasting:

For use in Phonographs retailing up to $ 1 00.

Price for sample — $2.00.
Quantity price on application.

Associated Phonograph Supply Co.

Dept. 71

Cincinnati, Ohio

170

THE TALKING MACHINE WORLD

May is, 1921

MICA
DIAPHRAGMS

Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.

Ask for our quotations and samples before
placing your order.

American Mica Works

47 West St.

New York

MME. TBTRAZZINI IN PORTLAND

Famous Diva Visits Sherman, Clay & Co. Store
and Autographs Victrolas

Portland, Ore., May 7. — Madame Luisa Tetraz-
zini visited the Victrola department of the Sher-
man, Clav & Co. store on her recent visit, auto-

Mme. Tetrazzini and the Victor

graphing the Chippendale and the other two \'ic-
trolas in the picture. F. D. Addis, in charge of
this department, visited the diva on her special
train, at which time she graciously promised to
pose for the above picture.

FRENCH AND GERMAN RE=CREATIONS

Thos. A. Edison, Inc., has sent out, in addi-
tion to its regfular record lists of Re-creations,
Bits of Broadway Special and Amberol records,
a very interesting list of French and German
Re-creations. There are four double records in
the French list running from 58008 to 58011,
all of which are sung by Hector Pellerin.
The German list consists of ten double records,
running from 57001 to 57010. Five of these
records are b}' Oberbaj'erische Bauernkapelle,
four by the Manhattan Quartet and other num-
bers by A. J. Hahl, Ernest Balle, Elise Kramer
and Oscar Stolberg.

NEW QRAFONOLA OIL

The Dealer Service department of the Colum-
bia Graphophone Co. has sent out a notice to
Columbia dealers calling their attention to a new
Grafonola oil, which has been officially approved
bj' the Columbia factory laboratories. This Grafo-
nola oil for use on motors in Columbia Grafo-
nolas and the other parts of the mechanism is
supplied in handy spout cans of three and one-
quarter fluid ounce capacity. The cans are litho-
graphed on tin in three colors and the design in-
cludes the famous Columbia trade-mark, with a
brief paragraph calling the attention of the con-
sumer to the dealer's service.

PATHE SCORES WITH "CHERIE"

Display Enterprise in. Getting Popular Number
in Hands of Pathe Dealers and Public

NOVELTY IN ADVERTISING

The Value of Unique Original Effects in Win-
dow Arrangement Pays a Profit

The agility and keen foresight of the sales
organization of the Pathe Freres Phonograph
Co. were strongly emphasized in the promptness
with which "Cherie" was released and placed in
the hands of Pathe dealers and the public. The
hit fairly sprang up overnight, but its pre-
destined popularity was at once
recognized. Display and advertis-
ing were prepared while the first
records were still in course of pro-
duction. Large advertising space
in three of the leading New York
newspapers appeared Friday, April
29, and on the same day a special
Ford truck was used to make de-
liveries of "Cherie" records to all
dealers in the metropolitan dis-
tricts. Each dealer also received
attractive two-color streamers,
which were immediatelj' placed on
the windows, connecting the store
with the newspaper ads. By Sat-
urday morning many dealers were
already cleaned out, and were hot
after more "Cherie" records.

The popularity of this record is
continuing all over the country.
It is proving the dance of the hour at
prominent Broadway dance resorts. The
Famous Waldorf-Astoria dance orchestra, un-
der the direction of Jos. Knecht, played "Cherie,"
as well as "In a Boat" on the reverse
side of this Pathe record. The fact that "Cherie"
is available on the new Actuelle steel needle
record, as well as Pathe sapphire record,
places the entire field within easy grasp of Pathe
dealers on this number. It is stated at Pathe
headquarters in Brooklyn that the endurance and
tone qualities proven under exacting tests prom-
ise a lively future for Actuelle steel needle
records.

There is no question but that original window
displays constitute a ver}- effective form of ad-
vertising. The general practice is, of course,
to get some merchandising value in the window,
that is, something that will sell talking machines
or records or other products which the dealer

TO ISSUE REVISED PRICE LIST

The Fred Gretsch Mfg. Co., wholesalers and
manufacturers of musical instruments, is issuing
a revised price list of overstocked and discon-
tinued merchandise which is varied in selection
and will doubtless prove attractive to dealers, as
it will not only enable them to make their stocks
complete but will ofler them a chance to secure
merchandise at a special price which they in
turn may offer as specials.

TO RETIRE FROM BUSINESS

The M. M. Roemer Sales Corp., New York,
has announced its intention to liquidate and re-
tire from business.

A meeting was held on Wednesday, May 11,
at which arrangements were made to determine
the pro rata share to be paid to creditors.

RETURN FROM TRIP TO BERMUDA

W. J. Bagshaw and Mrs. Bagshaw were among
the recent visitors at the headquarters of the
Brilliantone Steel Needle Co., New York City.
They were returning from the Bermudas, where
they made a brief sojourn. They enjoyed their
visit immenselv.

RECORDS PRESSED

Our factory is fully equipped to manufacture phonograph records complete.

RECORDING

Our laboratory invites recording from other companies.

ELECTRIC RECORDING LABORATORIES, Inc.
210 Fifth Avenue New York City

INQUIRIES INVITED

Display of Bailey Music Rooms
handles. Every now and then, however, a nov-
el!}' window proves extremely valuable on ac-
count of the fact that it draws attention from a
wide circle of people who will not allow them-
selves to become interested so long as the ap-
proach is on a distinct commercial basis.

A good example of the novelt}' window was
recentl}' utilized bj' Baile3-'s Music Rooms, of
Lancaster, N. H. This well-known Victor
dealer, as may be seen from the picture, devised
a verj' unique and attractive display, the feature
of which is a little cart being drawn by the Vic-
tor dog. The wheels on this cart are made of
Victor records and the cart itself is loaded with
miniature Victor dogs. Needless to say, it at-
tracted wide attention.

STATEMENT OF THE OWNERSHIP, MANAGEMENT,
CIRCULATION, ETC., REQUIRED BY THE
ACT OF CONGRESS OF AUGUST 24, 1912,
Of The Talking Machine World, published monthly at New
York, N. Y., for April 1, 1921.
State of New York,
County of New York, ss. :

Before me, a Notary Public, in and for the State and
county aforesaid, personally appeared J. B. Spillane, who,
having been duly sworn according to law, deposes and says
that he is the Editor of The Talking Machine World, and that
the following is, to the best of his knowledge and belief, a
true statement of the ownership, management (and if a daily
paper, the circulation), etc., of the aforesaid publication for
the date shown in the above caption, required by the Act
of August 24, 1912, embodied in section 443, Postal Laws
and Regulations, printed on the reverse of this form, to wit :

1. That the names and addresses of the publisher, editor,
managing editor, and business managers are;

Publisher — Edward Lyman Bill, Inc., 373 Fourth avenue.
New York City.

Editor — J. B. Spillane, 373 Fourth avenue, New York City.

Managing Editor — J. B. Spillane, 373 Fourth Avenue, New-
York City.

Business Manager — None.

2. That the owners are: (Give names and addresses of
individual owners, or, if a corporation, give its name and
the names and addresses of stockholders owning or holding
1 per cent or more of the total amount of stock): Edward
Lyman Bill, Inc., 373 Fourth avenue. New York City;
Caroline L. Bill, New Rochelle, N. Y.; J. B. Spillane, 373
Fourth avenue. New York City; J. Raymond Bill, 373
Fourth avenue. New York City; B. B. Wilson, 373 Fourth
avenue. New York City; Carleton Chace, 373 Fourth avenue.
New York City; E. P. Van Harlingen, 209 South State
street, Chicago, 111.

3. That the known bondholders, mortgagees, and other
security holders owning or holding 1 per cent or more of
total amount of bonds, mortgages, or other securities are:
(If there are none, so state.) None.

4. That the two paragraphs next above, giving the names
of the owners, stockholders, and security holders, if any,
contain not only the list of stockholders and security holders
as they appear upon the books of the company but also, in
cases where the stockholder or security holder appears upon
the books of the company as trustee or in any other fiduciary
relation, the name of the person or corporation for whom
such trustee is acting, is given; also that the said two
paragraphs contain statements embracing affiant's full knowl-
edge and belief as to the circumstances and conditions under
which stockholders and security holders who do not appear
upon the books of the company as trustees, hold stock and
securities in a capacity other than that of a bona fide owner;
and this affiant has no reason to believe that any other
person, association, or corporation has any interest direct
or indirect in the said stock, bonds, or other securities than
as so stated by him.

5. That the average number of copies of each issue of
this publication sold or distributed, through the mails or
otherwise, to paid subscribers during the six months pre-
ceding the date shown above is (This

information is required from daily publications only.)

J. B. SPILLANE. Editor.
Sworn to and subscribed before me this 1st day of April,
1921. (Seal) EUGENE R. FLACK,

Notary Public No. 5.
(My commission expires March 30, 1922.)

May 15, 1921

THE TALKING MACHINE WORLD

171

WORLD'S CLASSIFIED ADVERTISING

Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c, per line. Rates for all other classes of advertising on application.

WANTED — Comimission men, calling on the
music trade exclusively, to sell high-grade
Player Roll Cabinets (line of 15 pieces). Liberal
commission. Write for territory. Box "942,"
care The Talking Machine World, 373 Fourth
Ave., New York City.

WANTED — Agents to call on the retail trade
with a line of high-grade phonographs. You
may choose your own territory. For further
information address to Camden Cabinet Works,
1025 Everett St., Camden, N. J.

MANAGER WANTED— Position open for
real manager of phonograph department of
large music house in Western city. Must be
capable of handling salesmen and producing re-
sults. Lines Victrola and Edison. State ex-
perience, salary expected, and full particulars in
first letter. Address "Western," care The Talk-
ing Machine World, 373 Fourth Ave., New York
City.

PHONOGRAPH SALESMEN WANTED—
Central, Western and Southern territory open
on side line. Liberal commission basis. Well-
known quality phonographs. Exclusive tem-
tory. Commission on mail orders. Dealers in
all lines buying them. Real salesman should
average $1,000 per month. Give age, detailed
experience and references in first letter. Ad-
dress "Phonograph," care The Talking Machine
World, 373 Fourth Ave., New York City.

POSITION WANTED— Technical labora-
tory and matrix man, 17 years' experience in
talking machine recording laboratory, desires
position with responsible company. Capable of
superintending all phases of laboratory work.
Write Box "950," care The Talking Machine
World, 373 Fourth Ave., New York City.

WANTED— All around phonograph man,
who understands knock-down phonographs such
as assembling and general knowledge of motors.
A great opportunity for man who can fill the
bill, with privilege of investing capital if de-
sired. Phonograph rooms, 4. Pierpont, 45 War-
burton Ave., Yonkers, N. Y. One mile from
New York City line.

POSITION WANTED— Executive, expert in
the manufacturing, repairing and selling of
phonographs and all accessories, desires to
locate with a progressive firm. Address Box
"951," care The Talking Machine World, 373
Fourth Ave., New York City.

Wanted — a man capable of superintending
as well as help managing a large talking machine
factory located in the Middle West. He must
have executive ability and a number of years'
experience in the construction and manufactur-
ing of talking machines from every angle.
Reply in confidence to Box "952," care The
Talking Machine World, 373 Fourth Ave., New
York City.

SALESMEN WANTED— If you have had at
least four years' retail experience in the talking
machine and piano business, we can use you.
The positions we have open are for the type
of men who know how to present a high-class
proposition in a strictly high-class manner. We
do not want amateurs. You wrill have to travel.
Drawing account against commission will be
allowed you after you have proved to us that
you are the man capable of presenting our
proposition. This position is good for $5,000
the first year, provided you lend us yovu: entire
t'me. The concern for which you will work has
been in business over forty years and enjoys an
unquestioned reputation throughout the music
industry. Please outline to us your qualifica-
tions for fulfilling this position in first letter.
Address your reply to Box "930," care The
Talking Machine World, 373 Fourth Ave., New
York City.

POSITION WANTED— Man 28 years of age, having 12
years talking machine experience from stock boy to man-
ager. Address "Box 943," care of The Talking Machine
World, 373 Fourth Ave., New York.

POSITION WANTED — Manager of successful phono-
graph store, 18 years' experience and a producer, desires
position with reliable phonograph concern. Address "Wells."
110 West Second St., Elmira, N. Y.

POSITION WANTED— Expert repairman and assembler
of 15 years' experience, wants position with growing con-
cern. Address "Box 945," care of The Talking Machine
World, 373 Fourth Ave., New York.

POSITION WANTED— Expert mechanician and capable
foreman understanding the manufacturing and repairing of
phonographs, motors, tone arms, sound boxes, etc., would
like to make a change. Address "Box 947," care of The
Talking Machine World, 373 Fourth Ave., New Yoi k.

I'OSITION WANTED— At liberty, first class salesman.
cx")crt repairman, all types of motors, etc. Address "Box
948," care of The Talking Machine World, 373 Fourth Ave.,
New York.

POSITION WANTED— As a finishing foreman in a
phonograph and cabinet shop. Had twenty-five years' ex-
perience in one of the larger phonograph plants in the East.
Had complete charge of the finishing department and all its
branches including shipping department. Can furnish the
best of reference. Address "Box 949," care of The Talking
Machine World, 373 Fourth Ave., New York.

POSITION WANTED — By experienced phonograph man
from Pacific Coast, now located in New York. Thoroughly
experienced in both production and sales. Address "Box
953," care of The Talking Machine World, 373 Fourth Ave.,
New York.

FOR SALE

Talking, machine factory located in Eau Claire, Wis-
consin, completely equipped to make cabinets and
turn out high grade products. Factory has excellent
location, tracking facilities, dry kiln, and is equipped
with Grinnell sprinkler system. Factory is equipped
with best modern machinery, electric motor drive,
reasonable power rates, and located in a town which
has excellent railway facilities and situated in the
heart of a high country. Plant must be sold without
delay. Address R. S. Torrance, Trustee in Bank-
ruptcy, Eau Claire, Wis.

Consult Page 172 for Further
Classified Advertisements

SPECIAL LABEL
RECORDS

Large phonograph company offers to
manufacture 10" standard phonograph
records with your own label. Releases
of not less than twenty (20) selections
per month. Standard selections from
our own catalog of over one hundred
numbers. Popular numbers recorded
and released monthly. B. X., care The
Talking Machine World, 373 Fourth
Ave., New York City.

PHONOGRAPH
SALESMAN

WANTED — An experienced, capable
salesman, to present to the Eastern
trade a phonograph of the highest qual-
ity; must be a man of refinement and
education, with the best of references.
State experience, age, salary and where
employed the last two years. Address
Box "944," care The Talking Machine
World, 373 Fourth Ave., New York
City.

FOR SALE

9,000 Pianostyle rolls, perfect stock, $10.00
per liiindred, assorted.

Goetz's Music Store, Inc.,
3030 Kensington Ave.,
Philadelphia, Pa.

FOR SALE

Old established Victrola business in one of the best
Long Island towns. Stock at present about $10,000.
Delivery car. Store building can be purchased or
leased for a long term of years. Address Box
"946," care The Talking Machine World, 373 Fourth
Ave., New York City.

FOR SALE

4,000 coinplete sets of phonograph hardware.
Best quality. 55 cents per set. Address B.
Olshansky, 3542 Franklin Blvd., Chicago, 111.

FOR SALE

20,000 standard lateral cut
double faced records. Fresh
stock, good sellers. Not cut
outs. In thousand lots at low
prices. Address B. Olshan-
sky, 3542 Franklin Blvd.,
Chicago, 111.

DEALERS

We will pay CASH for your surplus stock
of Victor and Brunswick phonographs and
records. State quantity and price.

Purcliasing .^gent
P. O. Box 550 Pittsburgh, Pa.

172

THE TALKING MACHINE WORLD

May 15, 1921

FOR SALE

7,200 pes. Mahoganj-, one side, 30xl7%x%, 5-ply
3,600 pes. Mahogany, one side, 30xl6%xi4, 3-ply
3,600 pes. Mahogany, two sides, 13V2xl4y2X%, 5-pIy
3,600 pes. Mahogany, two sides, 19xl6i4x%, 5-ply

4,000 pes. Gum 18xl7y2X%, 3-ply

4,000 pes. Gum 18xl7%x%,, 3-ply

4.000 pes. Gum SxlOx^i, 5-ply

4,000 pes. Gum... 18xl9i4x%, 5-ply

800 pes. Walnut, one side 30xlT%x%, 5-ply

400 pes. Walnut, one side 30xl6%x%, 3-ply

400 pes. Walnut, two sides 13y2Xl4i^x%, 5-ply

400 pes. Walnut, two sides 19xl6^4x%, 5-ply

400 pes. Mahogany, one side 15xl5x%, 5-ply

145 pes. Butt Wal., one side, 13x12x13/16, 5-ply
300 pes. Mahogany, one side, 32xl8%x%, 3-ply

150 pes. Maple, one side 19xl6i4xi4, 3-ply

500 pes. Mahogany, one side, 29x16x14, 5-ply
1,000 pes. Mahogany, two sides, 20%xl8x5/16, 5-ply
500 pes. Mahogany, one side, 15%xl5i4x%, 5-ply

1,000 pes. Gum 74x22x%, 3-ply

400 pes. Gtim 74xl8x%, 3-ply

Any or all of the above stoek can be pur-
chased at Tery attractlTe pjiees.

Jamestown Panel Company, Inc.

Jamestown, N. Y.

WORLD CLASSIFIED ADVERTISING— (Continued from page 171)

FOR SALE

4,500 packages of standard semi-permanent needles;
each needle playing ten records. These needles are
in original cartons and retail for 10c. Our special sale
price is 3c per package. Address Box "954," care
The Talking Machine World, 373 Fourth Ave., New
York City.

ANNOUNCING

Annual closing out stock below factory cost.
Call personally, 2 to 10 P. M., Woolworth
Phonograph Store, 1065 Second Ave., New
York Cit}'. Reference, Corn Exchange Bank.
Repairing for the trade.

FOR SALE

A complete talking machine department, con-
sisting of 5 rooms 6 x 6, 1 room 6x9, sound-
proof, 15 ft. of record rack, and counter with
glass case top, ivory finish, made by the Unit
Construction Co. and installed last Fall. Also
a complete stock of machines and records.
Must close out on account of space being
required for another department. Unusual
opportunity for anyone wanting to go in the
business, or for someone wanting to increase
their present equipment and stock. Liberal
discount from present-day cost. Apply at
once, The Kennard-Pyle Co., Wilmington,
Del.

TO CABINET MANUFACTURERS

I want a lot of large cabinets, also two
spring motors. Quote price spot cash.'
H. A. Sage, 329 E. Fort St., Detroit,
Mich.

EXCEPTIONAL OFFER

Six hundred standard 10 and 12 inch records; two
thirds popular and one-third standard (no war
records). Price 35c each; sold only in lots of one
hundred. Write quick. We guarantee you sellers.
Wm. Piper & Sons, Sidnej', Ohio.

FOR SALE

Legs, .top moulding, collar moulding, panels,
rails ; enough for 2,000 complete sets ; enough
for 3,000 more incomplete sets. Very low
prices. Address B. Olshansky, 3542 Franklin
Blvd., Chicago, 111.

FOR SALE

Established music business in wealthy Los Angeles
suburb, handling highest grade standard make phono-
graphs and pianos. Two and a half years' lease, low
rental. Will invoice approximately $5,500. Address
Box "940," care The Talking Machine World, 373
Fourth Ave.. New York City.

RECORDS PRESSED

With or without your stock

STOCK ROLLED or
BLANKED o"r BOTH

Brooklyn, N. Y. Plant now prepared
to accept additional contracts, large or
small. Densite Products Mfg. Co.,
311-313-315 Ellery St., Brooklyn, N. Y.

BUSINESS OPPORTUNITY

CABINETS

Beautiful new design in mahogany,
oak and walnut. Send for circular.
Everett Hunter Mfg. Co., McHenry, 111.

FOR SALE

At sacrifice, the wonderful Magnavox. Less
than wholesale cost. Box "941," care The
Talking Machine World, 373 Fourth Ave.,
New York City.

FOR SALE

Ogden sectional Edison record cabinets,
weathered oak finish. Sixteen sections, four
bases with drawers and four tops. Like new.
Stiller Photo Supply Co., Green Bay, Wis.

FOR SALE

Entire equipment of the Southern States Phono-
graph Co., consisting of a practicall}'- complete record
plant in Atlanta. Ga., in running condition. Will
ship anj'where or it can be operated at its present
location. Very cheap rental. Dixie Paper & Box
Co.,- Atlanta,- Ga.

WANTED

Dealers and distributors in every state to sell
the So-ave-tone line of talking machines. The
machine with a personality. The J. K.
Mohler Co., Ephrata, Pa.

OPEN MANY NEW ACCOUNTS

New England Branch of Starr Piano Co. Making
Steady Progress — Manager Fales and Efficient
Staff Co-operating With Dealers

NOVELTY RECORD WEEK

Columbia Graphophone Co. Announces Novelty
Record Week as May 28-June A — Attractive
Sales and Advertising Plans Arranged For

Boston, Mass., May 6. — The New England
branch of the Starr Piano Co., at 221 Columbus
avenue, is now established in its new quarters,
where ample facilities are available for giving
Starr dealers in this territory maximum service
and co-operation. John R. Fales, manager of the
branch, states that during the past few months
quite a number of important accounts have been
closed for the representation of Starr phono-
graphs and Gennett records.

Mr. Fales has organized an efficient sales or-
ganization, which is giving the dealers practical
assistance in developing machine and record
business. A. A. K. Snow is covering Maine,
New Hampshire, and eastern Vermont; A.
Johnston is visiting the dealers in western Mas-
saQhusetts, Western Vermont and Connecticut,
and E. L. Utley is covering Greater Boston,
Eastern Massachusetts and Rhode Island.
Through his many years' association with the
industry Mr. Fales is conversant with every
phase of retail merchandising, and the Starr
dealers have taken advantage of his experience
b}' conferring with him regarding their problems.

The Columbia Graphophone Co. has announced
that May 28 to June 4 will be known as novelty
record week, and during these seven days nov-
elty records issued by the International record
department will receive special attention through

USES SONORA AT "MOVIE"

A. J. Stack, of 2723 Webster avenue, New
York, a Sonora dealer, happened to see "The
Barbarian'' on the screen at the United States
Theatre. In this picture the hero asks the hero-
ine to sing and she does so. It occurred to Mr.
Stack that it would be a good idea to use the
vSonora Portable with an appropriate record at
this part of the program and, after a little whis-
pering with the musical director of the theatre,
this was accomplished. The Sonora Portable
was brought in and the record, "Our Yester-
days," was selected.

The effect of the Sonora Portable, playing
at the proper time, was exceptionalh' good and
many people called at Mr. Stack's store, com-
plimenting him on the clever idea, and told him
that the rendition was amazingly life-like.

"EIGHT FAMOUS" HELP SALES

Pittsburgh, Pa., May 9. — The appearance of the
"Eight Famous Victor Artists" in this section
during the week of May 2-7 resulted in a special
drive by Standard Talking Machine Co., from
which excellent results were achieved.

Artcraft Display for Novelty Week

the medium of advertising and artistic window
displays.

During novelty record week this class of rec-
ords will be featured in the same way that Al
Jolson, Nora Bayes and other popular artists
have been featured, and an important sales cam-
paign is now being completed by R. F. Bolton,
sales manager of the International record de-
partment, assisted by the members of his stafT.
The Columbia novelty record for June will be
presented on a separate card in the dealer serv-
ice window display, and three other records
issued by the International record department
will be featured in another card in this window
display. The .'Krt-craft window display for nov-
elty records is especiallj' appropriate for use
during novelty record week, and Columbia dealers
are planning to give this display adequate at-
tention.

J. J. Labuda, of Niagara Falls, N. Y., has been
granted a Pathe franchise as retailer.

May is, 1921

THE TALKING MACHINE WORLD

173

FyPOPtAN HEADQUARTER

j^UI^^^^^ ■ mmm mil 2GR.ESHAM BLDG.,BA$INGHALL ST.. EC. LONDON ^

W. LIONEL STURDY, MANAGER

Business in All Branches of the Gramophone
Field Seriously Disturbed by Reason of Labor
Troubles and Other Industrial Upheavals — A
Time for Careful Dehberation and Courage
Confronts the Trade— David Sternberg Returns
From Trip to States — British Music Industries
Research Association Formed — Portable Ma-
chines in Demand — Gramophone Co., Ltd., An-
nounces New Easy-system Plan of Sales

London, Eng., April 30. — Much has happened
here since my last report. The general course
of events is, no doubt, famihar to my readers
through their own newspapers' reports of the
continued upheaval of labor throughout many
of our industries. The trouble started in the
coal mining camp, resulting in the closing down
of all the mines. As I write, the mines are still
idle and while there is no immediate prospect of
a resumption of work the general belief is that
the miners cannot hold out much longer.

All this trouble happens to coincide with an
unparalleled slump in trade which is general
throughout the country. In these circumstances
it is little wonder that the gramophone indus-
try remains more or less stagnant. No other
word adequately can represent the extraordinary
slate in which the trade finds itself at the pres-
ent time. The sale of both records and machines
has eased up to a considerable, if not a serious,
extent. Employes are reduced to a minimum
number in all the factories and the position is
such that even the large firms have been com-
pelled to suspend expenditure upofl publicity
by an appreciable amount. Dismal as it may
read, the fact remains that we are passing

through a time that will claim a large measure
of patience and pluck to overcome successfully.
By the exercise of reasonable economy in all
branches of business, combined with a broad
treatment of present-day problems, the British
gramophone trade will weather the storm.

With about 2,000,000 unemployed, another 2,-
000,000 probably on short time and the rest of
the public disinclined to spend money on things
that are not absolutely necessary, or because
of the feeling that prices must come down still
more, our traders here are up against a big
proposition. Yet it can be tackled by judicious
handling. Even these days a little enterprise
will, and does, accomplish things. As instance,
in one good-class suburban locality I know of
two dealers, each controlling a good shop in
the same main street. One dresses his window
slovenly and really does nothing to attract buy-
ers. The other is a live go-ahead sort who by
well-arranged window display and local adver-
tising is for these times doing a very fair trade.
It just shows that the position is not altogether
hopeless and that if every dealer would try to
"make" trade it would produce results of a far-
reaching nature. Meanwhile, we still live, and
that's worthy of hope, isn't it?

Many Concerns in Financial Difficulties

It is an unfortunate sign of the times that
many firms have been forced to lodge petition
of bankruptcy, while others have decided upon
voluntary liquidation or other means of meet-
ing their creditors. This condition is due to
an unprecedented slump in almost every trade
of importance brought about, to some ex-
tent, by labor strikes and other industrial dis-

turbances. Money is very tight and bank loans
and overdrafts are seldom granted, even then
never at less than 8 per cent interest.

Under these circumstances responsible firms,
though perfectly solvent on paper, are often
compelled to consult their creditors. It is no
exaggeration to say that private meetings of
creditors, of which the public is generally un-
aware, are as many in number as public meet-
ings. According to official returns, bankruptcies
are very much on the increase in every section
of industry. They totaled 753 for the quarter
ended March 31 last, against only 310 during
the corresponding quarter of 1920. During the
same period a proportionately larger increase
of deeds of arrangements were registered.

Several firms in the musical instrument indus-
try have been compelled to consult their credi-
tors either officially or privately and, however
much it is to be deplored, the fact remains that
further notifications within the near future may
be anticipated. The moral is that each and every
one, whether trading as individuals or as cor-
porations, should make special effort to meet
financial obligations within the prescribed limit
of credit. In this regard each is more or less
dependent on the other and if this is followed
up to its logical conclusion the prompt pay-
ment of bills and keeping a close eye on col-
lections will help materially to the free flow
of money the protection of business and the
maintenance of many firms who, otherwise, will
find themselves in grave difficulty.

In Volimtary Liquidation

The Gramophone & Cycle Co., Ltd., Clapham
(Continued on page 174)

*His Master's Voice'

— the trade-mark that is recognized
throughout the world as the

HALL-MARK OF QUALITY

"His Master's Voice"

This intensely human pic-
ture stands for all that is
best in music

— it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records

DENMARK: Skaniliiiiivlsk Grammophon-Aktl-
eselskab, Prihavnen, Copenhagen.

FRANCE: Cle. FranQaise du Gramophone, 115
Boulevard Richard Lenoir, Place de la R6pub-
lique, Paris.

SPAIN: Compania del Gram6fono, 56-58 Balmes,
Barcelona.

SWEDEN: Skandlnaviska Grammophon-Aktie-
bolaget, Drottning Gatan No. 47, Stockholm.

RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 9, Golovinsky
Prospect, Tlflls; Nowy-Swiat 30, Warsaw; 11
Michailovskaya Ulltsa, Baku.

INDIA: The Gramophone Co., Ltd., 139, Bnl-
li.Mghntta Koad, Calcutta; 7, Bell Lane, Fort,
Bombay.

Great Britain:

AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Coucessionaiies of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEAI.AND: Gramophonium, Ltd., 118-120
\'ietoria Street, Wellington.

SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 251, Johannes-
burg ; Mackay Bros. & McMahon. Post Box 419.
Durban; Ivan H. Haarburger, Post Box 105,
Bloemfonteln ; Franz Moeller, Post Box 108, East
London; B. J. Ewins & Co., Post Box 88, Queens-
town; Handel House, Klmberley; Laurence &
Cope. Post Box 132, Buluwayo; The Argus Co..
Salisbury.

E.AST AFRICA: Bayley & Co., Lourenzo
Marques.

IIOLIiAND: American Import Co., 22a, Amsterd
\'eerkade, The Hague.

ITALY: A. Bossi & Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel, Post Box 414.
Alexa ndrla.

The Gramophone Company, Ltd.

HAYES

MIDDLESEX

ENGLAND

174

THE TALKING MACHINE WORLD

May 15, 1921

FROM OUR LONDON HEADQUARTERS— (Continued from page 173)

Park road, London, cycle and gramophone deal-
ers, etc. — Pursuant to the provisions of the
Companies (Consolidation) Act, a meeting of
the creditors was held last week at St. Ann's
House, Venn street, Clapham, when the repre-
sentative of Stockall Marples, Ltd., the largest
trade creditors, was elected to the chair. The
liquidator submitted a statement of aflairs which
showed liabilities of £2,347 due to unsecured
creditors. The assets, after allowing £73 17s.
7d. for preferential claims, were estimated to
realize £3,675, or a surplus, so far as the credi-
tors were concerned, of £1,327.

What Mr. Sternberg Did in the States

I have had a very interesting chat with David
Sternberg, of the Sterno Mfg. Co., London, con-
cerning the results of his recent visit to the
States, and what he told me is likely to exert
a big influence in American gramophone trade
circles, with just a possibility of even a more
far-reaching character. He was absent from
London close upon four months and during that
time much was accomplished.

In sequence of order, Mr. Sternberg firstly ex-
pressed enthusiasm over what he calls the re-
markable recuperative powers of industry in
general and the phonograph trade in particular,
your side. In his opinion you have passed
through a somewhat gloomy time commercially,
quite as bad as we here, only vnth this differ-
ence that, whereas we are slow of recovery
owing to labor and other troubles, your trade
has picked up so wonderfully as to have reached
almost normal.

Mr. Sternberg made some important trade
arrangements while in the States, the details of
■which will be forthcoming later.
British Agent of Sonera Makes Smart Move

Keith, Prowse & Co., Ltd., the London agent
of the Sonora products, announces new plans for
the late Spring and Summer trade. The most
important step is to be a reduction in the sell-
ing price of certain models. This price revision
varies; in the case of one model it is 17!^^ per
cent reduction. No direct rebate will be allowed
on stock, but as the company recognizes that
some recompense should be made to their agents
it has been decided to grant an increased trade
discount as from May 1. This will apply to all
models and will be 40 per cent instead of the
usual 33 1-3 per cent. Messrs. Keith Prowse
will also introduce a system of hire-purchase on
the basis of one, two or three years, with an
addition to the cash price of 5, 7^ and 10 per
cent each, respectiveh'.

New Company Formed for Scientific Research
The registration of the British Music Indus-
tries Research Association (company limited by
guarantee) is not without interest. As its name
implies, the object of the company is to pro-
mote and encourage research of a scientific
nature in connection with the music trades.
This is certainly a very progressive step and
should lead eventually to good results. Every
member is to contribute a sum of not more
than £5 when and if necessary. There are ten
directors, all leading men actively engaged in
various branches of the musical industry. The
office of the Association is at 101 Mortimer
street, London, W. 1.

The "His Master's Voice" Easy Pa3mient Ssrstem

In The Voice this month is outlined a very
complete system of sales by the easy-payment
plan. It represents a well-considered policy on
the part of the Gramophone Co., Ltd., for the
encouragement of a class of retail trade, which,
in the main, has hitherto been neglected by their
dealers. The company urged that "this new
scheme possesses all the advantages of the pre-
war easy-payment system, has none of its de-
fects, makes a stronger public appeal, is easy
to operate, and, what is very important, does
not detract from the dignity or prestige of our
business."

Thousands of people would like a gramo-
phone. They could not pay cash and so have
foregone their desire or purchased a cheap, rub-
bishy make. The system now adopted officially
by the "His Master's Voice" people obviously

means a greatl}' increased trade for all those
dealers able to control the necessary capital.
To handle the scheme properly it means the
locking up, temporarily, of a certain amount of
capital, even though the companj' were to adopt
an extended credit system between itself and
the agents. There is nothing in the article,
however, to suggest that they have this in mind.

The whole scheme applies only to instruments
and it is based on a first cash payment of 10 per
cent of the cost price, the balance being paid
in equal instalments, monthly, over a period of
twelve months, plus two pence in the £ interest
on the outstanding balance each month. It is a
very attractive proposition and one, I think, that
will make a strong appeal to the large dealers
as well as to the public, when these times are
considered.

Federation of British Music Industries News

At the convention to be held at Ramsgate
this month (May) the subjects chosen for dis-
cussion at the general conferences are as fol-
lows; A trade agreement to protect the public,
the music profession and the industries against
fraudulent and inadvisable methods of trading,
etc., and to provide a permanent basis of rev-
enue to the Federation; wholesale manufactur-
ers opening retail shops; sole agencies; inter-
est on hire-purchase transactions; terms of
cerdit to the trade and the public; the general
conditions of the music industries and the con-
vention of 1921 and proposals for the next con-
vention.

The exhibition of German musical instru-
ments, organized by the Federation and opened
at the Northern Polytechnic on April 4, has
proved of great interest, 350 applications for
tickets of admission having been received from
manufacturers and their employes. The exhibits
on view included a large range of pianos and
gramophones by different makers and at vary-
ing prices. The object of the exhibition was to
give manufacturers and their employes an oppor-
tunity to carefully inspect the instruments with
which they are competing.

Twenty-ninth Amiual Dinner of the P. M. A.

A large and representative gathering of mem-
bers of the Pianoforte Manufacturers' Associa-
tion attended the twenty-ninth annual dinner at
the Cafe Royal, Regent street, London, on
April 12. Many guests also joined the festive
board and the trade press, including the writer,
was in full force. Sir Harry Forster, J.P., D.L.,
president of the Association, occupied the chair
with conspicuous success. Speeches of out-

standing interest to the trade were made by the
president and by Mr. Ale.x. Dow, president of
the Federation of British Music Industries. The
opportunity was taken to make public recogni-
tion of the members' appreciation of the thirty-
two years' honorary work of James Hillier, late
secretary of the P. M. A. He was -presented
with a cheque for 100 guineas and a vellum
scroll of the council's appreciative resolution of
his many j^ears' service.

Music and Youth
Anything representative of progress or that
opens up a new musical field for cultivation is
ever welcome. That explains to some extent the
remarkable success of the new journal, Music
^nd Youth, which is a real live organ for young
people. It exercises a special influence in the di-
rection of encouraging children to think, and
to read music with intelligent interest, by rea-
son of a generous editorial service of pictures,
simply written stories, practice competitions in
playing specially composed test pieces, questions
and answers re musical knowledge, etc. The
musical subjects — all of an educational character
— are the work of quite eminent authorities.
Music and Youth, in my opinion, is as much an
asset to pupils as it is to music teachers. It
is published monthly by Evans Bros. (London),
Ltd., at Montague House, Russel Square, Lon-
don, W. C.

The Sale of Portables

Realizing that the little trade there is about
is mostly in machines of the portable type, manu-
facturers and dealers are now featuring this
class quite extensively. The "His Master's
Voice" model is being pushed under the slogan,
"Portable and Musical," and most other com-
panies have something catchy to say about the
merits of their instruments. Messrs. Pathe
Freres are now in the running, with a new port-
able model of very compact size and good ap-
pearance. It is adaptable to play all kinds of
records, and to play them well, too. Sales re-
turns, I learn, are increasingly satisfactory.
An Attractive Zonophone Program

The curtailment of record issues is more oi
less general to-day among the manufacturers
and it is therefore not surprising that the latest
list, of Zonos comprises only six discs. But if
they suffer in quantity they make good in qual-
ity, for, in my opinion, these issues represent
exactly 100 per cent merit.

Dealing firstly with the instruments, of which
there are three doubles. No. 2121 is a particu-
larly pleasing collection of what might be

"PERFECT
POINTS"

BRITAIN'S BEST

Gramophone Needle

{Cuaranteed made from High Carbon Steel)

IS MADE BY

W. R. STEEL, of REDDITCH,

Head Office and Works— QUEEN ST.

Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.

RESULT:

A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality

INQUIRIES SOLICITED

Special Quotation* for Quantities

Manufacturer of all Kinds of Sewing Needles

May 15, 1921

THE TALKING MACHINE WORLD

175

EDISON BELL

HONERreORDSd

CABLE
"PHONOKINO.
LONDON"

ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN

TEN INCH DOUBLE SIDED NEEDLE CUT

PLAY ON ALL GRAMOPHONES

Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands

of the British Empire

DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE W1TH1

Proprietors «nd Manofactiirers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England

FROM OUR LONDON HEADQUARTERS — (Continued from page 174)

termed national airs, by the famous 1,000-guinea-
prize-championship iband — the St. Hilda Colliery,
whose "Reminiscences of England," Parts I and
II, is really magnificent playing. A special fea-
ture is a cornet solo of "Home, Sweet Home,"
rendered throughout in admirable style. No.
2122, "Omaha," waltz, and "Avola," one-step,
are tunefully played by the Black Diamond
Band, very well recorded. No. 2126 carries the
"Witches' Dance" and "Papillon," two morceaux,
which give scope for some pretty work by John
Amadio and his flute, with piano accompaniment.

Of the three vocals an outstanding success is
No. 2123, on which is recorded "In Old Japan,"
a somewhat dreamy love song, and "Japanese
Sandman," a more vigorous ditty. Both are
well sung by Robert Woodville, and particularly
in the latter song the musical accompaniment
provides some pretty effects. On No. 2124 Her-
bert Payne offers "I'll Be With You" and
"Pretty Kitty Kelly," the latter being very at-
tractive in style and tunefully catchy. Foster
Richardson is heard to good advantage in "The
Sea Makes a Man a Man" and "King of the
Clouds" on record No. 2125.

A New Film Record

An invention has been placed at the disposal
of the National Institute for the Blind which, if
it comes up to anticipations, will enable those
deprived of sight to hear a novel or a speech
read to them, instead of picking it out labor-
iously through many pages of the Braille system.
The voice that reads the novel is photographed
onto a film and the application of light to the
film produces audible speech. The invention is
roughly this: Just as the cinema takes records
of passing scenes, the invention of Mr. Grindell-
Matthews records voice sounds on a film. This
film can be placed in a machine as the picture
film is placed in a projecting lantern and it will
project the voice sounds. A long novel can be
recorded on 1,000 feet of film, which if it were
attempted to produce on gramophone discs
would require at least a couple dozen.

Winner Record News

Dealers should not fail to acquaint themselves
with details of the "cut-outs" decided upon by
the Winner Record Co. About 120 records will
be deleted from its catalog, a new edition of
which is to be issued shortly. . In connection with
the foregoing an exchange scheme was intro-
duced, and, being planned on a fair basis, most
dealers took advantage of it.

The company has recently drawn attention

Horn, Hornless and Table-Grand

GRAMOPHONES

FOR

EXPORT

Ploaso State Your Requirements

REX GRAMOPHONE CO. 2 Elizabeth PUce
RiTington Street, LONDON, E.C. 2, England

Cable Addreu *'Lyrec<x&c. Laadon**

to its very, complete service for machine repairs
and renewal parts of motors and also that it
can still supply from stock two-minute repro-
ducers for various models of Edison Bell and
Edison phonographs.

As the result of much patient experiment the
Edison Bell chromic gold-plated needle is offi-
cially described as good for ten records. It is
certainly a very satisfactory needle from the
viewpoint of reproduction.

The Winner people continue to favor us with
regular monthly issues of acceptable titles on
their well-known Winner discs, there being a
good lot of "sellers" on the latest program, and
oversea dealers are invited to register their
names with the company, who will supply all
imformation as to trading terms, etc.

A New "His Master's Voice" Motor

Advice reaches me of the introduction of a
quadruple spring motor by the Gramophone
Co., Ltd. There are two barrels, each contain-
ing two springs. Although it will run for quite
thirty minutes the winding up takes only one
minute. As a piece of mechanism it is a tri-
umph of engineering skill and represents by far
the best motive power equipment ever put into
a gramophone. The company is fitting it in the
cabinet grand models.

GREAT ADVERTISING CONFERENCE

Prosperity, Based on Industry and Integrity, to
Be Theme of World Advertising Convention

Prosperity, based upon the great business
principle of industry and integrity, will be the
theme of the forthcoming World Advertising
Convention, to be held in Atlanta, June 12-16.
Practical help in the solution of the problem
involved in maintaining prosperity despite the
shifting situation of changing markets will be
afforded all large and small buyers of adver-
tising space attending the convention.

Outstanding features of the big advertising
conclave will be a practical merchandising con-
ference for the retailer, open to all delegates, and
educational discussions looking toward definite
helps for the financial advertiser, newspaper
man, poster advertising man, export advertiser
and for all those interested in every phase and
complexion of advertising. Truthful advertis-
ing and the square deal generally will be given
much impetus at the convention, this paramount
issue of publicity being allotted much time for
discussion according to the sessions' program.

A striking feature of the Atlanta meeting will
be the great exhibit of American and foreign ad-
vertising under the direction of Charles H.
Mackintosh, of Chicago. This exhibit will in-
clude a number of notable advertising campaigns,
which will be explained by the men who planned
them. It will also show representative dis-
plays from England, France, Germany, Holland,
China, Japan, Australia and South America. This
will not be an exhibit designed to sell advertis-

ing space or the tools of advertising — the seller
will be forgotten and the exhibit will be educa-
tional and solely for the benefit of the delegates.

The convention will not be lacking in elabo-
rate entertainment features, this phase of the
meeting's hospitality being left in competent
hand's. All business men and women, even those
not members of the Associated Advertising
Clubs, are invited to attend the convention. Spe-
cial railroad rates have been granted to those
making the journey to Atlanta, consisting of a
fare and a half for the round trip. P. S. Florea,
general manager, 110 West Fortieth street. New
York, will provide all information apropos hotel
reservations and other matters aflfecting the
convention.

JAPAN'S BIG FAIR IN 1922

The fine arts are to have a conspicuous place
in the World's Fair to be held in Tokyo in
March, 1922, according to the World Salesman,
which recently made announcement of the ex-
hibition next year. The fair will be the largest
of its kind ever held in the Nippon empire. It
will consist of two blocks, connected by cable
cars, which will comprise halls for .educational,
agricultural, electric, forestry, chemical, indus-
trial, dyeing, fine arts and botanical exhibits.

"The Music Without the Blur!"

This ideal of UUdng machine manufacture is attained
more nearly than by any other, in the construction
of the

MARVELOUS MAGNOLA

"Built by Tone Specialists"

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We want to show you bow to malce money with
MAGNOLA; and how MAGNOLA U the best buy
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ATLANTA. SA.

176

THE TALKING MACHINE WORLD

May 15, 1921

LATEST PATENTS
RELATING

Washington, D. C, May 8.— Method of Mak-
ing Sound-record Tablets. Belford G. Royal,
Camden, N. J. Patent No. 1,368,972.

This invention relates to the making of tablets
containing a record of sound and particularly
the making of original or master records from
which 'matrices may be made for impressing
commercial sound-record tablets suitable for
reproducing the sound recorded on a suitable
sound-reproducing machine.

The objects of the invention are to make the
original, or master, record a metal record,
which is, therefore, permanent and maj'' be stored
or filed' away in a suitable repository without
danger of deterioration; to produce a master
sound record in metal in which the walls of
the sound-record groove have an exceedingly
smooth surface and in which the sound-record
grooves may be made of any desired or standard
size and shape in transverse cross-section; to
impose as little resistance as possible to the free
vibration of the recording or tracing stj'lus dur-
ing the recording of sound and so obtaining

. a very accurate tracing of the sound impulses
or vibrations impressed upon the recording
diaphragm and thence to the recording stylus.

In the drawings forming a part of this speci-
fication and in which the same reference nu-
merals arc employed to designate the same parts
throughout the various views. Figures 1 to 7
are diagrammatic views, on a very enlarged
and exaggerated scale, of the same section
through a portion of a sound-record tablet,
showing the steps in sequence performed in
carrying out the invention; Fig. 8 is a plan view
and Fig. 9 is a side elevational view of an ap-
paratus which may be employed in carrying out
the spinning step- indicated diagrammatically in
Fig. 7; Fig. 10 is a longitudinal view, partly in
section, on a more enlarged scale, of a stylus
which may be used with the apparatus illus-
trated in Figs. 9 and 10; Fig. 11 is a diagram-
matic section of a portion of the original master
metal record, and Figs. 12 and 17 are diagram-
matic views showing the steps employed in dupli-
cating the metal record shown in Fig. 11 and
spinning the groove to a greater extent.

Phonograph Reproducer. Gaston Strobino,
Paterson, N. J. Patent No. 1,374,479. -

One of the principal objects of this invention
is to provide a reproducer which will co-operate
with records having either vertical or lateral
"undulations and faithfully reproduce sound. To
this end, the present invention broadly consists
of a reproducer for phonographs or similar ma-
chines embodying certain novel features of con-
struction and arrangement of a vibratory mem-
brane member and a free stylus device or foot-
piece rigidly secured to and projecting from a
vibratory part of said member, in combination
with means, mounted on the bed or other fixed
support, to hold the reproducer in operative re-
lation to a record to be reproduced when the
stylus device is made to rest on the record.
By "free stylus" styluses are excluded that

transmit vibrations to the membrane only by
being fulcrumed or having a purchase on some
non-vibratory part, such as the mounting for
the membrane.

To obtain equally good sound-reproducing
results with the improved mechanism, regard-
less of the class of record with which it is made
to co-operate, it is best to employ with the par-
ticular record at any time being used the kind
of needle that is specially adapted therefor, for
instance, the needle that operates best with the
V-shaped lateral-groove, or that which operates
best with the V-shaped vertical or that which

operates with the U-shaped vertical groove;
provision is therefore made in the best form of
the invention for interchangeability of needles
or stylus points in a novel way.

In the accompanying drawings. Figure 1 is a
front elevation of the reproducer, showing it in
operative position on a record; Fig. 2 is a side
elevation of what is shown in Fig. 1, certain
parts appearing in section; Fig. 3 is a plan; and
Figs. 4, 5 and 6 show a modified form of the
reproducer, (a) designates the bed or support
of the phonograph machine, in which is arranged
to rotate the suitably driven spindle (b) for
supporting the platen (c) on which a record
(d) may be placed.

Phonogrraph Attachment. James J. Anker,
Verona, Pa. Patent No. 1,374,483.

The present invention relates to improvements
in attachments for phonographs, and more par-
ticularly to the means for manipulating the re-
producer heads of such machines. For the pur-
pose there has been devised a specially con-
structed spider adapted to be attached to the
standard types of phonographs in current use.

Figure 1 is a top plan detail view of the in-
vention; Fig. 2 is a front elevational view of
Fig. 1; Fig. 3 is a rear or reverse view of the

same; Fig. 4 is a top plan view of a portion of
the tone arm, reproducer head and connected
parts of a phonograph showing the invention in
operative position thereon; Fig. 5 is a front ele-
vational view of Fig. 4.

Harmony Box for Talking Machines. Bene-
dickt Scrivani, Camden, N. J. Patent No. 1,373,-
677.

This invention relates to new and useful im-
provements in harmony boxes for talking ma-
chines, and has for its object to provide an ex-
ceedingly simple and effective device of this de-
scription of compact and durable construction,
particularly adapted for use in talking machines
and which will obviate hollow and other objec-
tionable effects while increasing the sonority,
mellowness and other good qualities in sounds.

Another object of the invention is to prox'idc

a duplex amplifier having sounding board
tongues therein, arcuate in longitudinal cross
section.

A further object is to provide a longitudinally
arcuate sounding board forming one of the in-
closing walls of the resonator compartment and
to arrange within said compartment a longitudi-
nally arcuate sounding board tongue or inter-
mediate sounding board of less length than the
first mentioned sounding board, both of the
sounding boards increasing in width toward the
outlet end of the harmony box.

A still further object is to construct a har-
mony box so that the sound waves emanating
from the sound box and tone -arm will be di-
vided and conveyed in opposite directions
through the duplex amplifier compartments,
these divided sound waves being further
divided during a portion of their travel" through
the compartments.

Figure 1 is a plan view of the improved har-
mony box for talking machines, a portion of
the top wall being removed to plainly illustrate
the interior construction and showing the con-
nection of a tone arm thereto. Fig. 2 is a longi-
ti!dinal sectional view thereof with a part of the

tone arm shown in elevation. Fig. 3 is a section
at the line 3 — 3 of Fig. 2; Fig. 4 is a plan view
of a slightly modified form of the invention hav-
ing a section of the top wall broken away; Fig.
5 is a longitudinal section thereof with a portion
of the tone arm in elevation, and Fig. 6 is a sec-
tion at the line 6 — 6 of Fig. 5.

Tone-Chamber. Frederick F. Blandin, Ra-
cine, Wis., assignor to the Racine Phonograph
Co., same place. Patent No. 1,373,943.

This invention relates to tone or sound cham-
bers of sound-reproducing machines.

The main objects'of the invention are to elimi-
nate or suppress the harsh, scratchy and un-
pleasant noises produced by the needle or stylus
traversing record grooves and by the operation
of the motor and actuating mechanism; to pro-
duce full rich tones; and generally to improve
the timbre or quality of the tone of such ma-
chines.

Referring to the accompanying drawing, which
shows in vertical longitudinal section a tone
chamber embodying the invention as incor-
porated in a sound-reproducing machine of a
typical construction, of which only such parts
are shown as are essential to a complete and
clear understanding of the invention, (a) desig-
nates the turn table, (b) a record disc placed
thereon, (c) the tone or horn arm pivotally
mounted on the top board or plate (d) and pro-
vided at its free end with the sound box or re-
producer (e), carrying a stylus or needle (f),
for tracing the spiral groove in a record disc,
and an encased motor and actuating mechanism
(g) for turning the table (a) with a record disc
thereon, all of the usual or any suitable con-
struction and operating according to the well-
known manner in sound-reproducing machines
of the class to which the invention especially
relates.

(j) designates a tone chamber of the usual
curved and flaring design, forming a part of the
horn (k) and attached at its smaller upper end.

May is, 1921

THE TALKING MACHINE WORLD

177

LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 176)

as by cleats (1) and screws, to the under side
of the top board or plate (d), so as to register
with the larger swiveled or pivoted end of the
tone arm (c).

An extension on the under side of the main
or sound-conducting chamber (j), forms an aux-
iliary, substantially closed crescent-shaped cham-
ber (m), which is separated from the main
chamber by a curved resonant sound board (n),
forming the lower wall of the main sound cham-
ber against which the sound waves from the
tone arm (c) impinge and from which they are
reflected through the larger flaring end of the
horn (k).

The chamber (m) is filled or partially filled,
as indicated in the drawing, with loose bits,
scraps or strips of sound or tone modifying
material (o), such as paper or wood of various
kinds, more or less compacted according to the
nature of the instrument and the quality of tone
desired. Among various materials used for this
purpose, fluted or crimped spruce shavings have
given very satisfactory results. The presence
of this loose material (o) in the auxiliary cham-
ber (m) eliminates or suppresses the harsh or

scratchy sounds or noises which are otherwise
produced by the needle or stylus traversing the
grooves of records and by the action of the
mechanism of the instrument, and clarifies, en-
riches and improves the timbre or quality of the
tone of the instrument.

The top wall of the horn (k), including the
main tone chamber (j), is preferably provided
with a non-resonant covering (p) of felt or
other suitable material, to intercept vibrations
produced by the motor mechanism and prevent
their interference with the sound waves pro-
duced by the operation of the instrument in the
tone chamber and issuing from the horn.

The outer wall of the auxiliary chamber (m)
may have a removable section (q), preferably
in the upper part thereof, as shown, to facilitate
the insertion of the loose sound or tone-modify-
ing material (o) therein.

The sound board or intervening wall (n) be-
tween the chambers (j) and (m) may be formed
with one or more openings, for example an open-
ing in the lower part thereof next to the flaring
extension of the horn (k), such opening being
provided with a removable screen (r) of cloth
or other suitable material, affording access to
the loose filling in the auxiliary chamber (j) and
also modifying the tone of the instrument.

Tone-foot for Phonographs. William H.
Prickett, Trenton, N. J. Patent No. 1,374,029.

This invention relates to the feet provided
for use beneath the legs of phonographs and

REPAIRS

All Makes of Talking Machines
Repaired Promptly and Efficiently

REPAIR PARTS FOR ALL MACHINES

ANDREW H. DODIN

28 Sixth Avenua New York

TELEPHONE. SPRING 1 194

has for- its general object to provide an im-
proved foot, the use of which will result in a
clearer and more distinctive reproduction of the
record with a smooth, sweet and full tone and
in a manner to preserve the characteristics and
beauty of the original production.

Figure 1 is a perspective view of a phono-
graphic foot embodying the invention, showing
the same in use beneath a phonograph shown
in part; Fig. 2 is an enlarged plan view of the

improved phonograph foot; Fig. 3 is a side ele-
vation thereof; Fig. 4 is a transverse vertical
section.

Operating Mechanism for Phonographs. Wm.

W. Kideney, Chicago, 111., assignor to the Amer-
ican Electric Co., same place. Patent No. 1,374,-
151.

This invention relates to an improvement in
operating mechanism for phonographs, and re-
lates particularly to the type of phonograph
employing a revolving disk record, although it
may be employed in connection with other forms
of instruments.

Among the objects of the Invention are to
provide improved means for automatically bring-
ing the needle or stylus carried by the tone arm
into engagement with the record when the pho-
nograph is started into operation, this being
brought about by movement of the tone arm
relative to the record. Further features of the
invention relate to means for automatically stop-
ping the record at a predetermined point and
for then returning the tone arm to the initial
or starting position whereby the needle can
again be brought into engagement with the rec-
ord and thus cause the playing of the selection
on the record to be repeated. Other features
and objects of the invention relate "to various
improvements and details in the operating mech-
anism whereby the efficiency of the same is
greatly increased.

Figure 1 is a plan view of a phonograph em-
bodying features of the invention with a por-
tion of the record and cover of the casing broken
away in order to show more clearly certain of

the mechanism located within the casing; Fig.
2 is a sectional view taken on the line 2 — 2 of
Fig. 1 looking in the direction of the arrows;
Fig. 3 is a sectional view taken on the line 3 — 3
of Fig. 2 looking in the direction of the arrows;
Fig. 4 is a sectional view taken on the line 4 — 4
of Fig. 2; Fig. 5 is an enlarged sectional detail
of part of the switch-operating mechanism
shown in Fig. 2, but showing the switch open
"instead of closed, as in Fig. 2; Fig. 6 is a detailed

view of a portion of the switch-controlling mech-
anism taken on the line 6 — 6 of Fig. 3; Fig. 7
is a perspective view of a portion of the switch-
closing mechanism with the fiber supporting
plate omitted in order to show more clearly the
relation of the various parts; Fig. 8 is a sec-
tional view taken on the line 8 — 8 of Fig. 1; Fig.
9 is a sectional view taken on the line 9 — 9 of
Fig. 7; Fig. 10 is a detailed view of the rack and
pinion.

Repeating Device for Sound-reproducing Ma-
chines. Arthur Max Hilbig, Milwaukee, Wis.
Patent No. 1,371,764.

This invention relates to improvements in a
repeating device for sound-reproducing ma-
chines.

It is one of the objects of the present inven-
tion to provide a repeating device for sound-
reproducing machines which will, upon the com-
pletion of the playing of a record, automatically
raise the sound box stylus from the record and
swing it to the initial or starting position and
then lower the stylus to playing position.

A further object of the invention is to pro-
vide a repeating device for sound-reproducing
machines which may be adjusted to repeat the
playing of records which vary in diameter and in
length of record groove.

A further object of the invention is to pro-
vide a repeating device for sound-reproducing
machines which may be adjusted to repeat the
playing of a record any number of times desired
and automatically stop when the desired num-
ber has been played.

A further object of the invention is to pro-
vide a repeating device for sound-reproducing
machines which is of simple construction, is
strong and durable and is well adapted for the
purpose desired.

Figure 1 is a top view of a portion of a sound-
reproducing machine provided with the improved
repeating device; Fig. 2 is a vertical sectional
view thereof taken on line 2 — 2 of Fig. 1; Fig.
3 is an inverted plan view of the repeating mech-
anism, parts being shown in section; Fig. 4 is a
transverse vertical sectional view taken on line

A — 4 of Fig. 3; Fig. 5 is a similar view taken on
luie 5 — 5 of Fig. 3; Fig. 6 is a view similar to
Fig. 5 with parts shown in a dififerent position;
Fig. 7 is a vertical sectional detail view taken
on line 7—7 of Fig. 3; Fig. 8 is a vertical sec-
tional detail view taken on line 8 — 8 of Fig. 3;
Fig. 9 is a similar view taken on line 9 — 9 of
Fig. 3; Fig. 10 is a vertical sectional detail view
of the reproducer arm and parts connected
thereto taken on line 10—10 of Fig. 1, and Fig.
11 is a side view of the parts shown in Fig. 10,
some of the parts being shown in section.

NEW VICTOR SHOP TO OPEN

MoNTiCELLo, N. Y., May 9.— H. Lustgarten, agent
for the Victor talking machine and records, at
Liberty, N. Y., is shortly to open a shop in the
new Miller and Washington Theatre Building in
this city, where he will handle these same prod-
ucts. His store will be ready for occupancy in
about six weeks.

DAMAGED VARNISH

can be permanently and invisibly repaired by using

LESLEY'S PATCHING VARNISH

Price: 1 pt., $1.00; 1 qt., $1.90
Complete repair outfit, $3.50

Write for catalogue

LESLEY'S CHEMICAL CO.

10 S. New Jeriey St. Indianapolii, Ind.

178

THE TALKING MACHINE WORLD

May 15, 1921

RECORD BULLETINS/gJ

June, 1921

VICTOR TALKING MACHINE CO.

POPULAR SONGS

18746 Somebody's Mother Peerless Quartet

I Found a Rose in the Devil's Garden,

Sterling Trio

18747 My Mother's Evening Prayer Henry Burr

Now I Lay Me Down to Sleep,

Charles Hart-Elliott Shaw

18748 Rebecca Monroe Silver

My Old New Jersey Home Billy Murray

18751 Nestle in Your Daddy's Arms .. American Quartet
I'm Missin' Mammy's Kissin'. .Peerless Quartet

DANCE RECORDS
18745 I Lost My Heart to You — Medley Fox-trot,

Joseph C. Smith and His Orchestra
Broken Moon — Without You — Medley Fox-trot,

Joseph C. Smith and His Orchestra
18750 Teach Me — Fox-trot,

All Star Trio and Their Orchestra
Round the Town — Fox-trot ........ All Star Trio

35708 All for You — Happiness — Medley Fox-trot,

Paul Whiteman and His Orchestra
Moonbeams — Pining — Medley Fox-trot,

All Star Trio and Their Orchestra
VOC-A.L .\ND INSTRUMENTAL RECORDS

45245 Darling Lambert Murphy

Love in Lilac Time Lambert Murphy

18752 On the Campus — March Sousa's Band

Bullets and Bayonets — March Sousa's Band

18749 El Relicario (The Charm),

Blue and White Marimba Band
One-Two-Three-Four — Medley Waltz,

Ferera and Franchini
RED SEAL RECORDS
LucEEZiA BoKi, Soprano — In Italian
88633 Nozze di Figaro — Deh vieni, non tardar? (Mar-
riage of Figaro — Ah, Why Delay So Long. J,

Mozart

Sophie Braslau, Cotttralto

74681 Same Old, Dear Old Place Bowles-Wilson

Enrico Cakuso, Tenor — In Latin
88629 Messe Solennelle^Domine Deus (Praise tor-

ever to God, the Father) Rossmi

Alfred Cortot, Pianist
64956 (a) La Fille aux cheveux de Im (The Girl With

Flaxen Hair) • nu'^^fj

(b) Menestrels (Minstrels) ^. ■ ■ ;;_-,P_ebu'^y

Verdi 10

Giuseppe de Luca, Bantone—In Italian

64957 Don Carlos— O Carlo, ascolta (O, Carlos; Lis-

ten to My Plea) ;;.

Mischa Elman, Viohnist
Piano Accompaniment, Arthur Loesser

64958 Last Rose of Summer I,

Hans Kindler, Violoncello

74682 Song Without Words (Romance sans Paroles),

/ -Tw^j- ^ a _ V an Goens 1^

Giovanni Martinelli, Tenor—In Italian

74683 Zaza— O mio piccolo tavolo mgombrato (My Desk,

Like My Heart, rs Encumbered W.^h^Ca-)-

(First Victor Records by Erika ilorini

Erika Morini, Violinist
(Piano Accompaniment, Alice Monni)
74686 Canriccio Valse (Waltz Caprice) ... .Wieniawski 12

'pt^l^E^LPHIA ORcLsXR-A-LeOpold StO

74684 Walkiirs^The Ride of the Valkyries ... Wagner

TiTTA RUFFO, Baritone— In^

87325 Andrea Chenier-Son sessant anni CSixty \ear=

Hast Thou Served Them) ...Uiordano

Ernestine Schumann-Heink, Contralto

87326 Sometime We'll Understan^d,^^^j.^^_^^^^^^^^^^

COLUMBIA GRAPHOPHONE CO.

79518
A3380

79457
79155

A6182

A3392

A3394
A3390

A3391

A3393

A6183

E7072

A3389

A3386

A3385

SYMPHONY RECORDS
Love Sends a Little Gift of Ro-^^en-
Pale Moon (An Indian Love Song^-Tenor^solo.
My Little Home on the HiU-Ten^or^solo,^^^^^^
Canto Amorosc^Violin solo..Duci de Kerekjarto
^^J^C^o ^.^^-."^P^o ^CS
Hearts and Flowers— Key of G > ,t,„-t„
Cincinnati Symphony Orche:>tra
Under the Direction of Eugen "isaye
Love in Idleness (Serenade)— Key of ";.

Cincinnati Symphony Orchestra
Under the Direction of Eugen Ysaye
POPULAR HITS

Make Believe Nora Bayes, Comedienne

Now I Lay Me Down to Sleep, j- „„„

' Nora Bayes, Comedienne

Mary and John— Tenor solo Edwin Smalle

Nobody's Rose— Tenor solo Edwin Smalle

I'm Gonna Jazz My Way Right Straight Thru
Paradise... Mary Stafford and Her Jazz Band
Down Where They Play the Blues,

Mary Stafford and Her Jazz Band
DANCE RECORDS
Nestle in Your Daddy's Arms---Fox-trot,

Art Hickman s Orchestra
I Spoiled You— Fox-trot, , ^ . ,

Art Hickman s Orchestra
Mazie— Intro. : "You Can't Go Away"— Medley

Fox-trot Yerkes' Jazarimba Orchestra

Two Sweet Lips — Intro.: "April Showers Bring
May Flowers" — Medley Fox-trot,

Yerkes' Jazarimba Orchestra
Over the Hill — Intro.: "'Sweethearts" — Song

Waltz The Metropolitan Dance Players

Dreamy Hawaii — Intro.: "A Thorn in My
Heart"— Medley Waltz,

The Metropolitan Dance Players

NOVELTY RECORD

Tropical Dance No. 4 Haytian Orchestra

Conducted by Justin Elie
Voodoo Scenes (Priestess Dance),

Haytian Orchestra
Conducted by Justin Elie

Bright Eyes — Xylophone solo Jess Libonati

Underneath Hawaiian Skies — Xylophone solo,

Jess Libonati

NEGRO SPIRITUALS
Put on De Goldc-n Sword,

Harry C. Browne and Male Quartet
Get Yo' Ticket — Baritone solo. Harry C. Browne

FAMILIAR HYMNS
Rescue the Perishing — Tenor solo... Henry Burr
Sweet Hour of Prayer — Tenor solo.. Henry Burr

THE MID-MONTH LIST
SYMPHONY RECORD
A3381 Turkey in the Straw — Piano solo. Percy Grainger
The (jum-Suckers' March — ^Piano solo,

Percy Grainger

DANCE RECORDS
A3387 Siren of a Southern Sea — Fox-trot,

Art Hickman's Orchestra

Day Dreams — Fox-trot,

Art Hickman's Orchestra

A3383 Toddle — Fox-trot Paul Biese Trio

Beela Boola — Song One-step. .. .Paul Biese Trio

A3384 I Lost You — Fox-trot The Happy Six

Yokohama Lullaby — Intro.: "Kentucky" — Med-
ley Fox -trot The Happy Six

A3382 Scandinavia (Sing Dose Song and Make Dose

Music) Al Jolson, (ijmedian

Funeral Blues (Eat Custard and You'll Never
Break a Tooth) . . . Blossom Seeley, Comedienne
A3388 I Used to Love You, But It's All Over Now,
Frank Crumit, Comedian
No Wonder I'm Blue.. Frank Crumit, <I)omedian

A3357 Just We Two — Tenor solo Howard Marsh

Rose of Athlone — Tenor solo. .. .Howard Marsh

52008
52009
30124

30123
52010

30125
24015

14172 I

14174 I

14179

14180

14169

AEOLIAN CO.

OPERATIC SELECTIONS
Carmen (Bizet) (Toreador Song) — Baritone, in
Italian; Vocalion Orch. accomp.,

Giacomo Rimini

Faust — Air des Bijoux (CJounod) (Jewel Song)
— Soprano, in French; Vocalion Orch. accomp.,
Evelyn Scotney

Carmen — Sequidilla (Near the walls of Seville)
(Bizet) — Contralto, in French; Vocalion Orch.

accomp Mme. Marguerite D'Alvarez

-STANDARD SELECTIONS
Santa Lucia Lontana (Neopolitan Folk Song) —
Tenor, in Italian; Vocalion Orch. accomp.,

Giulio Crimi

Danny Deever (Kipling-Damrosch) — Baritone,
Vocalion Orch. accomp., John Charles Thomas
INSTRUMENTAL SELECTIONS
Serenade (Drigo) — Violin, Piano accomp.,

Sasha Culbertson
Star of Eve (Wagner) — 'Cello, Piano accomp.,
Maurice Dambois
Minuet (Boccherini) — 'Cello, Piano accomp.,

Maurice Dambois
H-A.WAIIAN SELECTIONS
Hawaiian Blues (Motzan-Jerome),

Ferera-Franchini-Green
Naughty Hawaii (Breau-Alma-Sanders) ,

Ferera-Franchini-Green
SACRED SELECTIONS
I Need Thee Every Hour (Hawkes-Lowry) —

Orch. accomp Reed Miller-Charles Hart

Hymn Medley: "Come Thou Almighty King,"
"Abide With Me," "All Hail the Power of
Jesus' Name" (Arr. by R. H. Bowers) — Orch.

accomp Shannon Four

POPULAR SELECTIONS
Was Born in Michigan (Gerber-Franklin) —

Orch. accomp Aileen Stanley

I'm Nobody's Baby (Davis-Ager-Santly) — Orch.

accomp Aileen Stanley

When the Autumn Leaves Begin to Fall (Flee-
son-Von Tilzer) — Orch. accomp..

New Stellar Quartet
The Last Little Mile Is the Longest (Yoimg-
Lewis-Donaldson) — Orch. accomp. . Elliot Shaw
Lost My Heart to the Meanest Girl in Town
(MacBoyle-Kortlander) — Orch, accomp.,

Harmonizer's Quartet
I Like to Do It (Berlin) — Orch. accomp.,

Ernest Hare-Billy Jones
Held Fast in Baby's Hands (Ray Perkins) —

Orch. accomp Charles Harrison

Somebodj-'s Mother (Sterling-Von Tilzer) — Orch.

accomp Crescent Trio

I Ain't Afraid (Al Bernard) — Orch. accomp.,

Ernest Hare
Down Yonder (Wolfe-Gilbert) — Orch. accomp.,

Ernest Hare

DANCE SELECTIONS
Snuggle (Close to My Heart) (Spencer) — Fox-
trot Van Eps Quartet

Moonbeams (Price- Stept) — Fox-trot,

Van Eps Quartet
I Call You Sunshine (Silvers-Gershwin) — Intro.:

"Yan-kee" — One-step Merry Melody Men

In the Devil's Garden (Fred Fischer) — Fox-trot,
Merry Melody Men
Tea Leaves (Whiting) — Toddle Fox-trot,

Selvin's Dance Orchestra
I'll Keep on Loving You (Coburn-Rose) — Fox-
trot Al Jockers' Dance Orchestra

Daisy Days (Kahn-Blaufuss-Cooke) — Fox-trot,

Selvin's Dance Orchestra
Paper Doll (Lee David) — Fox-trot,

Selvin's Dance Orchestra
Crooning (Caeser-Perkins) — Intro.: "Love Me,"
from "It's Up to You" — Fox-trot,

The Swanee Melodists
Pucker Up and Whistle (Vincent- Franklyn) —
Intro, r "'Till the Clouds Roll By" — Fox-trot,
The Swanee Melodists
Make Believe (Shilkert) — Fox-trot,

Selvin's Dance Orchestra
Wild Rose, from "Sally" (Kern) — Intro.:
"Buggy Riding," from "Hitchy-Koo" — Fox-trot,
Selvin's Dance Orchestra

82215
82216

82217

EDISON RE=CREATIONS

Roses of Picardy (Wood) — Violin. . .Albert Spalding

Old Folks at Home (Foster-Zimbalist) — Violin,

Albert Spalding

Mia piccirella (My Little Girl) — Salvator Rosa
(Gomez) — Soprano, in Italian Claudia Muzio

In mezzo al mare (On the Sea) (De Luca) —
Baritone, in Italian Mario Laurenti

L' amero, saro cosante (I Love Him and Will
Be Faithful)— II Re Pastore (Mozart)— So-
prano, in Italian, with violin obbligato.

Alice Verlet-Mary Zentay

Hear Me! Ye Winds and Waves! — Scipio; Reci-
tative from "Julius Caesar" (Handel, Arr. by
A. L.) Arthur Middleton

Der Freischiitz Overture — Part I (Von Weber),

American Symphony Orchestra

Der Freischiitz Overture — Part II (Von Weber),

American Symphony Ordiestra

80611 Old Fireside (Towner)— Baritone,

Thomas Chalmers and Mixed Chorus
Jesus Is Mine (Perkins) — Mixed voices.

Metropolitan Quartet

80612 Will You Love Me When I'm Old? (Ford) —

"Soprano Elizabeth Spencer and Mixed Chorus

Song That Reached My Heart, "Home, Sweet
Home" (Jordan) — Tenor Lewis James

80614 La Cinquantaine (Gabriel-Marie) — Violoncello,

Maurice Marechal
Chants Russes — Lento — Concerto Op. 29 (Lalo) — ■
Violoncello Maurice Marechal

80615 Hindoo Chant — Sadko (Rimsky-Korsakow-Kreis-

ler) — Violin Marta de la Torre

Bygone Days (Ach neni tu neni) (Friml) —
Violin Marta de la Torre

80616 In Sunny Switzerland (Yodel Song) — Tenor and

soprano. .. .Fritz Zimmermann-Marcelle Grandville
Tyrolese Love Song (Muellocker-Berger) — Harp-
zither ; •. Kitty Berger

^0718 June 14th March (Sehzer) Conway's Band

Biddy (Zamecnik) New York Military Band

50719 Uncle Josh and the Soldier (Stewart)— Rural

story Cal Stewart

Dinnie Donohue on Prohibition — Irish monologue,

William Cahill

EDISON RE-CREATIONS— "BITS OF BROADWAY"

50771 I31ue Jeans (Traveller) — Male voices. Premier Quartet
Hey, Paw: (Shrigley) — Male voices. Premier Quartet

50772 Just Wanting You (Zamecnik) — Fox-trot, for

dancing Orlando's Orchestra

Kiss a Miss (De VoU-Yellen-Baron-Olman) —
Intro. : "Moonlight in Mandalay" — Medley
Waltz, for dancing. .Green Brothers' Novelty Band

50773 Wandering Home (Case-Stevens) — Soprano and

contralto Homestead Trio

Somebody's Mother (H. Von Tilzer) — Male voices.

Crescent Trio

50774 Tea Leaves (EgarL;Whiting) — Fox-trot, for danc-

ing Max Fells' Delia Robbia Orchestra

Would You? (Sterling-McConnell) — Fox-trot, for
dancing Orlando's Orchestra

50775 Nobody's Rose (Fried-White)— Tenor,

George Wilton Ballard and Female Chorus
I'm Missin' Mammy's Kissin' (Pollack) — Tenor,

Vernon Dalhart

50776 Someone Else (J. & H. Rosey-Donaldson) — In-

tro.: "Oh! My Sweet Hortense" — Medley Fox-
trot, for dancing,

Max Fells' Delia Robbia Orchestra
Moonbeams (Price-Stept) — Fox-trot, for dancing,

Green Brothers' Novelty Band
EDISON "TIMELY" RE-CREATIONS

50729 No Wonder I'm Blue (Ahlert) Ernest Hare

She Walks in Her Husband's Sleep (H. Von
Tilzer) Aileen Stanley

50733 Why Don't You? — Afgar (Tierney) — Fox-trot,

for dancing Lenzberg's Riverside Orchestra

Good as Gold (Kendis-Brockman-Hoff man-Sher-
man)— Waltz, for dancing,

Max Fells' Delia Robbia Orchestra

50734 Good-Bye — Lady Billy (Levey) — Soprano and

tenor Elizabeth Spencer-Lewis James

There's a Vacant Chair at Home, Sweet Home
(When the World Goes Back on You) (Han-
ley) — Soprano Margaret A. Freer

50735 Satisfied (Briers) Al Bernard-Ernest Hare

Read 'Em and Weep (Haenschen) Al Bernard

50736 Where-Is-My-Daddy-Now Blues (Motzan-Olman),

Aileen Stanley

Play Me a Dixie Melody (Rose) Al Bernard

EDISON AMBEROL RECORDS

SPECIALS

4242 Bright Eyes (Motzan-Jerome)- — Fox-trot, for

dancing Orlando's Orchestra

4243 Mazie (Gold-Dawson-Caine) — Fox-trot, for danc-

ing Orlando's Orchestra

5244 Sally (Kern) — Medley Fox-trot, for danCing,

Harry Raderman's Jazz Orchestra

4245 Humming (Breau -Henderson) — Fox-trot, for

dancing Orlando's Orchsetra

4246 Do You Ever Think of Me? (Burtnett) — Fox-

trof, for dancing. Harry Raderman's Jazz Orchestra
ROYAL PURPLE RECORDS

29076 By the Waters of Minnetonka (Lieurance) ; and

Lullaby (Lieurance) — Soprano, piano accomp.

by Coenraad V. Bos Frieda Hempel

29077 Nina (Pefgolesi) — Baritone, in Italian; Orch.

accomp Mario Laurenti

REGULAR LIST

4247 Na-Jo (Wiedoeft-Holliday) — Fox-trot, for danc-

ing Max Fells' Delia Robbia Orchestra

4248 Strut, Miss Lizzie (Creamer-Layton) — Orch.

accomp Al Bernard

4249 Little (Crumbs of Happiness (Ball) — Tenor, Orch.

accomp Lewis James

4250 The Debutante — Caprice Brillante (Clarke) —

Trurhpet, Orch. accomp Edna White

4251 Rebecca (Came Back From Mecca) (Kalraar-

Ruby) — Tenor, Orch. accomp Jim Doherty

4252 I Never Knew — Medley Fox-trot, for dancing.

Max Fells' Delia Robbia Orchestra

4253 Will You Love Me When I'm Old? (Ford) —

Soprano, Orch. accomp.,

Elizabeth Spencer and Mixed Chorus

4254 Dew Drop (Bernard-Briers) — Orch. accomp.,

Al Bernard-Frank M. Kamplain

4255 Arabia (G. H. Green)— One-step, for dancing,

Green Brothers' Novelty Band

4256 There's a Little Bit of Irish in Us All (Hand-

man) — Orch. accomp Aileen Stanley

4257 Mother of Pearl (Ball) — Tenor, Orch. accomp.,

George Wilton Ballard

4258 Honey (Ager) — Orch. accomp Olive Briscoe

4259 Danse Arlequin (Morley) — Banjo. . Shirley Spaulding

4260 Way Down Barcelona Way (Diddle-de-um-te-

dum) (Jentas) — Orch. accomp. .. .Fred Hillebrand

4261 Honey Babe (De Leath) — Male voices.

Criterion Quartet

4262 Light of the World Is Jesus (Bliss) — Mixed

voices, Orch. accomp Metropolitan Quartet

4263 Tune 14th March (Seltzer) Conway's Band

FRENCH RECORDS

27202 Ainions-nous (Let Us Love) (Saint-Saens) —

Baritone, Orch. accomp Torcom Bezazian

27203 Si Vous L'Aviez Compris! (Had You But

Known) (Denza) — Baritone, Orch. accomp.,

Torcom Bezazian

May is, 1921

THE TALKING MACHINE WORLD

179

ADVANCE RECORD BULLETINS FOR JUNE^( Continued from page 178)

10032
13020

10030
30006
5041

13021

5050
5051
5052

2096 I

2090

2095

2080

2091

2093

2094

BRUNSWICK RECORDS

Mazurka in A Minor (Chopin-Kreisler) — Violin

solo. Pianoforte by Frederic Persson . . Max Rosen
Bohemian Girl (Act II) (Heart Bow'd Down)

(Balfe) — Baritone, with Orch Richard Bonelli

For AH Eternity (Mascheroni) — Baritone, with

Orch Richard Bonelli

Santa Lucia (Neapolitan Folk Song) — Tenor,

with Orch., in Italian Mario Chamlee

Eili, Eili (Shalitt-Fisher)— Soprano, with Orch.,

in Yiddish Dorothy Jardon

Rosary (Nevin) — Ontralto and Male Trio, with

Orch Elizabeth Lennox and Crescent Trio

Cradle Song (MacFadyen) — Contralto, with

Orch Elizabeth Lennox

I'll Take You Home Again, Kathleen (Westen-

dorf) — Tenor and Male Trio, with Orch.,

Theo. Karle and Crescent Trio
Lass O'Killean (Stickles) — Tenor, with Orch.,

Theo. Karle

Little Cotton Dolly ( Buck-Geibel) — Male Quartet,

Criterion Quartet
Kentucky Babe (Buck-Geibel)— Male Quartet,

Criterion Quartet
Spring Zephyrs (Vessella) — Waltz Intermezzo —

Concert Band Vessella's Italian Band

Victory Festival March (Vessella) — Concert Band,

Vessella's Italian Band
Underneath Hawaiian Skies (Intro.: "I Never
Knew" ) ( Rose-Pitts-Egan-March ) — Fox-trot,

for Dancing Isham Jones Orchestra

All She'd Say Was Umh Hum (Zany-Emery-
Van-Schenck) — Toddle, for Dancing,

Isham Jones Orchestra
That Naughty Waltz (Levy) — For Dancing,

Carl Fenton's Orchestra
Gloaming Time (Holliday-Cross) — Waltz, for

Dancing C^rl Fenton's Orchestra

Lost My Heart to You (Intro.: "Calling")
(Davis-lMerkur-Squires) — Fox-trot, for Danc-
ing. Orchestral arrangement by Walter

Haenschen Rudy Wiedoeft's Californians '

I'll Keep on Loving You (Intro.: "Coral Sea")
(Rose-Brown) — Fox-trot, for Dancing. Orches-
tral arrangement by Walter Haenschen,

Rudy Wiedoeft's Californians
Yan-Kee (Gershwin) — Fox-trot, for Dancing,

Green Bros.' Novelty Band
Learning (Tucker-Buffano-Steiger) — Fox-trot, for

Dancing Green IBros.' Novelty Band

Pining (Intro.: "For Somebody Else") (Kendis-
Clare) — Fox-trot, for Dancing. Accordion

Solo Harry Perry

Broken Moon (Intro.: "Nightingale") (Callahan-
Coburn) — Fox-trot, for Dancing. Accordion

Solo Harry Perry

Whip-Poor-Will (From "Sally") (DeSylva-Kern)
— Soprano and Tenor, with Orch.,

Irene Audrey and Sam Ash
Look for the Silver Lining (From "Sally") (De-
Sylva-Kern)— Soprano and Tenor, with Orch.,

Irene Audrey and Sam Ash
Don't Leave Me, Mother Mine (Costello-Good-

man-Stept) — Baritone, with Orch Ernest Hare

Wyoming (Williams) — Lullaby — Tenor, with

Orch Chas. Hart and Elliott Shaw

Pucker Up and Whistle (Vincent- Franklyn) —

Male Quartet, with Orch Harmonizers' Quartet

I Was Born in Michigan (Franklin-Gerber) —
Male Quartet, with Orch. .. .Harmonizers' Quartet
SPECIAL RELEASE
Toddle (Intro.: "Hawaiian Blues") (Biese-West-
phal-Steiger-Motzan-Jerome) — Fox-trot, for

Dancing Carl Fenton's Orchestra

Some Little Bird (Intro.: "Marie") (McPhail-
Van Alstyne) — Fox-trot, for dancing,

Carl Fenton's Orchestra

PA THE FRERES PHONOORAPH CO.

20530

20531

20532

20533

20535

20521

20536

20537

20538

20539

20540

20541

20542

"POP" SUPPLEMENT NO. 45
POPULAR VOCAL
I Was Born in Michigan ((?erber-Franklin),

The Harmonizers
Rebecca (Came Back from Mecca) (Kalmar-

Ruby) — Tenor Billy Jones

Shores of the Shannon (O'Connor-Fitzgerald) —
Tenor and baritone duet,

Lewis James- Elliott Shaw
Somebody's Mother (Sterling- Von Tilzer),

Orpheus Trio
Thinking of You (Eastman-Heltman) — ^Soprano,

Grace Greene

The Last Little Mile Is the Longest (Young-
Lewis-Donaldson) — Tenor Robert Bruce

Down Yonder (Wolfe-Gilbert) — Baritone, dance
rhythm Ernest Hare

Jabberwocky (Kendis-Brockman-Brown-Eastwood-
Weslyn) — Baritone, dance rhythm,

Ernest Hare

I Like It (Berlin) — Tenor and baritone duet,

Lester George-Walter Lange

Honolulu Eyes ( Johnson- Violinsky) — Tenor and
baritone duet Lester George-Walter Lange

My Old New Jersey Home (MacDonald-Vincent)
— Baritone Jack Norworth

Vamping Rose (Hanlon-Ryan-Violinsky-Schustcr)

— IJaritone Jack Norworth

HAWAIIAN

Somewhere in Honolulu ( Sherwood- Vandcrsloot)
. — Hawaiian guitars Ferera-Franchini

Naughty Hawaii (Sanders-Carlo-Breau) — Ha-
waiian guitars Ferera-Franchini

DANCE

Snuggle (Close to' My Heart) (Spencer- Pollack)
— Fox -trot, Intro.: "Idol Mine,'

Selvin's Novelty Orchestra
Sunshine (Little-Stanley-Motzan) — One-step,

Selvin's Novelty Orchestra
Without You (Mitchell-Gumble-Greer) — Fox-trot,
Selvin's Novelty Orchestra
Just Like a Rainbow (Earl-Fiorito) — Fox-trot,

Selvin's Novelty Orchestra
Would You? (I'll Say You Would!) (Stcrling-
McConnell) — Fox-trot. .Casino Dance Orchestra
Moonlight (Con Conrad) — Fox-trot,

Casino Dance Orchestra
Sweetheart (Davis- Johnson) — Fox-trot,

Casino Dance Orchestra
I'll Keep on Loving You (Coburn-Rose) — Fox-
trot, Casino Dance Orchestra

Lips (Elwood-Fiorito) — Fox-trot,

Joseph Samuels' Music Masters
Mon Homme (My Man) (Yvain) — Fox-trot,

Joseph Samuels' Music Masters
Say You'll Be Mine (My Love Is All For You)
(Morrison) — Waltz. .. .Green's Marimba Band
Tea Leaves (Whiting-Egan) — Fox-trot,

Green's Marimba Band
Pussy Willow Waltz (Glogau) — Waltz, Intro.:
"In the Heart of Dear Old Italy" — Piano solo.
Jack Glogau

Somewhere in Poppyland (Jentes-Glogau) — One-
step, Piano solo Jack Glogau

REGULAR PATHE JUNE LIST

54070 Annie Laurie (Scott) — Soprano Yvonne Gall

54071 The Rosary (Nevin) — Soprano Yvonne Gall

54069 Two Folk Songs of Little Russia (Zimbalist) —

Basso, in Russian Adamo Didur

STANDARD SONGS SUNG IN ENGLISH

20518 Rocked in the Cradle of the Deep (Willard-

Knight) — ^Basso Wilfred Glenn

Asleep in the Deep (Lamb-Petrie) — Basso,

Wilfred Glenn

25055 Errainie (Jakobowski)— "Lullaby" — Contralto,

Florence Mulholland
Blue Bells of Scotland (Grant) — Contralto,

Florence Mulholland

25056 Drink to Me Only With Thine Eyes (Jonson-

Mozart) — Baritone Wells Clary

Beauty's Eyes (Weatherly-Tcsti) — Baritone,

Wells Clary

25057 (Pathe) Broken Moon (Callahan-Roberts) — Bari-

tone Percy Hemus

025057 (Actuelle) Monastery Bells (Leslie-Wendling) —

Baritone Percy Hemus

NEW INSTRUMENTAL RECORDS

20504 Humoresque (Dvorak) — Violin solo, Virgilio Ran-

zato, Concert Master,

Toscanini's La Scala Orchestra
Minuet, No. 13 (Mozart) — Violin solo, Virgilio
Ranzato, Oncert Master,

Toscanini's La Scala Orchestra

25058 The Willow Tree (Old Melody)— 'Cello solo,

piano accomp Hans Kronold

The Valley Lay Smiling Before Me and Believe
Me, If All Those Endearing Young Charms —
'Cello solo, piano accomp Hans Kronold

20505 Amaryllis (Brisson) — Celesta solo. Carlo Georges
Silver Threads Among the Gold (Danks) —

Celesta solo Carlo Georges

20506 I Am Longing For You (Marshall) — Cornet solo.

Sergeant Leggett
The Sweetest Flower That Blows (Hawley) —

Cornet solo Sergeant Leggett

NEW BAND AND ORCHESTRA RECORDS

20502 In a Monastery Garden (Ketclby) — With male

chorus,

Domenico Savino and His Symphony Orch.
Sunset Shadows (Savino) — Intermezzo,

Domenico Savino and His Symphony Orch.

20503 The Picadore March (Sousa),

American Regimental Band
The Gladiator March (Sousa)

American Regimental Band

20519 Nearer My God To Thee (Mason),

Cathedral Male Ouartet, Unaccomp.
There Is a Green Hill Far Away (Stebbins),

Cathedral Male Quartet, with Celesta

QENNETT LATERAL RECORDS

4709
4710
4711

4703

4704
4705
4706
4707
4708
4712

4700
4701

9115

4702
4697

4698

9097

4699
4694

4695

4696
4681

4713

Sospan Fach (Welsh Song) Welsh Ouartet

Y Mochyn Du (Welsh Comic Song), Welsh Quartet

Ar Hyd y Nos (Welsh Air) Welsh Quartet

Coed y Mensydd — Tenor, oiano accomp., David Evans
Ton y Melinydd (The Miller's Song),

John Roberts and Quartet
Nob y Derry Dando (Hop the Derry Dando),

John Roberts and Quartet
Ar D'Wysog Gwlad y Brynian (God Bless the
Prince of Wales) — Baritone, Orch. accomp.,

Ivor Foster

Hen Wlad Fy Nhadau (Land of My Fathers) —

Baritone, with Chorus Ivor Foster

Martyrs of the Arena — Part I Welsh Quartet

Martyrs of the Arena — Part II Welsh Quartet

Y Delyn Aur Welsh Quartet

In the Sweet Bye and Bye Welsh Quartet

My Fanwy (Arabella) Welsh Quartet

Cydgan y Morwyr (Sailors' Chorus), Welsh Quartet

Bryn Calfaria (Sacred). Welsh Quartet

Crugybar (Sacred) Welsh Quartet

Alexander Welsh Quartet

Ton-y-botel Welsh Quartet

Royal Garden Blues (Clarence-Williams),

Daisy Martin and Her Five Jazz Bell Hops
Spread Yo' Stuff (Levy-Crane-Bernard),

Daisy Martin and Her Five Jazz Bell Hops
Pass Along March.. His Majesty's Scots Guards Band
Thistledown March — With bell effects,

His Majesty's Scots Guards Band

Toronto Jig — Banjo solo Oily Oakley

Sweet Jasmine — Banjo solo Oily Oakley

Asleep in the Deep — Bass, with Orch. accomp.,

F. J. Hawti-ey
Rocked in the Cradle of the Deep — Bass, with

Orch. accomp F. J. Hawtrey

March Across the Desert,

Honourable Artillery Company Band
Rose Thistle and Shamrock.

Honourable Artillery Company Band
Chason de Cloche — With bell effects.

Tower Military Band

Men of the Mist Tower Military Band

A Drop o' Scotch — Bell solo, Band accomp.,

Billy. Whitlock
My Lady Dainty (Intermezzo) — With bells,

Royal Court (Orchestra
Bonnie Scotland March — Band and bagpipes.

Royal Military Band
The Campbells Are Coming — Bagpipe solo.

Major Forsythe

Morning, Noon and Night — Part I,

Honourable Artillery Company Band
Morning, Noon and Night — Part II,

Honourable Artillery Company Rand

Keep on March — Xylophone solo Billy Whitlock

Jolly Jock — Bell solo and Band Billy Wliillock

Somebody's Mother (Andrew Stcrlin-H. Von Til-
zer)— Orch. accomp Wilton Ballard

When You're Gone I Won't Forget (Reid-De

Rose) — Orch. accomp Ballard-Terrell

Crooning (Dublin-WiseCacsar) ,

Max Fells' Vandcrbilt Orchestra
Mcllo Cello (Neil Morel),

Joseph Knecht's Waldorf-Astoria Dance Orchestra
Crooning (Dublin-Wise-Caesar) — -Orch. accomp.,

Louise Terrell

Wyoming (Gene Williams) Hart-Terrell

Hail Purdue (Morrison-Watawa) — Orch. accomp..

Royal Dadmun and CTlionis
(jold and Black (Hawkins-Smith-Hayniakcr) —

Orch. accomp Royal Dadmun and Chorus

The Last Little Mile Is the Longest (IjCwis-

Young-Donaldson) — Orch. accomp Elliott Shaw

Mammy's Little Sonny Honey Boy (Caddigan-

Story)^Orch. accomp Hart-Shaw

Moonlight (Con Conrad),

Natzy and His Biltmore Orchestra
Sunshine (Little-Stanley-Motzan) ,

Natzy and His Biltmore Orchestra
Lucky Dog (F. Warshauer-B. Warshaucr),

Lanin's Roseland Orchestra
Jabberwocky (Kendis-Brockman-Brown-Eastwood-

Weslyn) Harry Raderman's Orchestra

4716 I Found a Rose in the Devil's Garden (Fred

Fisher) Harry Raderman's Orchestra

In a Boat (For Two) (Lange-Liggy-Klapholz),

Lanin's Roseland Orchestra

4717 Aloha Oe — Accomp. by Hawaiian guitars^

Crescent Trio
Sweet Luana (Zamecnik-Burt) — Accomp. by
Hawaiian guitars Crescent Trio

4718 Cherie (Wood-Bibo),

Knecht's Waldorf-Astoria Dance Orch.
My Lady of the Lamp (Lew Pollack),

Harry Raderman's Orch.

OLYMPIC DfSC RECORD CORP.

POPULAR SONGS

14104 Anna in Indiana (Gorman-Rofe),

Aileen Stanley, Comedienne, with Orch.
Pucker Up and Whistle (Vincent-Franklin),

Aileen Stanley, Comedienne, with Orch.

14105 Madeline (Brown-Von Tilzer),

Stellar Quartet with Orch.
Carolina Lullaby (Hirsch-Panella),

Stellar Ouartet with Orch.

14106 Peggy O'Neill (Pease-Nelson-Dodge) Baritone

with Orch Arthur Fields

I'm Nobody's Eaby (Davis-Ager-Santly) , Baritone

with Orch Arthur Fields

DANCE

15104 Mello Cello (Williams-Lange-Moret) Waltz,

Lanin's Roseland Orch.
Jabberwocky (Kendis-Brockraan-Brown-Eastwood-
Weslyn) Fox-trot Rudy Wiedoeft's Californians

15105 Learning (Tucker-Buffano-Steiger) Fox-trot,

Green Brothers Novelty Band
Arabia (Geo. H. Green) One-step,

Green Brothers Novelty Band

15106 Wang Wang Blues (Mueller-Jchnson-Busse) Fox-

trot Bennie Krueger's Orch.

Some Little Bird (Gillespie-McPhail-Van Alstyne)
Fox-trot Bennie Krueger's Orch.

15107 In a Boat (For Two) (Lange-Klapholz-Licci)

Fox-trot Lanin's Roseland Orch.

Lucky Dog (Ben & Frank Warshauer) Fox-trot,

Lanin's Roseland Orch.

HAWAIIAN
16102 Drifting (Lamb PoIla) Waltz,

Hawaiian Instrumental Duet
Malanai Anu Ka Makani (Hawaiian Melody)

"Lanai's Cold Winds" Hawaiian Guitars

STANDARD VOCAL

17104 Drink to Me Only With Thine Eyes (Ben

Jonson) Baritone with Orch Percy Hemus

Danny Deever (Kipling-Damrosch) Baritone with
Orch Percy Hemus

17105 The Rosary (Rogers-Nevin) Mezzo Soprano with

Orch Jane Bartlett

Mighty Lak' a Rose (Stanton-Nevin) Mezzo So-
prano with Orch jane Bartlett

17106 Three for Jack (Weatherly-Squire) Baritone with

Orch Howard Shelley

Clang of the Forge (Rodney) Baritone with

Orch Howard Shelley

INSTRUMENTAL
18103 Souvenir (Franz Drdla) Violin Solo,

Helen Lee, Pianoforte by Charles Howard
Canzonetta (A. d'Ambrosio op. 6) V'iolin Solo,

Helen Lee, Pianoforte by Charles Howard
OPERATIC

19101 Pagliacci — Prologo (Prologue Act I) (The

Clowns) Baritone with (Drch.,

Leoncavallo, Greek; Evans, Italian

19102 Carmen — Habanera (Love Is Like a Wood Bird)
With Orch. French. Contralto. ... Henrietta Wakefield

OKEH RECORDS

4320

4313

4318
4319

5004

4315
4307

4316

4317

4299

4300

4301

Where Is My Boy To-night? (Sacred) — Baritone,

with Orch Elliott Shaw

Face to Face (Sacred) — Baritone, with Orch.,

James Jordon
Sweet Bells of San Jose — Trio, with Orch.,

Crescent Trio
Wandering Home — Trio, with Orch.,

Crescent Trio
Somebody's Mother — Trio, with Orch.,

Crescent Trio

There's Only One Pal After All — Quartet, with

Orch Shannon Four

Jellv Roll Blues The Norfolk Jazz Quartet

Southern Jack The Norfolk jazz Quartet

Way Down Yonder in de Cornfield. Shannon Four
Asleep in the Deep — Bass, with Orch.,

Wilfred Glenn

Scandinavia (Sing Dose Song and Make Dose
Music) — Contralto, with Rega Orch.,

Anna Chandler

Rebecca (Came Back From Mecca) — Tenor, with

Rega Orch Billy Jones

0-Hi-O (0-My! 01)— Baritone, with Orch.,

Jack Strouse

Oh! Boy (I Found the Baby for Me)-^Tenor,
with Orch Billy Tones

For Somebody Else (You Let Me Go)— Con-
tralto, with Rega Orch Vaughn De Leath

Vamping Rose — Contralto, with Rega Orch.,

Vaughn De Leath

Midsummer Night's Dream (Scherzo) (Men-
delssohn). Henry lladlcy's Symphony Orchestra

Hymn and Triumphal March (From "Aida"),

Henry lladley's Sj-mphony Orchestra

The High School Cadets — March. Conway's Band

Among Comrades — March Conway's Band

Hawaiian Blues — Instrumental Trio, Hawaiian
Guitars and Marimba. .. Fcrera-Franchini-Grcen

Dreamy Hawaii — Waltz, Hawaiian Guitar Duet,
Ferera-Franchini

The Bird and the Saxophone — Whistling Solo,
with Saxophone, Orchestra accomp..

Sibyl Sanderson Fagan-Nathan Glantz
The Bird at the Waterfall — Whistling Solo, with

Orchestra Sibyl Sanderson Fagan

Mutt and JelT in a Shooting Gallery,

Frank Kennedy and Company
Bringing Up Father in the League of Wives.

Frank Kennedy and Company
Underneath Hawaiian Skies — Fox-trot,

Green Brothers' Novelty Band
Naughty Hawaii — Waltz,

Green Brothers' Novelty Band

Absence — Fox-trot,

Erdody's Hotel Pennsylvania Orchestra
My Dream Rose — Fox-trot,

Erdody's Hotel Pennsvlvania Orchestra
Dear Little Rose Girl (From Musical Play, "The
Rose Girl") — Waltz. ... Rega Dance Orchestra
There Comes a Some Day (From Musical Play,
"The Rose Girl")— Fox-trot,

Markel's Orchestra

(^Continued on page 180)

ISO

THE TALKING MACHINE WORLD

May iS, 19^1

ADVANCE RECORDS FOR JUNE

(Continued from page 179)

4302 Scandinavia (Sing Dose Song and Make Dose

Music) — Fox-trot. .Joseph Samuels' Jazz Band 10
I'm Nobody's Baby — Fox-trot,

Joseph Samuels' Jazz Band 10

4304 Without You — Fox-trot,

Ray Millers Black and White Melody Boys 10
Sandman Blues— Fox-trot.

Ray Miller's Black and White Melody Boys 10

4305 You Can't Keep a Good Man Down — Fo.x'-trot,

Mamie Smith's Jazz Hounds 10
Baby You Made ile Fall for You — Fox-trot,

Mamie Smith's Jazz Hounds 10

4306 Pussy Willow Waltzes — Waltz,

Market's Orchestra 10
ilello Cello — Waltz (Incidental Cornet bv Abe

Small) Rega Dance Orchestra 10

4308 Sunshine — Fox-trot Markel's Orchestra 10

Until We Part — Fox-trot. .Rega Dance Orchestra 10

4309 Happiness (I Find My Happiness, Dear, With

You) — Fo-x-trot Hager's Novelty Orchestra 10

Snu ggie — Fox-trot,

Jos. Knecht's Waldorf-Astoria Dance Orchestra 10

4310 Siren of the Southern Sea — Fox- trot,

Tim Brymn and His Black Devil Orchestra 10
Wang Wang Blues — Fox-trot,

Tim Brymn and His Black Devil Orchestra 10

4311 Stars of Normandy — Fox-trot,

Green Brothers' Novelty Band 10
Jazzin' the Chimes — Fox-trot,

Green Brothers' Novelty Band 10

4312 I Like It (Intro.: "Home Again Blues") —

Medlej^ Fox-trot, Accordion Duet,

Perry-Peppino 10
Love in Lilac Time (Intro.: "Pretty Miss Vir-
ginia")— Medley Waltz, Accordion Duet,

Perry-Peppino 10

ARTO RECORDS

POPULAR VOCAL AND DANCE RECORDS
9061 I Found a Rose in the Devil's Garden — Intro. :
"Oh-Yeedle-Ay" — Medley Fox-trot — Vocal
Chorus by Arthur Hall,

Selvin's Novelty Orchestra
Moonlight — Intro.: "Santa ^Monterey" — Medley-
Fox-trot — \'ocal Chorus by Arthur Hall,

Moulin Rouge Orchestra

9064 Cherie — Fox-trot Julius Lenzberg's Orchestra

Vamping Rose — Fox-trot. .Julius Lenzberg's Orchestra

9066 Ain't We Got Fun? — Tenor Solo, Orch. accomp.,

Billy Tones

Pucker Up and Whistle 'Till the Clouds Roll By

— Baritone Solo, Orch. accomp Arthur Fields

9062 Wyoming — Waltz Selvin's Novelty Orchestra

Mello Cello — Waltz Yerkes' Dance Orchestra

9065 Wait Until You See My Madeline — Fox-trot,

Sophie Tucker's Five Kings of Syncopation
Don't Throw Me Down — Baritone Solo, accomp.
by Sophie Tucker's Five Kings of Syncopation,

Al Beilan

COLORED VOCAL RECORD
9063 I Wonder WTiere My Brownskin Daddy's Gone
— Vocal Blues,

Lucille Hegamin and Her Blue Flame Syncopators
You'll Want My Love — Vocal Blues,

Lucille Hegamin and Her Blue Flame Syncopators
ITALIAN VOCAL RECORD
3705 'O Bicchiere 'e Vino — Tenor Solo, Orch. accomp.,
*E Ffemmene 'e Cca' — Tenor Solo, Orch. accomp.
NEW AND RE-RECORDINGS OF STANDARD VOCAL
AND INSTRUMENTAL RECORDS
3001 Silver Threads Among the Gold. .. .Peerless Quartet
When You and I Were Young, Maggie,

Peerless Quartet
3015 Humoresque — Violin Solo, Piano accomp.,

Edmimd B. Theile
Traumerei — Violin Solo, Piano accomp.,

Edmund B. Theile

3048 Souvenir — \'iolin Solo, Piano accomp. . .Vera Barstow
Berceuse (From "Joceljm") — Violin Solo,

Vera Barstow

3076 Llewellyn Waltz — Saxophone Solo, Orch. ac-

com.D. Rudy Wiedoeft

Erica Waltz — Saxophone Solo, Orch. accomp.,
_ Rudy Wiedoeft

oO/4 Chautauqua at Pun'kin Centre — A Monologue

on Rural Affairs Cal Stewart

Uncle Josh and the Honey Bees — A Monologue
on Rural Affairs Cal Stewart

EMERSON RECORDS

LATEST EMERSON DANCE HITS

10369 Sweetheart (Arnold Johnson) — Fox-trot,

Joseph Samuels' Music Masters
Madeline (Brown- VonTilzer) — Fox-trot,

Joseph Samuels' JIusic Masters

10370 Pucker Up and Whistle (Franklyn & Vincent) —

Fox-trot Merry Melody Men

Clove of Love (Ring-Hager) — Fox-trot,

Lanin's Roseland Orchestra

10371 Maybe (Ted Lewis)— Fox-trot,

Selvin's Novelty Orchestra
Sweet Love (Ed. Smalle) — Fox-trot,

Selvin's Novelty Orchestra

10372 What Could Be Sweeter? (Marion Stafford) —

Fox -trot Erdody's Famous Orchestra

My Dream Rose (Leo Erdody) — Fox-trot,

Erdody's Famous Orchestra

10373 Stars of Normandy (Breau-Carlo-Sanders) — Fox-

trot Green Brothers' Novelty Band

Say You'll Be Mine, My Love Is All for You
(Alice N. Morrison) — Waltz,

Green Brothers' Novelty Band
10368 Rebecca Came Back From Mecca (Kalmar-Ruby)

— Fox-trot Lanin's Roseland Orchestra

Church Street Sobbin' Blues (Lada-Cawley-

Nunez) — Fox-trot Plantation Dance Orchestra

10353 Scandinavia, Sing Dose Song and Make Dose

Music — Fo.x-trot Merry Melody Men

Siren of a Southern Sea — Fox-trot,

Selvin's jyovelty Orchestra

10358 Moonlight — Fox-trot Plantation Dance Orchestra

Without You — Fox-trot. .. Selvin's Novelty Orchestra

10355 Wang Wang Blues — Fox-trot,

Lanin's Roseland Orchestra
Blue Jeans — Fo.x-trot Merry Melody Men

10359 I Found a Rose in the Devil's Garden — Fox-trot,

Sherbo's Mont Martre Orchestra

Mello Cello— Waltz,

Joseph Knecht's Waldorf-Astoria Dance Orchestra

10360 Down Around the 'Sip, 'Sip, 'Sippy Shore — One-

step Joseph Samuels' Music Masters

Crooning — Fo.x-trot ..Joseph Samuels' Music Masters

10361 There Comes a Some Day — Medley Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orchestra
Nesting Time — Fox-trot,

Sherbo's Mont Martre Orchestra

10362 Broken Moon — Fox-trot. . Plantation Dance Orchestra
Sweet Bells of San Jose — Fo.x-trot,

Plantation Dance Orchestra
10341 Make Believe — Fox-trot ...Selvin's Novelty (Orchestra
Love in Lilac Time — Waltz,

Selvin's Novelty Orchestra
BIG SONG HITS

10374 Rose of Athlone (Robe-Lamont) — Tenor Solo,

Orch. Accomp Hugh Donovan

Peggy O'Neil (Pease-Nelson & Dodge) — Tenor
Solo, Orch. Accomp Hugh Donovan

10375 She Knows It (Stem & Marks) — Character Song,

C)rch. Accomp Arthur Fields

Oh, Boy, I've Found the Baby for Me (Little-
Stanley & Dellon) — Comedy Song, Orch.
Accomp Arthur Fields

10376 Ireland — Our Land! (Taylor-Kelly) — Tenor Solo,

Orch. Accomp Hugh Donovan

That Tumble-down Shack in Athlone (Pascoe-
Carlo-Sanders) — Tenor Solo, Orch. Accomp,

Hugh Donovan

10377 Down Yonder (L. Wolfe Gilbert) — Character

Song, Orch. Accomp. ..Al Bernard & Ernest Hare
I Ain't Afraid of Nuthin' Dat's Alive (Al Ber-
nard)— Character Song, Orch Accomp.. Al Bernard
10366 If That's What You Want Here It Is (Shepard N.
Edmonds) — "Blues" Character Song,

Lillyn Brown and Her Jazz-Bo Syncopators
Ever Lovin' Blues (Brown and De Mont) —

"Blues" (Character Song,

Lillyn Brown_ and Her Jazz-Bo Syncopators
10367 My Mammy's Tears (Coslow-Ringle-Schaffer) —
"Blues" Song,

Noble Sissle and His Sizzling Sincopators
Royal Garden Blues (Clarence and Spencer Wil-
liams)— "Blues" Novelty Song, Orch. Accomp.,

Noble Sissle

10356 Scandinavia, Sing Dose Song and Make Dose

Music — Character Song, Orch. Accomp.,

Irving Kaufman

Learning — Tenor Solo, Orch. Accomp . Irving Kaufman
10365 Low Down Blues — "Blues" Character Song,

Noble Sissle and His Sizzling Sincopators
Long Gone — "Blues" Character Song,

Noble Sissle and His Sizzling Sincopators
10364 Hortense — Comedy Song, Orch. Accomp,

Fred Hillebrand

Always — Tenor Solo, Orch. Accomp .. Irving Kaufman
10363 Angels, We Call Them Mothers Down Here —

Tenor Solo, Orch. Accomp Charles Harrison

When the Autumn Leaves Begin to Fall —

Tenor Solo, Orch. Accomp Reed Miller

10354 Vamping Rose — Comedy Song, Orch. Accomp,

Fred Hillebrand

Strut, Miss Lizzie — Blues, Orch. Accomp. Al Bernard

10357 The Boll Weevil Blues— Blues Novelty,

Noble Sissle and His Sizzling Sincopators
Loveless Love — Blues Ballad,

Noble Sissle and His Sizzling Sincopators
10352 My Old New Jersey Home— Mock Ballad,

Fred Hillebrand
Timbuctoo — Comedy Song, Orch. Accomp.,

Eddie Cantor

10350 Over the Hill— Tenor Solo, Orch. Accomp.,

Charles Harrison
Now I Lay Me Down to Sleep — Tenor Solo,

Orch. Accomp Charles Harrison

10349 I Never Knew — Fox-trot Ballad, Orch. Accomp.,

. . Eddie Cantor

1 m Missm Mammy's Kissin' — Baritone Solo,

Orch. Accomp Arthur Fields

OPERATIC AND STANDARD SELECTIONS
10378 Viennese Popular Song (Fritz Kreisler) — Violin

Solo, Piano Accomp Marie Dawson Morrell

Souvenir (Drdla) — Violin Solo, Piano Accomp.,
^ , Marie Dawson Morrell

10340 E lucevan le stelle (From "Tosca") — Tenor Solo,

in Italian, Orch. Accomp Max Bloch

Vesti la giubba (From "Pagliacci") — Tenor Solo,

Piano Accomp Milan Lusk

10331 Traumerei (Schumann) — Violin Solo, Piano

Accomp Milan Lusk

Cavatma (Raff) — Violin Solo, Piano Accomp.,

Milan Lusk

10339 Out Where the West Begins— Baritone Solo,

Orch. Accomp Royal Dadmun

Bedouin Love Song — Bass Solo, Orch. Accomp.,

^ „ .. Charles Laird

10351 Dreamy Hawaii — Waltz, Hawaiian Guitars,

t , -.T t XT .. „ Ferera and Franchini
Kohala March — Hawaiian Guitars,

Ferera and Franchini

HEINEMAN ON WESTERN TRIP

Otto Heineman, president of the General
Phonograph Corp., accompanied by W. C. Fuhri,
general sales manager of the Okeh record division,
left New York recently for an extended Western
trip, which will include a visit to practically all
of the Okeh record jobbers as far West as
Omaha. Mr. Heineman is looking forward with
interest to this trip, as it will give him an oppor-
tunity to meet personally the Okeh jobbers who
have been such important factors in the success
of this record line.

You Ought to Know

THE

flUJIC TI^E

re™

ESTABLISHED 1876

The oldest and leading music trade weekly, which covers every branch of the industry

It Contains

''Review the Music Trade With Us''

Send your $2 now for a full year's subscription to

THE MUSIC TRADE REVIEW

373 FOURTH AVENUE

NEW YORK

May 15, 1921

THE TALKING MACHINE WORLD

181

Some LeadiRg Jobbers of Talking Machines in America

Where Dealers May Secure

COLUMBIA

Product

Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.

Distributors

Atlanta, Ga., Columbia Graphoplione Co., 561-
563 Whitehall St.

Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.

Boston, Columbia Graphophone Co., 1000 Wash-
ington St.

Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.

Burlingame, Cal., Columbia Graphophone Co.,

1130 Balboa Ave.
Chicago, 111., Columbia Graphophone Co., 325 W.

Jackson Blvd.
Cincinnati, O., Columbia Graphophone Co., 317-

321 East 8th Street.
Cleveland, O., Columbia Graphophone Co., 1812

East 30th St.
Dallas, Tex., Columbia Graphophone Co., 316

North Preston St.

Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Ave.

Detroit, Mich., Columbia Graphophone Co., 115
State St.

Indianapolis, Ind., Columbia Graphophone Co.,

209 W. Washington St.
Kansas City, Mo., Columbia Graphophone Co.,

2006 Wyandotte St.
lios Angeles, Cat., Columbia Graphophone Co.,

809 S. Los Angeles St.
Minneapolis, Minn., Columbia Graphophone Co.,

18 N. 3rd St.
New Haven, Conn., Columbia Graphophone Co..

206 Meadow St.
New Orleans, La., Columbia Graphophone Co..

517-525 Canal St.
New York City, Columbia Graphophone Co.. 121

West 20th St.
Omaha, Neb., Columbia Graphophone Co., Eighth

and Jackson Sts.

Philadelphia, Pa., Columbia Graphophone Co.,

40 N. 6th St.
Pittsburgh, Columbia Graphophone Co., 632-640

Duquesne Way.
Salt Lake City, Utah, Columbia Stores Co.,

221 South West Temple.
Seattle, Wash., Columbia Graphophone Co., 911

Western Ave.
Spokane, Wash., Columbia Storee Co., 161 South

Poet St.

St. Lonis, Mo., Columbia Graphophone Co., 1127
Pine St.

Tampa, Fla., Tampa Hardware Oo.

Headquarters for Canada:

Columbia Graphophone Co., 64-56 Wellington
St., West, Toronto, Ont.

Executive Office

COLUMBIA GRAPHOPHONE CO.

Gotham National Bank Buildingr

New York

TEST IT.

OUR VICTOR

Record Service

has a reputation for efficiency.
Suppose you try it.

E. F. DROOP & SONS CO.

1300 G. STREET, WASHINGTON. D. C.
231 N. HOWARD STREET, BALTIMORE, MD-

William Volkcr & Co., T«"'Vnd 'd^o«; cor'"

DISTRIBUTORS OF
Complete Pathephone and Pathe Record Stocks.
The belt proposition for the proaressive dealer.

Sherman.] play & Co*

San Francisco, Los Anseles, Portland. Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS

The PERRY B. WHITSIT CO.

Distributori of

Victrolas and Victor Records

COLUMBUS, OHIO

W. J. DYER & BRO.

DYER B'LD'G. ST. PAUL, MINN.

NORTHWESTERN DISTRIBUTORS

OF THE

VICTOR

Machines, Records and Supplies

Shipped Promptly to all
Points in the Northwest

Mickel Bros. Co.

Omaha, Nebraska
Des Moines, Iowa

Victor Distributors

Wholesale Exclusively

EASTERN TALKING MACHINE CO.

85 Essex Street, Boston

VICTOR DISTRIBUTORS

Every talking machine Jobber In this country
should be represented In this department, no
matter what kind he handles or where he li
located. The cost Is slight and the advantage
Is great.

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

ARTICLES OF INTEREST IN THIS
ISSUE OF THE WORLD

I Ready Reference for Salesmen, Dealers and Department Heads

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

Early Trade Stabilization Ahead 3

Getting the Business of the Hurrying Com-
muter 3

The Return to Normalcy in the Matter of

Talking Machine Merchandise 4

Aggressive Salesmanship the Need of the

Day 8

Evidence of an Increasing Appreciation of

Music 8

The Turning of the Business Tide 8

Problems Worthy of Solution by the Dealer 9
A Half Dozen Selling Hints That Will Help

Make Money for the Dealer 11

New Record Business Awaits the Dealer
Who Will Adopt Up-to-date Methods... 15

Advertising as an Investment 16

Sealed Records and Reason Why 21

Robt. H. Schauffler's Tribute to the Talking

Machine 26

Interesting Ideas for Increasing Sales in

Talking Machine Stores 29

The Art of Developing the Thing Called

"Punch" in "Talker" Salesmanship 33

The Art of Proper Lighting for the Show

Window and the Store Interior 37

The Value of Wareroom Equipment 44

The Theory and Practice of Correct Lubri-
cation of Talking Machine Motor 49

The Featuring of Records by Great Orches-
tras 50

Business-Getting Ideas in New York's East
Side S3

What the Talking Machine Trade in Canada
Is Doing 113-114

Musical Possibilities of the Talking Machine,

117-120

What Advertising Accomplishes 121

Views of Noted Western Banker on Busi-
ness Outlook 130

Saying It With Talking Machine Records on
Mothers' Day 139

Important New Brunswick Financing Plan
for the Dealer 141

How Sheet Music Aids the Sales of Musical
Instruments 147

Talking Machine Matters Discussed at Con-
vention in Chicago 156

What the National Association Offers the
Dealer 157

Association Idea From California's View-
point 157

The National Relationship of Talking Ma-
chine Retailers 159

Factory and Dealer From the Merchant's
Viewpoint 160

Robert Gordon's Page of Sales Suggestions 163

Latest Patents of Trade Interest 176-177

Record Bulletins Issued by Leading Com-
panies 178-180

"^182

THE TALKING MACHINE WORLD

May is, 1921

INDEX TO ADVERTISERS

Acme Die Casting Corp.... 153

Acme Engineering & Mfg. Co 136

Aeolian Co 158

Alto Mfg. Co. , . 136

American Mica Works 170

American Odeon Corp 45, 79

American T. M. Co 122

Andrews, Curtis N 71

Arion Record Import Co 167

Arto Co 146

Associated Phonograph Supply Co 169

Badger Talking Machine Co 103

Bagshaw Co., W. H 22

Bamhart Bros. & Spindler 101, 125, 141, 165

Bell Hood Needle Co 66

Blackraan Talking Machine Co 104

Brandts Fum. Co. ' 35

Brilliantone Steel Needle Co 23

Broadway Music Corp 102

Brooks Mfg. Co .' Ill

Bruno & Son, Inc., C 115

Bruns-\vick-Balke-Collender Co. ..Insert following page 66

Buegeleisen & Jacobson 109

Buehn Co., Louis 93

Buffalo T. M. Co 55

Cabinet & Accessories Co 120

Cardinal Phono Co 157

Casey-Hudson Co 137

Celine Spec. Co 103

Central Music Sales Co 141

Charmaphone T. M. Co 107

Cheney Talking Machine Co 14

Chicago Talking Machine Co 128, 129

Cirola Distrib. Co 97

Claremont Mfg. Co 156

Classified Want Ads 171, 172

Columbia Graphophone Co 12, 13, 16, 24, 47,

50, 56, 67, 89, 122, 127, 152, 161

Concert Tip Corp Insert following page 34

Consolidated Talking Machine Co 46, 134

Co-operative Mfg. Co 141

Cressey & Allen - 85

Criterion Records, Inc 118, 119

D ■

Dalion T. M. Co 52

Ditson Co., Oliver 84

Doctorow, D. R 34

Dodin, Andrew H 177

Droop & Sons Co., E. F. 181

Drjnng Systems, Inc 136

Duo-Tone Co 19

Dyer & Co., W. J 181

Eastern Phono. Corp 159

Eastern Talking Machine Co 83

Eclipse Musical Co 161

Edison, Inc., Thos Back cover, 36, .108, 124

Eight Famous Victor Artists 42

Einson Litho, Inc 160

Electric Recording Laboratories 170

Emerson Ohio Co 79

Emerson Phonograph Co 54

Empire Phono. Parts Co 78

Everhart & Brown 21

Everybody's Talking Machine Co 75

Feist, Leo , 44, 69, 82, 92, 114. 116,

120, 138, 149, 150, 160, 162, 169

Fletcher All Tones Needle Co 123

Fletcher- Wickes Co 131

Flexlume Sign Co 80

Forster Music Publisher, Inc 147

Fox Pub. Co., Sam 150

Francis & Co., Chas. E 59

Frank Corp., Lewis C 89

Fulton Talking Machine Co 154

General Phonograph Corp.,

Inserts following pages 18. 50, 58, 82

General Phonograph Mfg. Co 34

Gibson-Snow Co 39

Glynn, W. B., Distributing Co 39

Gramophone Co., Ltd 173

Granby Phono. Corp 28

Gray Co., Walter 76

Gray & Dudley Co 50

Gretsch Mfg. Co., Fred 100

Grey Gull Records 145

Griffith Piano Co 39

GrinneU Bros 125

Hall Mfg. Co 72

Handy Mfg. Co 140

Harper & Bros. 63

Harponola Co .' 35

Hartzell Crucible Co 97

Hessig-Ellis Drug Co 39

Hoffay Phono. Co 123

Horton-Gallo-Creamer Co 84

Hough, J. E.,- Ltd 125

Howe & Co., C. W 143

Hutches Engg. Co 153

Ilsley, Doubleday & Co 78.

International Mica Co 76

Interstate Phono. Corp 96

Iroquois Sales Co . 27

Jewel Phonoparts Co 41

Jewett Phono, Co ; 33

Keen Talk. Mach. Supply Co 96

Kennedy-Green Co 18

Kent Co., F. C , 146

Keystone Minerals Co 45

Kichler Co., L. A. 51

Kiefer- Stewart Co 31, 39

Kimball Co., W. W 99

Kirkman Engineering Corp 16

Knickerbocker T. M. Co 11

Knight Campbell Music Co 162

Kraft, Bates & Spencer, Inc 85

Lansing Sales Co 87

Lee-Coit-Andreesen Hdwe. Co 39

Lesley's ,.. 177

Lidseen Products Co.. 137

Long Cabinet Co., Geo 110

Lorentzen, H. K. 80

Luna Nickel Plating Co 109

Lyon & Healy 133

Lyons, W. H 136

Magnavox Co 39, 98

Magnola Talking Machine Co 43, 127, 140, 175

ilanophone Corp 74

Marks Music Co., Edw. B 150

Marshall Co., Inc., C. L 39

Matthews, F. W 101

Mellor's 67

Mellowtone Needle Co 40

Melody National Sales Co. 141

Metal Sign Adv. Co. ■. 135

Mermod & Co 156

Meyercord Co 134

Michigan Phono. Co 1-21

Mickel Bros. Co 181

Milwaukee T. M. Mfg. Co 52

Minneapolis Drug Co... 39

Mirrolike Mfg. Co 105

Modemola Co. 20

Montagues, I., & Co 39

Morris Co., J. 0 10

M. S. & E 39

Mutual Phono.' Parts Mfg. Go '. 37

National Cash Register Co 27

National Decalcomania Co 96

National Publishing Co 6

Netschert, Frank 114

New^ England Talking Machine Co 86

New York Album & Card Co 4

New York Recording Laboratories 69

New York Talking Machine Co 128, 129

Nice Co., B. D 151

Norton Co., Robert 149

Nupoint Mfg. Co 65

Nye, Wm. F 58

Ogden Sectional Cabinet Co., Inc 126

Ohio Sales Co 39

Ormes, Inc 15

Oro-Tone Co 132

Parks &• Parks 47

Pathe Freres Phonograph Co 60, 61

Pearsall Co., Silas E _. 9

Pcckham Mfg. Co ' 43

Peerless Album Co 6

Penn Phonograph Co 94

Permo Co S3

Phillips, Wm., Phono. Parts Co 26

Phonograph Appliance Co 26

Phonograph Control Corp 30

Phonomotor Co 58

Piknik Portable Phonograph, Inc 166

Player-Tone T. M. Co 144

Plywood Corp 49

Progressive Phonographic Supply Co 43

Puritone Phono. Corp 155

Racine Phono. Co 49

Reflexo Products Co 88

Remington Phono. Corp Inside back cover

Rene Manufacturing Co 40, 113

Rex Gramophone Co 175

Reynalds, Wm. H 42

Robinson, Pettit Co., Inc 39

Rountree Corp 48

Seaburg ^Mfg. Co

Schwarz, Inc., Louis A.

Selle & Co., H. W

Serenade Mfg. Co

139

Shapiro, Bernstein & Co 148

Sherman, Clay S: Co. . . .

Singer T. M. Co

Smith Drug Co., C D.
Smith Laboratories, H.

181

117

116

Smith- Schifflin Co 144

Sonora Co. of Philadelphia 39, 95

Sonora Distr. Co. of Texas 39

Sonora Phonograph Co., Inc.,

Inside Front Cover, 38, 39, 59

Sonora Phonograph Co. of Pittsburgh 39

Soss Mfg. Co 154

Southern Drug Co 39

Southern Sonora Co 39

Southwestern Drug Co 39

Sphinx Gramophone Motors 81

Standard Music Roll Co 146

Standard Talking Machine Co 181

Starr Piano Co 25

Steel, W. R 174

Steger & Sons Piano Mfg. Co 77

Steinert & Sons Co., M 83

Stephenson, Inc '. ■ 164

Sterling Devices Co. 70

Stemo Manufacturing Co 168

Stewart T. M. Co 62, 91

Strevell-Paterson Hardware Co 39

Superior Die Casting Co 92

Supertone Needle Wks 165

Talking Machine World Dealer Service; 112

Toledo Talking Machine Co 62

Triangle Phono. Parts Co 169

Udell Works 91

Unit Construction Go. 68

United Mfg. & Distr. Co 138

L^niversal Fixture Corp 64

U-Sav-Your Mfg. Co 87

Usoskin Litho 76

Val Accessory House 116

Van Houten, C. J. & Zoon 39

\'an \'een & Co 106

X'icsonia Mfg. Co., Inc 24

Victor Talking Machine Co Front Cover, 5. 7

Volker & Co., Wm 181

57
139
39
82
140
101

Wade Co., R. C

Wade, W. H

Walthall Music Co

Ward Co., C. E

Wartell Phono. Co

Wax & Novelty Co

Weber-Knapp Co 44

Werlein, Ltd., Philip ' 56

Weymann & Son, H. A 95

Whitsit Co., Perry B 181

Widdicomb Furniture Co 17

Wimpfheimer & Bro., A 73

Windsor Furn. Co 139

Wizard T. M. Co 142

Vahr & Lange Drug Co.
Yeuell Co., E. V

39
86

THE TALKING MACHINE WORLD

; L

The Phonographs Produced by the

Remington Phonograph Corporation

Embody a New Principle
in Sound Reproduction

'T^ HE Reproducer on our Remington Phonographs
represents the greatest scientific advance in the
duplication of the artistry of music. This wonderful
feature allows the reproduction of even the minutest
detail tone waves, thereby permitting the hearer to
obtain the best musical results at all times.

"The Tone is Best by Every Test".

The cabinet work and finish of these instruments
are beyond comparison.

There is some other valuable territory available
for our exclusive agencies. Dealers interested are
invited to write for information regarding same.

Remington Phonograph Corporation

1662-4-6 ^roadway

New York

This Corporation has no connection with any other Corporation using the name Remington

OLYMPIC RECORDS

"Quality Records by Quality Artists"

"pY virtue of a secret process of recording and
manufacture, Olympic Records contain musical
qualities heretofore unattainable. Our records are
so made as to eliminate all surface noises, thus
insuring clear music containing all tone detail and
coloring. Olympic Records are made by the best
experts in the phonograph world, and all selections
are sung or played by artists specially selected for
this delicate work.

Olympic Records can be played
on all standard talking machines

Olympic Disc Record Corporation

1666 BROADWAY NEW YORK, N. Y., U. S. A.

Edison Message No. 96

An advance in Edison phono-
graph prices will be compul-
sory should the Government
increase the Excise Tax on
phonographs.

THOMAS A. EDISON, Inc.

ORANGE, NEW JERSEY

JOBBERS OF THE

CAUFORNIA
Lo« Angelei — Ediaoo Phonofrapfas.
Ltd.

San Frandsoo — Edison Phonograpbs.
Ud.

COLORADO
I)OTTer — Denver Dry Goodt Co

CONNECTICUT
New Haven — Pardee-EUenbereer
C«., Inc.

GEORGIA
^tla>l(s— Phonographs. Inc.

ILLINOIS
'TiiPiier. — The Phonograph ■ Co
Wit. h. Lyona (Amberola only),

INDIANA
IndiaoapolU — Kipp Phonograph Co

IOWA

I 'r% Moine»— Harger & Bliih.
<>oiix City— Harger i Bii«h

NEW EDISON, EDISON RE-CREATIONS, THE NEW EX)ISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS

LOUISIANA
New Orleans— Diamond Music Co..
Inc.

MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting G«»ds
Ca. (Amberola only).

MICHIGAN
Detroit — Phonograph Co. of
Detroit

MINNESOTA
Minneapolis — Laurence H.
Lucker

MISSOURI
Kansas City — The Phonograph Co

of Kansas City.
St. Louit — SiWerstone Music

Co.

MONTANA
Helena — Montana Phonograph

Co.

NEBRASK.^
I )inaha — Shultz Bros.

NEW YORK
.Mbany — American Phonograph
Co.

.N'ew York — The Phonograph

Corp. of Manhattan.
Syracuse — Frank El, Bolway k Son.

Inc. W. D. Andrews Co.

(Amberola only).

OHIO

Cincinnati — The Phonograph Co.
CIcTcland — The Phonograph Co.

OREGON
Portland — Edison Phonographs,
Ltd.

PES^NSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Baehn Phonograph

Co.

Williamsport — W. A. Myers.

RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).

TEXAS

Dallas — ^Texas-Oklahoma Phono-
graph C^.

UTAH

Ogden — Proudfit Sporting Goods
Co.

VIRGINIA
Richmond — The C. B. Haynea
Co., Inc.

WISCONSIN
Milwaukee — The Phonograph Cxi.
of Milwaukee.

CANADA
Montreal — R. S. Williama. 4

Sons Co., Ltd.
St. John— W. H. Thome i Co..

Ltd.

Toronto— -R. S. Williams & Saaa

Co.. Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg — R. S. Williams ft Sons

Co.. Ud.
Babson Bros. (Amberola .only).

VOL. XVII. NO. 6

SUiGUE COPIES. 25 CKtJTS
pea YEAK. TWO DOUABS

Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, June 15, 1921

piiiiiiiiiifliiiiiiiiiiwiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^

= giiiiiiiiiiiiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiin =

The best-known trade-mark in the world

designating the products of the Victor Talking Machine Co.

"""" "' '""""""i'l" «i"«l"lilll«lin" "ili'i™ iiiiliiiilliiniiiiiiiiiiiiiiiiramiiiiiHi iniiiiiiniliiiiiiniiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiii iiiiiii iiiinniiiiiiiiiiiiiiiniiiiiiiiiiiiiiniiiiiiiiii iiiiiiiiiiiiiiiiiiaiimiiiiiiiiiiiiiniililiiiiii S

'"1"™!"!"™"™™™™"""^" 'I™™ "I™™™ Illlilllllllillllllil lililll Illlllllllil Illilllinillllliillllllllllli,!! Illlilllliiiiilllllllllllllllllllllllllllllllllllllllll^ Illlllllllllllllllllillllllllllil Illllilllilllllllllllllllllllllll Illlil liliiililllilllllllllllllllllinillllllllllllll lllllllllitt?

Entered as second-class matter May 2, 190S. at the post office at New York, N. Y.,_ under the act 'of Congress of March 3, 1879.

THE TALKING MACHINE WORLD

Have you heard the improved tone

the ^m^Im period models f

THE tone of the Sonora Periods is a revelation not only to the general
public but particularly to phonop:raph dealers who know what tonal
QUALITY means.

THESE beautiful instruments
illustrate the latest develop- *
ment m phonograph ..^^^
construction and their
tone is peerless for
naturalness of expres-
sion, for clarity, for
smoothness, fullness
and accuracy.

These Period Sonoras
have a magnificent,
resonant tone of ex-
ceptional volume and
power, which repre-
sents a distinct advance
in the art of sound
reproduction.

Sonora's Period
line is of remark-
able completeness
and variety, 24
classic designs
being in regular
stock.

It is plainly
evident that the
trend of the times
is toward period
models.

We are now adding new dealers. Write for information

SONORA PHONOGRAPH COMPANY, Inc.

George E. Brightson, President

NEW YORK : 279 Broadway

Canadian Distributors: L Montagues &'Co.. Toronto

HESE art
instruments
permit the pur-
chaser to choose
a phonograph
which harmonizes
perfectly with the
furnishings of the
music room in
which it will be
placed.

Sonora Periods
for smart ele-
gance of appear-
ance, for careful
high-grade work-
manship and for
important and
valuable features
of construction
have set the very
highest of stand-
ards.

Sonora Periods
sell easily because
they are priced
fairly and be-
cause their supe-
riority is so ap-
parent.

The Highest Class Talking Machine in the World

The Talking Machine World

Vol. 17. No. 6 New York, June 15, 1921 Price Twenty-five Cents

THE TIME TO MOVE FORWARD TO AN ERA OF PROSPERITY H. B. HARINO MADE MANAGER

"Forward, Now Together," Is the Timely Slogan of the Associated Advertising Clubs of the World Succeeds W. H. Lawton as Manager of Buffalo
and It Is Well Worthy the Consideration of Talking Machine Men Branch of Columbia Co.

The time has come for all of us in America to
move forward^ — unitedly and with determination
— into an era of sound prosperity.

We are due to come into our own. Now is
none too soon.

We must make up our minds to go ahead —
flash this signal all along the line.

The way is open if our will is strong.

The wheels of industry will turn in response
to our command, expressed in terms of action.

It is up to you, to all of us, to say the right
word and do the rig'ht thing to stabilize busi-
ness. Stability waits on activity plus faith that
all is well — faith in ourselves, in one another, in
business.

Faith is the very foundation of prosperity.
Make it the cornerstone of your thinking and
of your action.

To-day, let us start putting our shoulders to
the wheel, all together. Let us work a little
more, think a little harder, buy without forebod-
ings— and sell with a conscience. We must keep

VOLUME ON TRADE ACCEPTANCES

"Acceptances, Trade and Bankers" the Title of
Authoritative Work by Park Mathewson,
Vice-president of the Business Bourse

A compact and erudite book of less than four
hundred pages, belonging to species commercial,
and bearing the imprint of D. Appleton & Co.,
has appeared on the business literary horizon
under the title "Acceptances, Trade and Bank-
ers," by Park Mathewson, vice-president of the
Business Bourse, New York. Written in "re-
sponse to requests from business men of all
classes," according to the publishers, it is a
rather intensive treatise, composed in neces-
sarily practical style on a subject heretofore
scattered over periodical articles by Mr. Math-
ewson. The volume is divided into three parts
and contains many illustrations of acceptance
forms and accounting methods. Part I has to
do with acceptance theory, procedure and prac-
tice of acceptance payment, wherein the busi-
ness man is shown how the system should be
installed, operated and controlled. Part II clas-
sifies the rulings and opinions of counsel of the
Federal Reserve Board on acceptance proce-
dure down to 1920, while Part III outlines meth-
ods and arguments for a campaign to induce
trade acceptances. The latter section offers
material easily assimilated by the business man,
whether manufacturer, wholesaler or retailer.
A happy and terse combination of the theory
of the trade acceptance with practice under the
acceptance system has evidently been level-
headedly worked out in the book. William
Walker Orr has written its introduction

FRANZ YAHN IN TROUBLE

Franz Yahn, talking machine dealer, located in
Springfield, Mass., has filed a petition in bank-
ruptcy. The schedules filed disclose liabili-
ties of $33,587.10, of which $16,150 is secured
for the creditors. The assets are scheduled
nominally at $17,703.77, of which $9,999.95 is
represented in stock in trade, $4,073.70 in ma-
chinery, tools, etc., and $2,051.32 debts due on
open account.

APPLIES FOR INCORPORATION

Application for a charter for the Minnelli Pho-
nograph Co., Pittston, Pa, for the purpose of
manufacturing and selling talking machines, rec-
ords, musical instruments, etc., has been filed
with the Governor of the State of Pennsylvania.
Intended incorporators are: Vinci Vincenzo
Minnelli, Carmelo Rizzo and Rosario Lunetta.

a clear eye out for the other fellow's interests
as well as our own.

The one rule that assures a full measure of
prosperity is the Golden Rule. It is simple,
sure, safe. Work this rule and let it rule your
work.

Some say there has been a breaking down of
faith by the recent scramble to "get while the
getting is good." Even if that is so, we must
dismiss from our minds that phase of reaction
from war endeavors and declare for new, high
stand'ards.

Nothing tangible is holding us back. The
fundamental factors making for prosperity are
all favorable.

At core Afnerican business is solid.

At heart American men and women are cou-
rageous.

We must show the world, each other, our-
selves, what American spirit and achievement
really mean.

Forward now, together, confidently!

NEW POST FOR R. M. KEMPTON

R. M. Kempton is now in charge of the whole-
sale Vocalion department of the Aeolian Co. and
of the distribution of those instruments through-
out the country. Mr. Kempton has for some
time past been in charge of the retail Vocalion
and record and roll departments in the metro-
politan district, and has also looked after the
distribution of the Vocalion products in this
section. George R. Richmond will assist him
in the retail Vocalion department, and H. E.
Miller in the record and roll department.

OPENING OF HALE VICTROLA STORE

Cuyahoga Falls, O., June 4. — Formal opening
of the Hale Victrola store on Front street, re-
cently remodeled, was held recently. Large
crowds visited the store during the evening and
inspected the complete line of talking machines
and records. A special program of music, vocal
and instrumental features, was given. An or-
chestra provided the music.

Following the decision arrived at at the special
session of the convention of the National Asso-
ciation of Music Merchants in Chicago on
May 11, to appoint a talking machine committee,
with a view to bringing together the retail talk-
ing machine interests of the country, the accom-
panying letter has been sent out to talking ma-
chine dealers throughout the country from asso-
ciatiori headquarters:

"In view of the widespread interest in the
proposal to organize talking machine and phono-
graph dealers nationally steps were taken at
the convention session of the National Associa-
tion of Music Merchants, in Chicago, May 11,
to provide for a talking machine committee
which would represent this branch of the retail
trade.

"It is proposed to organize a talking machine
committee as follows:

"Each local assoc^iation to name a delegate
for a membership of fifty or less and' if any asso-
ciation has a membership of more than 50 then a
delegate for each SO members or fraction thereof.

"These delegates will be considered nominees
from local associations, from whose names will
be chosen the talking machine committee of the
National Association of Music Merchants, con-
sist ng of five, seven, nine or up to fifteen mem-
bers, as may be determined by vote of the local

George W. Hopkins, general sales manager
of the Columbia Graphophone Co., New York,
announced last week the appointment of H.
B. Haring as manager of the company's Buf-
falo branch, succeeding W. H. Lawton, who
was promoted to the management of the Port-
land, Ore., branch. Mr. Haring had been man-
ager of the New Haven branch for over a year,
and the success he attained in this post well
merited his promotion to the managership of
the Buffalo branch.

H. L. Moorey, assistant manager of the New
Haven branch, has been appointed manager, and
his many years' experience in the Columbia or-
ganization will undoubtedly be reflected in the
service extended to Columbia dealers.

TO OPEN BRANCH IN DETROIT

Okeh Jobber in Chicago Arranging to Expand
Into New Territory

W. C. Fuhri, general sales manager of the
Okeh record division of the General Phonograph
Corp., announced recently that the Consolidated
Talking Machine Co., Okeh jobber in Chicago,
had arranged to open a branch in Detroit. This
branch will be located at the corner of Gratiot
and Mitchell avenue. E. A. Fearn, president
of the Consolidated Talking Machine Co., visited
Detroit recently in order to put this branch in
such shape that Okeh dealers in Detroit territory
will receive the most efficient service and co-
operation.

The Lind & Marks Music Co., of Detroit,
Mich., is no longer a jobber of Okeh records.

Mr. Fuhri closed this important deal during
the course of an extended Western trip, which
included a visit to Chicago, Cincinnati, St. Louis,
Indianapolis, Detroit and Buffalo.

He states that business conditions throughout
the country are steadily improving and that
Okeh jobbers showed substantial increases in
May over April sales. June business is also
showing a satisfactory gain, with the outlook for
the future very encouraging.

associations representing the trade locally.

"The delegates or nominees whose names are
submitted by local associations prior to June 10,
1921, will be listed and a list of all their names
will be returned to each local association, which
will choose from the list the men desired on
the national talking machine committee. Each
local association will cast one vote by each of
its delegates for the committee men it chooses."

The letter was accompanied by a question-
naire covering the various facts regarding the
local association.

The National Association of Music Merchants
changed its name and membership requirements
two years ago in order to provide for the taking
in of talking machine dealers, in view of the
fact that practically all the music merchants han-
dle talking machines in addition to pianos and
other lines. There is general sentiment favor-
able to bringing talking machine men into the
present association with a view to avoiding the
duplication of the national association machinery.

The Talking Machine Men, Inc., a live local
association, taking in dealers of New York,
Connecticut and New Jersey, voted at its meet-
ing held recently to appoint delegates to assist in
the formation of a national committee. E. G.
Brown, of Bayonne, represented that association
at the Chicago meeting.

FORM NATIONAL COMMITTEE TO ORGANIZE RETAIL TRADE

Officials of National Association of Music Merchants Make Progress on Formation of National
Committee to Unite Talking Machine Retailers as Suggested at Chicago Meeting

See second latt p'' ge for Index of Articles of Interest in this issue of The World

THE TALKING MACHINE WORLD

June 15, 1921

lllllll!

Lack of Concentration in Selling Ideas Is |
Apt to Confuse the Customer - By w. e. Bates |

llllllUillllllllllilllllllllllllllllllllllllllllllllllllllllllllllllUII

There are a lot of people who find it hard to
arrive at a definite decision. Sometimes it is be-
cause they are afraid of making a mistake, but
more often it is difficult to decide because they
are confronted with too many alternatives.

"My milliner just a while ago showed me so
many hats that I left the store without buying.
I could not decide on any one." Thus said a
lady on whom I was waiting in a record booth
one day. Did it sink in, to my profit? You may
be mighty sure it did! Very few records did
that lady hear, but those that were played were
of a type she liked, and she bought!

This trait of indecision is not confined to the
fair sex, no matter what we say to the contrary.
I never try to select a necktie from a well-filled
rack or counter but that I go through all the
throes of this selfsame wrinkle of human nature.
Each succeeding tie seems more to my taste than
the preceding one — and then, again, those that
I looked at first are not so bad, either. It's a
strange twist that perhaps 90 per cent of mor-
tals have — this difficulty in selecting. Unless
we go into a store knowing just the article we
want we are apt to have a mighty hard time get-
ting suited! To paraphrase an old saying, "Too
many ideas spoil the customer!"

Talking machine salesman! Do you ever stop
to think of this while selling an instrument on
the floor? How about that last sale you lost?
Did you lead the prospect all around the show-
rooms until his poor, muddled head was filled
with a confusion of oak, walnut and mahogany, a
mixture of gold and nickel plating? All the
while were you drowning him in a sea of selling
talk? Then, did you wonder why that self-
same prospect said he could not decide that day

lllllllllllllllllllllllllllllllllllllllllllUlllllllllllllllllllllllllllllllllll^
— he wanted to talk it over at home and would
be in again? There must have been something
wrong, for you know he looked like an easy
sale when he came in.

Of course, you see what I am driving at. You
say, "This fellow who thinks he knows it all
means that I should concentrate my efforts —
should show fewer instruments and cut some of
my chatter." You have it, brother — at least, all

I // is Ofttimes Better to |

I Interest the Customer j

I in One Style of Instru- B

B ment Rather Than m

M Confuse With Many B

mil

except the first part of that. I don't pretend to
know it all — I'm still learning. There's a lot
ahead of me, and even the writing of this little
article is teaching me something. It's funny
how putting down one's ideas in black and
white straightens out a line of thought. Did
you ever — but that's another story!

All right! Let's return to that sale you lost.
There's no use worrying about it — that won't
help any. Instead, see if we can learn how to
better handle the next fellow.

How about, first of all, finding out from the
prospect these three points:

1. Purpose for which he wants the instru-
ment.

2. His preference in wood.

3. Approximately the price he can pay.
This last point is not really determined until

we have progressed a little with our sale. Fur-
thermore, we don't have to ask him all these
questions bluntly; the prospect should not be
made to feel that he is going through his cate-
chism! There are always several ways of find-
ing out what we want to know.

The first point we are likely to learn without
much trouble — no doubt, the way the prospective
customer states his mission will tell us. If his good
wife and one or two little shavers are along, of
course he wants that talking machine for the
greatest of all places — his home. Then we know
that what is wanted is an instrument with a
full but sweet tone and of pleasing appear-
ance— an instrument about which this lit-
tle family will gather when the day is over
and have an evening of good, solid pleas-
ure. Or, mayhap, a young fellow comes strid-
ing in with dance written all over him. All
right, we'll let loose our noise.

The matter of wood is easily settled by a well-
formed question as to his desires, or, if the
prospect has none, a question as to the finish
of the furniture in his parlor or living-room,
followed by a suggestion or two on our part.
This point should not cause us any trouble.

Price, the third point, is about the hardest of
the three to settle, but even this becomes much
easier if we use thought and good common sense,
{C ontinucd on page 6)

The Talking Machine's Helpmate JJ,g ggj,„(y ^ JJyjj.^.^ J^j jj, ^

When equipped with 12 in. albums to hold 10 in.
and 12 in. records, they give the cabinet a uniform
and attractive appearance.

They also help to sell niore records.

Our sets are made up in our latest improved
NYACCO album No. 600, which is a loose-leaf,
patented, solid wood and metal back album as well
as in our old style album with a one-piece cover,

No. 4.

We make our NYACCO album sets for
every style machine to hold five, six, seven
and eight to a set.

When purchasing albums be sure they
NYACCO albums.
Look for the Trade-Mark.

are

- Accept No Substitute.

Jobbers and Distributors Throughout
the United States and Canada

Write for quotations. Samples submitted upon request.

New York Album & Card Co., Inc.

Executive Office
23-25 Lispenard St.
New York, N. Y.

Chicago Factory
415-17 S. Jefferson St.
Chicago, lU.

June 15, 1921

THE TALKING MACHINE WORLD

iBEiiifflHElHEiya

Victor
Supremacy

The supremacy of the Victrola
marks it as the greatest of all musical
instruments.

And with Victrolas in such splendid
variety, possibilities are unlimited for
every Victor retailer.

"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company

designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any

other Talking Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.

Victrola IV, $25

Oak

Victrola VIII, $50

Oak

Victor Wholesalers

Albany. N. T...
Atlanta, Ga. . . .

Baltimore, Md.

Birmingham, Ala
Boston, Masi. ..

Broolclyn, N. Y...
BuiTalo, N. Y

Burlineton, Vt...

Butte, Mont

Ciiicaeo, III

Cincinnati, O. ...
Cleveland, O

Columbus, O

Dallas. Tex

Denver. Colo. ...

Des Moines. Itt.. .
Detroit. Mich. . .

Elmira, N. Y

El I'aso. Tex

Honolulu, T. II...
llouBton, Tex. ...

Indianapolis. Ind.
Juclisonville, FIs.
KanKas City. Ma.

I,os AngeleH. Cat.
Memphis, Tenn. .

.Gately-Haire Co., Inc.
, .Elyea Talking Machine Co.
Phillips & Crew Piano Co.
.Cohen & Hughes.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
.Talking Machine Co.
..Oliver Ditson Co.
The Eastern Talking Machine
Co.

The M. Steinert & Sons Co.
.American Talking Mach. Co.

G. T. Williams Co., Inc.
.Curtis N. Andrews

Buffalo Talking Machine Co.,
Inc.

.American Phonograph Co.
, .Orton Bros.
.Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
.Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
, .The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
.The Perry B. Whitsit Co.
, . Sanger Bros.

..The Knight-Campbell Music
Co.

, .Mickel Bros. Co.
, .Grinnell Bros.
..Elmira Arms Co.
..W. G. Walz Co.
. .Bergstrom Music Co., Ltd.
, .The Talking Machine Co. of
Texas.

..Stewart Talking Machine Co.
.Florida Talking Machine Co.
. .J. W. Jenkins Sons Music
Co.

The Schmclzer Co,
..Sherman, Clay & Co.
. .0. K. Houck Piano Co.

Milwaukee, Wis. .
Minneapolis, Minn.

Mobile, Ala

Newark, N. J

New Haven, Conn.

New Orleans, La..
New York. N. Y.. .

Omaha, Nebr.

Peoria. Ill

Philadelpiiia, Fa. .

rittsburich. Pa.

Portland, Me. . .
Portland, Ore. .
Rioiimond. Va. .
Rochester, N. Y,
Salt Lake City. V.
San Francisco, Cal
Seattle, Wash. ...
Spol<ane, Wash. ..
St. Louis. Mo. . . .
St. Paul, Minn...
Syracuse, N. Y. ...
Toledo, O

Washinelon, I). C.

.Badger Talking Machine Co.
.Beckwith, O'Neill Co.
.Wm. H. Reynalds.
.Collings & Co.
.The Horton-Gallo-Creamer
Co.

.Philip Werlein, Ltd.
. Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
.Ross P. Curtice Co.
Mickel Bros. Co.
. Putiiam-Page Co., Inc.
.Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
.Cressey & Allen, Inc.
.Sherman, Clay & Co.
.The Corley Co., Inc.
■ E. J. Chapman.
.The John Elliott Clark Co.
Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
. Koerber-Brenner Music Co.
.W. J. Dyer & Bro.
.W. D. Andrews Co.
.The Toledo Talking Machine
Co.

.Cohen & Hughes.
E. F. Droop & Sons Co.
Rogers 8c Fischer.

Victrola No. 80, $100

Mahogany, oak or walnut

Victrola XVII, $350
Victrola XVII. electric. $415

Mahogany or oak

Victor Talking Machine Co.

Camden N. J., U. S. A.

THE TALKING MACHINE WORLD

June 15, 1921

O/? our toe^ ^he rate for y

yes Av-e^an^ 3^011 lo-
•^now thai we are on-^
our loes io ^invoumore

dollars

THE CLEVELAND TALKING MACHINE CO.

Victor W holesalers

1125 OREGON AVENUE

CLEVELAND, OHIO

TOO MANY IDEAS CONFUSE BUYERS

{Continued from page 4)

well sprinkled with observation. Begin at the
top, and, if we have to, work down. Never run
the risk of insulting the customer by showing
him something a lot cheaper than he wants.
We'll show him something big, and then, if
Ma looks at Pa, who returns the look with a
dubious expression and promptly asks the price,
which seems to make them both gasp, we must
realize that we may have to gracefully fall in
price to another instrument.

When our intuition — what a lot of that one has
tc use in selling — tells us that we have reached
the level of the customer's pocketbook, let her
go! We know why the prospect wants to buy
an instrument, what finish he prefers and the
price he can afford. Now concentrate. Remem-
ber, we do not want to confuse the customer's
mind. That is just the reason we have selected
this one particular instrument before us. Just
so, we must not perplex him with a lot of con-
fusing, perhaps unnecessary, statements. After
all, I think the sales easiest clinched are where
the salesman shows the least effort. His wits
are focused on the job before him, but he does
not show anxiet}' and his sales talk has a quiet
strength.

I know of no hard and fast rules for leading
up to the closing and for clinching the sale.
Anyhow, I'm not going to take up your time
with a sermon on sales talk. That subject has
been well handled many times in The Talking
Machine World and, in addition, every success-
ful salesman has his own ideas on handling this
end of a sale. What I do want to do is drive
home this one point — finally concentrate on one
instrument and stick to that instrument until
the sale is made. Try it on your next prospect!

W. Q. PILGRIM SAILS FOR EUROPE

Treasurer of General Phonograph Corp. Em-
barks on Extended Continental Trip

W. G. Pilgrim, treasurer and assistant gen-
eral manager of the General Phonograph Corp.,
sailed on May 21 on the "Rotterdam" for an
extended trip abroad. Mr. Pilgrim, who is ac-
companied by Mrs. Pilgrim, is planning to visit
England, France and Switzerland on a com-
bined pleasure and business journey.

TO RECORD FOR BRUNSWICK

Giuseppe Danise, baritone of the Metropolitan
Opera Co., who appeared with great success in
"Andre Chenier" and "Aida," has closed a con-
tract to make records exclusively for Brunswick.

VICTROLA ARRIVES IN BURMA

Columbus Dealer's Sale to Missionary Gets
Safely to Its Foreign Destination

Columbus, O., June 3. — Charles F. Spence,
Victrola dealer, 67 East State street, received a
postcard this week from Burma, India, notifying
him that a Victrola shipped from the Columbus
store last September had safely arrived at its
destination. The card was mailed in Burma,
March 12.

Last September a missionary, H. J. Marshall,
bought one of the smaller sizes of Victrolas
from Spence. along with about 100 Victor rec-

ords. It was carefully boxed for shipping and
six different shipping bills, entailing a great
amount of red tape, were made out. The outfit
was then shipped. Starting by railroad, it was
transferred to ocean liner, thence to several
other railroads, thence to automobile, from
which it was transferred to camel caravan. Be-
fore it reached its final destination it was car-
ried by elephant and coolie, being on the road
seven months in all. Mr. Marshall has presented
Mr. Spence with a Gramophone record made in
India. It reproduces perfectly the weird minor
strains of a Burmese band playing a popular
dance number of that countrj' and is interest-
ing when played side by side with jazz.

Peerless Superiority Demonstrated

<X In every line of business there is a leader — some one
manufacturer who blazes the trail that others follow.

Q By timely action in providing the trade with a perfected
album interior for Victrola No. 80, Peerless has again
demonstrated its leadership in the Album industry.

Q Whether it is a slogan or a new album, Peerless originates
— that, combined with top-notch quality and honest work-
manship is the secret of Peerless popularity and success.

Peerless Album Company

Phil Ravis, Pres.

636-638 Broadway
Atlanta Office, 74 Forsyth St. Boston Office, 20 Sudbury St.

Manufacturers and patentees
of the original indestructible
wooden back album. Write
for revised prices.

Showing Victrola No. 80 with

Peerless equipment.
Sets also furnished for
Victrola No. 90 and XI.

New York
Chicago Office, 21 E. Van Buren St.

June 15, 1921

THE TALKING MACHINE WORLD

VicTola IV, $25
Oak

Victrola VI, $35
Mahogany or oak

Victrola VIII, $50
Oak

Victrola IX, $75

Mahogany or oak

Victrola No. 90, $125
Mahogany, oak or walnut

Victor
Supremacy

is universally acknowledged

The Victrola has time and time
again demonstrated its supremacy in
the great things it has actually accom-
plished.

It is easy for every Victor retailer to
reap the advantages that come with
such supremacy.

"Victrola" is the Registered Trademark of the Victor Talking Machine Company

designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.

Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.

Victor Talking Machine Co.

Camden, N. J., U. S. A.

THE TALKING MACHINE WORLD

June 15, 1921

PUBLISHED BY EDWARD LYMAN BILL, Inc.

President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
T. B. Spillane, 373 Fourth Ave., New York; Second Vice-President. Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.

J. B. SPILLANE, Editor
RAY BILL,B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager

Trade Bepresentatlves : A. F. Carter, Wilson D. Bush, C. Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Monch, Chas. A. Leonard, Scott Kingwill, A. J. Nicklin

Western Division: Republic Buildine. 209 So. State Street, Chicago, III. Telephone,

Wabash 5242

Boston: John H. Wilson, 324 Washington Street
London, Eng-., OfBce: 2 Greshara Buildings, Basinghall St. W. Lionel Sturdy, Mgr.

The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.

ADVEKTISESIENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.

REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.

tS^ NOTICE TO ADVERTISERS— Advertising copy should reach
thig office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.

Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.

NEW YORK, JUNE 15, 1921

THE CAMPAIGN FOR BETTER BUSINESS

GENERAL MANGIN, the great French strategist, in discussing
the World War, remarked : "The secret of victory is attack,
attack, keep on attacking — that is what the Americans did, and that
is how the war was won."

This has a good American ring about it although written by a
Frenchman, and it is a slogan that could be adopted with profit by
enterprising talking machine men in the prosecution of business
betterment.

It is the dealer, manufacturer and jobber who is pounding away
— attacking, attacking and keeping on attacking in the form of pro-
gressive salesmanship and up-to-date advertising who is securing
orders and doing business today.

The secret of victory centers along these lines in business as it
does in war. The dealer or manufacturer who is inactive, who
doesn't realize the conditions under which he is operating, who
doesn't prepare his plans intelligently and act upon them, who is not
prepared to attack and move his lines forward continuously, is forced
to retreat — he is bound to lose the battle for trade and for success.

The man who endeavors to achieve success, even if he makes
mistakes, is entitled to ever)- credit, because he does his best, but there
is no place of honor for the man who does nothing but grumble and
find fault with times and conditions rather than master them.

Business after all is a battle — a continuous campaign where
innumerable obstacles confront mostly everyone — obstacles that must
be mastered and conquered. These are days which call for general-
ship whether in the executive, sales, or manufacturing departments.
We have gone through four or five years of comparatively easy
times in the matter of selling goods, with orders exceeding produc-
tion. There was no need for any special display of genius to suc-
ceed, but now we are in the midst of a readjustment of the world's
aflfairs, perhaps the greatest readjustment in history — and men are
facing problems that have never before been encountered. It is a
time when every man's ability and financial and mental resources are
being taxed to the utmost, and it is worth emphasizing that the men
or concerns that are winning out in this great trying period are those
who believe in General Mangin's definition of victory — "attack,
attack, keep on attacking."

When manufacturers, dealers, or jobbers are facing discourage-
nients, when plans are disrupted, and many problems arise, it is

timely to consider that there is only one path to success, and that is
winning victory by recourse to every possible resource — by going
after business vigorously, intelligently and getting it.

And business can be secured by the employment of these stren-
uous methods. From various parts of the country The World is
in receipt of hundreds of letters from dealers which tell of surpris-
ing results achieved by unusual sales efforts. The buyers' strike is
being conquered by such forceful action, and people are being made
to realize that talking machines and records are as necessary to the
home to-day as they were in war times.

IMPORTANCE OF PRICE MAINTENANCE j

IF persistence is commendable virtue and in the majority of cases
brings the desired results, then those of the talking machine men,
as well as men in other industries, who favor a national act legalizing
the maintenance of retail prices on trade-marked or branded goods,
ma}' hope to have such an act on the statute books of the Nation
some time in the future.

Once again a price maintenance bill is before Congress. First,
some years ago, came the Stevens Bill, which died a natural death
and was succeeded by what was known as the Stephens-Amherst Bill.
This bill in turn met the fate of its predecessor, despite the earnest
efforts of those in favor of the measure to have it actually made into
a law.

Now comes the Stephens-Kelly Bill, which has been introduced
into Congress by Hon. M. Clyde Kelly, of Pennsylvania, who is a
stanch believer in price maintenance and promises to use ever}- effort
to have the bill brought to a vote and if possible passed at this session.
It is time for the members of the talking machine industry to rally
behind the measure, for there never was a time when some such law
to protect the standing of trade-marked and branded articles, and to
save them from the ravages of the price cutter, was so absolutely
necessary.

It has been proven on more than one occasion and is, as a matter
of fact, in court records that the average price cutter of the depart-
ment store type simply uses the reduced price on trade-marked articles
as a bait to draw the public to his store in order that he may dispose of
goods under his own mark bought at low prices, often of inferior
quality and allowing a far wider margin of profit than does the trade-
marked product.

The fact that so many dealers in talking machines have built up
substantial businesses in the past has been due in no small measure to
the protection offered to them by the various recognized systems of
retail price maintenance, and also to the fact that the supply of
machines and records was for the greater part of the time insufficient
to meet demands. Both these factors for the protection of the dealer
have been in a large measure eliminated by changing conditions, and
the earnest support of the Stephens-Kelly Bill will help to restore this
protection to some degree at least.

GOOD WILL RESULT FROM CHICAGO MEETING

TAKING ever}thing into consideration, the scheduled meeting of
the retail talking machine interests in Chicago in connection with
the convention of the National Association of Music Merchants did
not bring forth the immediate results for which its supporters hoped,
although it is quite likely that some material good will develop as a
result of the discussions and the efforts of the committee appointed
to give further consideration to the plan for organizing the retail
talking machine interests of the nation.

There is actually in some sections of the country, and reported in
other sections, a strong sentiment in favor of the organization of a
national association of talking machine retailers wliich shall be com-
prehensive in its scope, taking in retailers in all lines. National
associations, however, are not organized through the interested indi-
viduals staying home and thinking about them. It is quite apparent,
too, that among the score or so talking machine men who attended the
meeting in Chicago there was a divergence of opinion as to the
manner of organizing talking machine dealers into a national body —
how that body should be constituted, and how it should operate.

There is a strong probability that if the special committee repre-
senting the National Association of IMusic Merchants work hard and
intelligenth' some good will result from the Chicago meeting. The
existing machinery of the IMusic Merchants' Association provides
the means for bringing the talking machine men together quickl}-

June 15, 1921

THE TALKING MACHINE WORLD

and at a minimum of expense. Should later developments suggest
the wisdom of a distinct and separate organization of talking
machine retailers, there is at least afforded at the present time an
opportunity for providing a nucleus from which a separate organiza-
tion may be developed.

It is quite apparent that the many questions regarding the
factors that will dominate in any national association, and the fusing
of competing interests into a harmonious whole, must be carefully
ironed out and settled before there can be any hope of a permanent,
all-inclusive national retail talking machine body.

I RECOGNIZES IMPORTANCE OF THE INDUSTRY

NEWSPAPERS make it a rule of giving editorial space only to
those matters considered of direct interest to the majority of
readers, for that is the basis on which circulation is built. The
steady increase, therefore, in the number of daily newspapers which
find it expedient to devote space regularly to reviews of the new
talking machine records, and to extended comments thereon, is
significant in that it may be accepted as proof of the wide use and
general importance of the talking machine itself.

The latest newspaper to announce such a department is the
Philadelphia North American, which for several years past has been
doing some excellent work in the cause of music, and there are dozens
of other newspapers that have already seen the light, among them
the Boston Herald, the Springfield (Mass.) Union, and the Provi-
dence (R. I.) Tribune, as well as several in the West.

This general review of the new records run as a regular feature
in various newspapers is to be encouraged by members of the indus-
try, for it should result directly in increased record sales. There are
probably hundreds of newspaper readers who receive the record
supplements each month and put them aside and forget them after a
cursory glance, but who, seeing the record reviews in the daily
paper, find time to read these reviews and be impressed with the
desirability of certain of the records described. It is the kind of
publicity that, while interesting to a great proportion of the news-
paper readers, is also calculated to help business. It should, there-
fore, be strongly supported.

I THE TALKING MACHINE AS A TEACHER

MME. GALLI-CURCI, the celebrated prima donna of the Chi-
cago Opera Company, who will join the forces of the Metro-
politan Opera Company next season, in a recent interview paid a
great tribute to the talking machine and its value in an educational
way to even this most gifted of singers, when she said: "When
I tried to sing in New York several years ago there were in my
voice many faults that worked against me, and now I know that
these imperfections sent me away from the wonderful city. To
get rid of them, I turned to the talking machine. I knew that I
could correct them if I could hear them myself. I used many,
many records, each time listening for the faults and the next time

trying to correct them. I may say that my most painstaking teacher
was the talking machine. I hope to go on improving, and shall
work to do so, but I do not think I shall ever have the i>erf ect voice.
For nine years I have sung in public, and they have been nine years
of the most joyful work ever done. Perhaps when I have sung
nine years more I shall have been able to improve ! Who knows ?"

One of the greatest charms about this great luminary in the
musical world is her modesty. Mme. Galli-Curci recognizes the
wonderful value of the talking machine in a musical way, and does
not hesitate to state publicly and unqualifiedly how it has benefited
her.

People of smaller minds and more pretensions would be shocked
at such a confession, but great artists are great because they recog-
nize that they are human beings and have weaknesses to overcome,
and are not averse to acknowledging how, by whom and by what
means they are being helped to scale the ladder of success.

DEVELOPING TRADE IN SUMMER MONTHS

THE talking machine dealer who makes his business plans accord-
ing to the calendar rather than the thermometer most likely has
his preliminary campaign for Summer business already mapped out,
or started, and is getting ready for the big push. The dealer, how-
ever, .who must feel the hot weather before he goes after hot-
weather trade had better remember that the season is backward and
that some hustling will be required to get things lined up for the
vacationists, campers and excursionists of July and August and
September.

The talking machine is already recognized as a necessary adjunct
to the successful vacation party, and it is the retailer who offers the
most adaptable machine in the most effective manner who will realize
on this demand that is bound to come.

The power of suggestion accomplishes wonders when properly
applied, and the advertisement, or window display, that causes the
reader or the passer-by to picture the coming delights of the period of
recreation, and at the same time make the portable talking machine
an indelible part of that picture, is accomplishing something that will
result in business, and very probably business for the originator of
the campaign.

In view of general conditions it may be that some new business-
developing ideas will be necessary to secure results measuring up to
past records, but the business is there for the dealer who goes after
it early and energetically.

I RIGHT KIND OF PUBLICITY PAYS

THE printed matter issued by a house is in a measure a reflection
of the character of the house itself. Hence it is not well to skimp
in the cost of issuing attractively printed booklets, programs, or other
literature which goes into the home. When the name of a dealer or
manufacturer is associated with something very choice in the way of
publicity it is advertising of the right kind.

BEG. U.S. PAT OFF

Dempsey vs. Carpentier

You can't pick the winner. It is largely a matter of guesswork.

In the talking machine field it is different. You, Mr. Victor
Dealer, have already picked the winner. It is not difficult to see
the 7nnny advantages of putting all your energies behind a sure
thing — by that we mean "Victor Exclusively."

ORMES, Inc.

103 E. 125th St. Wholesale Exclusively NEW YORK

THE TALKING MACHINE WORLD

June 15, 1921

IMPORTANT TO THE TALKING MACHINE TRADE

Record Albums

Yes, Price is one point.

But so is Quality another point.

Quality and Price must be considered
together. "National Albums" are unsur-
passed and seldom equaled in Quality.
They give permanent satisfaction to the
user. Please your customers. Write us
for price list.

SELECTING THEIR FAVORITES

NATIONAL PUBLISHING CO., 239 S. American St, PHILADELPHIA, PA.

THE PERFECT PLAN

BLACKFEET INDIANS RETURN CALL

Distinguished Americans Call on Branson De
Cou in Newark and Enjoy Hearing Records
Which They Made Some Years Ago

they heard with intense deHght. They showed
their appreciation by grunting war whoops with
themselves on the records.

Mr. De Cou once more photographed the
famous group in front of the store — just 2,500
miles from their home in the Rockies, to which

EDISON DISC SCORES IN LIVERPOOL

Burt Rejmolds, of Graham's, Tells of Activities
in Noted English City — Edison Product Scores

Three j-ears ago Branson De Cou, manager
of Landay's Victrola store, Newark, N. J., visited
Glacier National Park at the time of the great
Medicine Lodge, the annual ceremony of wor-
ship to the sun god, which was then held in
the beautiful Two Medicine Lake country. Mr.
De Cou made manj'- photographs of the pow-wow
and the lodge ceremonies, which have been used
in his "Dream Pictures."

A number of the Blackfeet Indians, including
Two-Guns-White-Calf, whose profile adorns the
Buffalo nickel, were in Newark late last month

Visiting Indians in Front of Landay Store

they are now returning. The pictures were given
wide publicity in the Photogravure Section of
the Newark Sunday Call, proving excellent ad-
vertising for the Landay store.

HEMPEL SAILS TO SING ABROAD

In a recent letter from the establishment of
Messrs. Jake Graham, "sound wave exponent,''
Liverpool, England, Burt Reynolds, manager of
the phonograph department of this house, writes:
"We find The Talking Machine World, which
has been reaching us for years, continuously
interesting and quite an asset in the talking ma-
chine business. No doubt you are aware that
we are now importing the Edison Diamond Disc
product, and we were the first to give an Edison
disc demonstration in this country. This was
given with great success at the Waterloo Town
Hall recently before a crowded house, the tone
quality of the instrument coming in for moist
favorable comment. We have not yet given
one of the tone-tests such as are given in
America. No doubt this will come when we
can get hold of the actual artist.

"Business at the moment is not very brisk,
but we are quite optimistic and look forward
to a big revival in trade, which will doubtless
follow after the present slump. When labor trou-
bles are over we will once more enter into a
larger field of activity."

Chief Many-Tail-Feathers, 92 Years Old— Chief

Two-Gruns-White-Calf on Right
dancing in a prologue to the picture, "Bob
Hampton of Placer," filmed in the beautiful
mountains of Glacier Park last Summer.

Their manager arranged for them to call on
Mr. De Cou at Landay's, where they were given
a Victrola concert. The program opened with
the playing of the records they made them-
selves, several years ago, of the Grass Dance,
Gamblers' Song and White Dog Dance, which

Miss Frieda Hempel, Edison artist, who sailed
on May 24 to spend the Summer in Europe, will,
during her stay, sing at a special performance in
San Sebastian before the King of Spain. In
Copenhagen she will have several appearances
with the Tivoli Symphony Orchestra, and, as
guest prima donna, she will be heard on the
Continent in "La Traviata" and other operas.
Before returning to New York in the Fall Miss
Hempel has been invited to sing at the La Scala
Opera House, with Toscanini conducting.

Before her departure for Europe Miss Hempel
sang for 1.200 prisoners in Auburn Prison.

TAKES CHARGE OF SALES OUTFIT

T. C. Pendleton, one-time member of Desnoyer
& Pendleton, of Jackson, Mich., is now con-
nected with the Barnard Music Co., of that city,
having charge of the sales work on the Bruns-
wick phonograph. Mr. Pendleton, who is in
the process of building a force of experienced
salesmen, has had twenty-five years' experience
in the talking machine and allied instrument
trade.

Unfilled good intentions, like debts, become
I'orthless with time.

PHONOGRAPH RECORD LABELS

If we are not making any of the following Specialties
for you we would be pleased to quote you as our ex-
perience enables us to give you the desired results.

KEYSTONE PRINTED-SPECIALTIES COMPANY

321-327 Pear Street
SCRANTON. PA.

Our Specialties —

Phonograph Record
Labels

Gummed Stickers of
large quantities

Trading Stamps, etc.

June 15, 1921

THE TALKING MACHINE WORLD

The Opportunities That Lie in Cultivating
the Trade of the Foreign Born in America

iiiiiiiiiiiiiiiiiiiiiii:ii;;iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^

Progressive talking machine dealers have
been included among those who have fully rea-
lized the opportunities that lie in catering to
the foreign-born element in the country, the
large number of foreign records issued by the
various companies making it possible for the
talking machine retailer to make a special and
direct appeal to the foreign born in their own
language.

The opportunities that lie in cultivating the
trade of this foreign element not alone for cold-
blooded business reasons, but as a part of the
general program of Americanization, are
strongly set forth in the propaganda being car-
ried on by the Inter-racial Council. In com-
menting upon the advisability of having the for-
eigner invest in American products rather than
letting him hoard his money to take back to his
native land, the Council, in a recent bulletin,
said :

"A concerted effort should be made by all
who manufacture or sell goods to make the best
use of this foreign-born element. - From the re-
tail clerk, who should be taught to show cour-
tesy and patience to the immigrant customer,
right up the line to the manufacturer, who
should see to it that the immigrant learns about
his product, and buys it, there should be ag-
gressive effort to capture this 'foreign market
at home.'

"The Inter-racial Council is back of a move-
ment to bfing buyer and seller together in just
such a campaign among the foreign born.

"With the help of the foreign-language news-
papers and other mediums of publicity the
idea is being spread that 'thrift is not hoarding.'

Illlllllllllllllllllllllllllll

"Thrift is intelligent investment and judicious
spending of money, and this fact is to be thor-
oughly disseminated among the 16,000,000 for-
eign born in America, and their sons and daugh-
ters. This should have a prompt and beneficial
efifect upon business, and the co-operation of
all business men is solicited in the campaign.

I Sixteen Million Po-
rn tential Buyers Can ■
I Be Interested by M
B Courteous Treatment. |
I Isnt It Worth While? I

mil

"The value to the immigrants of raising their
standard of living is apparent. When they se-
cure good homes, furnish them attractively, en-
joy books, music, good clothes and the other
things that make life cheerful and worth while,
we will hear less rumblings of discontent and
revolution.

"American business and the foreign-born
buyer will both profit by coming together.

"The kind of 'foreign' money that is as good
as ever is the hoarded savings held by our for-
eign-born population.

"As long as they keep it tucked away in a
money belt or in the toe of an old sock it is
'foreign' as far as we are concerned, for we
do not see it any more than if it were in China
or Kamchatka.

"Now it is 'up to us' all to get that money into
circulation, and every person who sells goods
at retail can help. There are plenty of th ngs
that the foreign born would gladly buy from
us if buying were made a pleasure for him. No-
body likes to be snubbed or ignored when he
enters a store to buy goods, the foreigner least
of all, because in the Old World manners are
more formal than in America.

"So the first requisite in getting that 'foreign'
money into circulation is courtesy.

"The second is initiative. There are many
commodities on the market that the foreign
born would buy if his attention were called to
them and this is particularly true of all kinds
of musical instruments.

"Another essential in selling goods to the
foreign born is study of the customer's tastes
and habits. Find out what he uses, and show
him something better in the same line.

"Bear in mind that the alien's purchases de-
pend upon whether he wants to stay in America
and make his home among us, or whether he
plans to hoard his money and sail back to the
other side to spend it there.

"By our friendly and courteous treatment of
the foreign born in our daily contacts we can
make them want to cast their lot with us. And
remember that their number is 16,000,000; a
large number of potential buyers, even for
America."

Sherman,M^& Go.

Pacific Coast Distributors

Alain Wholesale Depot:
741 Mis.sion Street, San Francisco

Branch Wholesale Depots:
AAA So. Broadway, Los Angeles, California

45 Fourth St., Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.,

Seattle, Washington
427 West First Ave., Spokane, Washington

Victor Victrolas
Victor Records
Victor Accessories

THE TALKING MACHINE WORLD

June 15, 1921

• n ■

IS YOUR BUSINESS INSURED?

Of course you will say, "Why yes, certainly,"
and have m mind the conventional fire insur-
ance policy you have deposited in your safe
as future protection.

How about your most vital insurance of all—
life insurance? The insurance that means
business permanence, vitality, progress and
prosperity.

You will, no doubt, get our meaning—
especially when we tell you that scores of
prominent Dealers everywhere have found by
actual experience that GRANBY PHONO-
GRAPHS and LIFE INSURANCE are one
and the same thing.

Insure your business with the Granby and so
determine upon one of the most important
steps to perpetuate your business.

How to do it will be explained to you by
return mail — at your request.

GPANBY PliONOGPAPH CORPORATION

S ORF OUK-VIR

1 N I

June 15, 1921

THE TALKING MACHINE WORLD

giilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllUIIIIIIII^

Symposium of Up-to-date Talking Machine
and Record Sales Suggestions

By Frank H. Williams i

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy^

What was the biggest selection of records sold
by you to an individual purchaser last week?
What records were included in this purchase?
Wouldn't all your customers and alle talking
machine owners in, the city be interesteA.in the
answers to these questions? Play up material
like this in your newspaper advertising and in
your show windows. It will be sure to attract
a lot of attention and help business. In your
show window you could show samples of the
records sold and with each record you might
have a card containing the comments made by
the purchaser about that particular record.
Featuring Standard Records

There are some records which might be called
standard favorites because there is a constant
call for them in spite of the fact that they were
first issued years ago. What are the standard
favorites in your store? Couldn't you make an
interesting display of these records and also
include, in your display some comment as to
the reasons why they are such standard favor-
ites? Suich a window display would be some-
what different from the usual run of things in
phonograph record window displays and for
that reason would be quite sure to attract a con-
siderable amount of attention and therefore
boost the sales of the records quite materially.
Keeping in Touch With Musical Organization

Do you get all the talking machine and record
business out of the musical organizations of your
city that you should get? Of course, there are
numerous such organizations in your city — there
are in every city. There are church choirs,
women's musical organizations. Bedouin Chan-
ters in the local Mystic Shrine, glee clubs, school
singing societies and so on. Always the folks
who belong to these bodies are lovers of music.
And in most instances they are folks who can
afford to gratify their love of music. So it
would be a good piece of business for you to
secure the names and addresses of all the music
organization members in your city and to per-
sonally solicit all these folks for the sale of
phonographs and records. In many instances it
might be found that these people already owned
small phonographs and in such cases there would
be a chance for a replacement sale. And in other
instances it might be found that there was no
talking machine in the family, so there would be
a chance for a new sale. Also many records
could undoubtedly be disposed of in this manner.
Such a bit of solicitation would also indelibly
impress the store upon all these music lovers
and such a thing would be a fine thing for future
business.

Putting Over Novel Bit of Publicity

Every time a famous stage or vaudeville star
comes to your town you have the chance of
putting over an interesting and novel bit of ad-
vertising. Get in touch with the star or with
the manager of the show, find out what the star's
favorite record is and then make a window dis-
play of this record and offer to demonstrate the
record to people who are interested enough to
come in the store and ask for a demonstration.
All theatrical folks would be perfectly willing to
co-operate in such a stunt for the sake of the
publicity they would receive. Or, if some star
makes a great local hit by the singing of some
special song, make a display of the record of
that song if you have it in stock. If the star
chanced to be a vaudeville actor in your city
for a period of three or four days or a week the
display would be just that much more effective
than if the star were in the city for only a single
night's stand.

Hooking Up With the "Movies"

It is possible for the alert talking machine
dealer to also hook up with the movies • by
watching for the use of talking machines in the
pictures.. Every now and then a "talker" is

III

seen in some big picture production and when
this is the case the store might reproduce the
scene in which the instrument appears in the
show window as effectively as possible and with
it might include a placard reading about as fol-
lows :

"NOTICE THE PHONOGRAPH IN 'UP AND
AT 'EM,' NOW SHOWING AT THE STRAND
THEATRE.

"What record is being played on the machine
in this picture?

"What record do you think would be most
appropriate for the scene in which the talking
machine appears?

"Come in and register your opinion of the mat-
ter. To the five persons registering the most appro-
priate opinions we will award to each five new
jazz records. The decision as to the most appro-
priate record will be made by the advertising man-
agers of the local newspapers and the proprietor
of the Strand Theatre. This contest will be for
this week only. Come in now and register your
guess."

Of course, the theatre would co-operate to
the limit in helping the store make a success
of this stunt, as the affair would mean a lot of
desirable publicity for the theatre and the ad-
vertising managers of the local papers would be
glad to help out the store in the hope of get-
ting some extra advertising out of the stunt.

Such a stunt would undoubtedly bring a lot
of people into the store and should be of
distinct aid in helping record sales.

Varied Uses of "Talkers" and Records

For what varied purposes have talking ma-
chines been purchased at your store during the
past month or recent months? It would be in-
teresting to list all the varied uses to which the
instruments purchased at your store during this
period have been put. Such a list would prob-
ably include: Home dancing, private lesson danc-

ing at a local academy, music for a farmers' in-
stitute, helping printers in a print shop be more
contented with their work, livening up a res-
taurant during the day, and so on.

Many folks would undoubtedly be attracted by
such a list and would undoubtedly read it, and
the reading of such a list would probably sug-
gest uses to the readers which might make sales
which otherwise would never be made.

In this connection it may be stated that it is
always a good thing for the dealer to impress
the wide variety of uses for talking machines on
the public as effectively as possible, because
quite a number of people are inclined to feel
the instrument is a strictly home proposition.
Capitalize Your Record Purchasers

Who purchase the greatest number of records
at your store, men or women? Why not keep
track of the record purchases for a period of
a week or so and then frame an advertisement
asking whether or not the sex which purchases
the smallest nurhber of records doesn't appre-
ciate music as rruuch as the other sex? Surely
such a stunt would attract a lot of attention,
especially if you gave some actual figures show-
ing the number of records purchased by both
men and 'women during a certain period. It
would also be interesting to analyze the pur-
chases of jazz music and classical music to see
whether it is men or women who purchase the
greatest number of selections of these two types.

The proposition of selling more talking ma-
chines and more records is merely a matter
of going after the business.

The store which goes after the business the
most strenuously and the most intelligently will
get the business.

This will be a

VICTROLA SUMMER!

Dance Any Time^^

YOUR VICTROLA IS ALWAYS READY !

with a

KNICKERBOCKER READY-TO-
PLAY CARRYING CASE

For Victrola IV Case
$20.00 List

For Victrola VI Case
$22.00 List

Trade prices upon application to
your nearest Victor wholesaler, or

KNICKERBOCKER TALKING MACHINE CO.

INCORPORA TED

METROPOLITAN VICTOR WHOLESALERS

ABRAM DAVEGA, Vice Pres.

138-140 West 124th Street New York City

THE TALKING MACHINE WORLD

June 15,

1921

The Cheney Factories

The reputation of The Cheney for
unusual quality will be maintained
and enhanced as a result of our
absolute ownership and control
over every detail of manufacture.

Cheney Talking Machine Company, Chicago

The Master Instrument
With the Violin Resonator and Orchestral Chambers

June iS, l?»2i

THE TALKING MACHINE WORLD

iiiiiiiiii

miiiiiiiiii

Utilizing the Holidays and the Baseball Sea-
son as Business Developers -

By W. Bliss Stoddard I

^iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

Talking machines and records can be pushed
to decided advantage on the Fourth of July
whenever they are sold by establishments which,
like drug stores, are compelled to keep open on
that day for the convenience of patrons. The
Key Drug Co., of Riverside, Cal., is a case in
point. Its large talking machine department is
located in the rear of the store, where there is
ample room for demonstration. On July 4 of
last year this room was adorned with flags and
bunting, and pictures of composers of many of
the patriotic songs as well as those of several
noted singers, like McCormack and Mm,e. Homer,
who produce these songs for the records. A
high glass case against the wall held a large
number of records, each with name and price.
Comfortable chairs were disposed about the
room, where one could listen to the music as
though in a private home instead of a public
auditorium. Thus in the slack hours of the day
two or three persons would be delightfully en-
tertained. They also had a large number of
folding chairs which could be set up at a mo-
ment's notice, offering accommodations for
nearly a hundred auditors, so that when a crowd
collected all could be seated. A talking machine
rendering patriotic selections was kept in opera-
tion constantly, and at intervals — morning, after-
noon and evening — local singers rendered some
of the national airs. At the opening of the store
at nine o'clock the entire store force gathered on
the balcony and sang "The Star Spangled Ban-
ner."

Due notice of the arrangements made for
the pleasure of the guests was set forth in an
announcement made through the columns of the
newspapers :

lllllll

^IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII IIIIIIIUIIIIIIINIilllllllllllllllllimilllllllllimil {illlllllll!illlNIII:l.l,i:]ll;llli;l>lililll

\ FOURTH OF JULY CONCERT

I For the pleasure of the citizens of Riverside and

I their out-of-town guests, we have arranged a special

i entertainment for the

1 GLORIOUS FOURTH

i During the morning, afternoon and evening there

i will be an hourly rendition of one of America's

I stirring patriotic songs — songs of the Revolutionary,

\ Civil, Spanish and World Wars — by several local

[ soloists.

i At 9 o'clock, at the opening of the store, there

I will be the singing of "The Star-Spangled Banner"

I by employes and visitors present.

E Music by the greatest living singers will be heard

= at all times in our spacious phonograph department.

I Visitors always welcome.

At the entrance of the store was a tall bulletin
board on which was chalked:

"Let the Sound of Delicious Music Fall in Your
Ears!"

When wearied with the crowds and the dust and
the glare — drop into our talking machine depart-
ment and refrtsh yourself listening to some of our
patriotic records rendered by the greatest living
singers. Visitors cordially welcomed at all times.

IllllllllllllllllllUllllllllllllllllllllllllllllllllillllllllllllllllllllllllllllllllllllW
the players, or to boost baseball in general? If
not, the story of the method in which the B.
Deutser Co., Beaumont, Texas, earned the good
will of the fans and increased their sale of rec-
ords will be interesting.

At the beginning of the season they planned
a campaign to boost the local team. They se-
cured a cut of the silver trophy which was to
be presented to the winning team of the State
League, of which the Exporters — the Beaumont
team — were memlbers. Then they took a half
page in the papers, embellished it with a large
photograph of the cup and printed in big black
letters at the top "Beaumont Must 'Kop' That
Cup!" This naturally made all the fans sit up
and take notice. Their ad then continued:

This advertising was productive of splendid
results. Many availed themselves of the offer
to rest and hear the music in a quiet, reposeful
spot. Although an attendant was on hand to
demonstrate any record and make a sale if any-
thing was desired, nobody was asked or ex-
pected to buy. They relied far more on~ their
service, and on getting people interested in good
records and in building up future business.
Baseball and Phonograph Records

Have you ever stopped to think of the won-
derful opportunity there is to appeal to the hun-
dreds of baseball fans in your town by linking
your store with baseball? The interest you show
in the local team will be reflected in the pat-
ronage of the fans. Of course, you are proud of
the home tearn, but did it ever occur to you to
express your admiration in a tangible manner to

LET'S GO!

Everybody will be at Magnolia Park rooting
for the Exporters on April 15. Drop your business
and join the crowds that are going to the opening
game. The success of the season depends upon
attendance. We are out to boost baseball and the
Beaumont team

KOP THAT CUP!

In order to start the season with a snappy game
we make this offer to you, Exporters:

Five dollars' worth of records for the first player
who makes a home run. Your choice of any records
in our stock.

Come in and hear some of them played when
you are down our way.

Hundreds of little labels, adorned with the
picture of a baseball player, with the slogan
"Kop That Cup," were printed and attached to
all letters and packages sent out during April
and May — or until they had gotten the whole
town interested in rooting for the home team.

The window used by them during the baseball
campaign was covered with green felt upon
which was chalked a baseball diamond, with
( Coiitiinird on page 16)

Wholesale Exclusively

pE ARSALL Dealers Say Business
is Good. Is yours?

Answer^PEARSALL SER-
VICE.

Ask any Pearsall Dealer — he will tell you.
"Desire to Serve PLUS Ability.''

10 EAST 39th ST.

NEW YORK CITY

SILAS E. PEARSALL COMPANY

THE TALKING MACHINE WORLD

June 15, 1921

Lovely Hulda Lashanska sings "Thy Beaming Eyes,
composed by E. A. MacDowell. Both artist and com-
poser were **made in America." Can you sell a song
by the most popular composer in America sung by
one of America's most popular sopranos? The
answer is "Yes." Columbia 78355.

Columbia Graphophone Co

NEW YORK

SEASONABLE BUSINESS DEVELOPERS

(Continued from page 15)

talking machine records for bases. A large
framed picture of the local team was set on an
easel, with a talking machine at 'the other end,
and overhead was a canvas sign:
B-EAUMONT MUST "KOP" THAT CUP'
On posts in the middle of the display were
hung a number of the new records. After the
opening game they displayed in the window a
photo of the local player who made a home run
and secured the talking machine records, while
at the other side was the list of the records
he chose. Naturally the sales of these particular
records increased at a great rate among the fans,
who followed the lead of their baseball hero.

H. L. HOPKINS BUYS EDISON BUSINESS

Charlotte, N. C, June 4. — The stock, fixtures
and good will of the firm of Brown & Page,
Edison phonograph dealers of this city, was re-
cently purchased by Howard L. Hopkins and
several associates. The concern is located at
231 South Tyron street. The new owners will
retain the original name. Hampton S. Brown,
member of the old firm, will be a director and
stockholder in the new organization, whose capi-
tal stock will be increased according to officers
of the company.

RECORDS CHRISTIAN SCIENCE HYMNS

Lloyd Simonson, the well-known baritone, re-
cently recorded two of the. best-known hymns
of the Christian Science Church — "Shepherd,
Show Me How to Go" and "Saw Ye My
Saviour?" These records were announced in
the May list, and the demand already indicates
their popularity. Mr. Simonson was selected to
make these records because of his experience as
a soloist in the Christian Science Church. The
records indicate that his selection was well justi-
fied, for he has beautifully delivered his musical
messajge, his enunciation being admirable.

NEW INCORPORATION

New Comfort Talking Machine Co., Inc., of
Wilmington, Del., has been incorporated under
the laws of that State with a capital of $350,000
for the purpose of manufacturing talking ma-
chines, records, etc.

VICTOR DEALERS ORGANIZE

Southwestern Association Formed in Dallas —
Hope Soon to Enroll 200 Members in Body

Dall.-\s, Tex., June 4. — Following fast on the
heels of the convention of the Texas Music Mer-
chants' Association held recently in this city, and
indeed a sort of auxiliary to it, was the meeting
of Victor dealers located in the southwestern
part of the State, who came together for the first
time for the purpose of organization. Twenty-
five Victor merchants were present at the initial
meetings, which were held in the Bush Temple,
May S and 6. The first officers chosen to serve
the new body during the current year were as
follows: H. W. Gratigny, of Bush & Gerts
Piano Co., Dallas, president; W. Howard Beas-
ley. of H. V. Beasley Music Co., Texarkana,
Ark., vice-president; Lester Gunst, of the Lester
Gunst Co., Dallas, secretary; E. S. Goodell, of
Pierce-Goodell Piano Co., Beaumont, treasurer.

The above-named officers, together with the
five Victor dealers whose names follow, will
form an Executive Committee for the Associa-
tion: G. N. Copley, of Thos. Goggan & Bros,
Houston; J. Culberson Deal, of Angelo Furniture
Co., San Angelo; E. E. Hall, of Hall Music Co.,
Abilene; H. P. Mayer, of H. P. Mayer Music
Co., Paris, and G. M. Adams, of Mitchell-Greer
Co., Ft. Worth.

Much optimism and "pep" were displayed by
the charter members of the newly organized
association, and the belief prevailed in all quar-
ters that this nucleus of twenty-five Victor deal-
ers can be made to grow in a comparatively
short time to a membership of 200 or more.
Everyone concedes that there was a very real
demand for such an organization and that when
the latter begins to function it will be the in-
strument of much good within the talking ma-
chine trade in the Southwestern territory and
beyond.

At the two-day meeting various subjects, such
as charging of interest on deferred payments,
terms, and other matters of like importance to
the trade in general, were discussed. Beyond
these discussions the meetings had a necessary
value in getting the "Southwesterners" together
for the first time. Membership dues were fixed
at $10 a year. Though without an elaborate
program and extensive entertainment features,
the two-day conclave of Victor dealers was pro-
vocative of much benefit and a more varied pro-

gram is planned for the second meeting, which
will probably occur later this year. By that
time the membership will have greatly increased.
It is planned to have one or two factory officials
and other men of national prominence present
at that time to address the Association. The
first session of the Association closed with a
luncheon held in Sanger Bros.' cafe.

VAN VEEN & CO. MAKE SALES DRIVE

Carry on Live Campaigrn Among Dealers in
Five Principal Cities

An intensive drive for business was made by
Van Veen & Co., Inc., New York, manufacturers
of Van Veen equipment for talking machine
warerooms beginning on Saturday, May 21.
This energetic sales campaign was inaugurated
simultaneously in five large cities — Buffalo, Pitts-
burgh, Cincinnati, Cleveland and Baltimore. The
local dealers were called upon, The immediate
importance of equipping their warerooms now
for the busy Fall season was urged and the
gospel of the need for attractive talking machine
warerooms was preached. The decision to make
this drive was greatly encouraged by inquiries
received from dealers in the territories in which
the campaign was made.

Attention was directed in every instance to
the model shop in each of these cities equipped
by Van Veen & Co., Inc., at the headquarters of
the Columbia distributor. The following divi-
sion of territory was made: Bufifalo was cov-
ered by Arthur L. Van Veen, president of the
company; Pittsburgh by Leon Tobias, secre-
tary; Cleveland, H. A. Dalley, vice-president;.
Cincinnati, W. B. Richards; Baltimore, J. J.
Vandergrift.

SENDS QUESTIONNAIRE TO DEALERS

Usoskin Litho., Inc., Asks Talking Machine Men
to Determine Size of Window Cards

An interesting questionnaire was recently sent
by the Usoskin Litho., Inc., producers of the
Usoskin Victor Window Service, New York
City, to Victor dealers, asking for a statement
of their preferences as between either nine small
cards each month or two or three large ones.
The majority preference as expressed in the re-
plies was to rule. The response to this ques-
tionnaire was large and resulted in an equal divi-
sion of choice. Accordingly the Usoskin Co.
will hereafter alternate between large and small
cards in the monthly service which this con-
cern sells.

TWO ESTABLISHMENTS COMBINE

The Jessup Piano Co. and J. H. Bartlett, talk-
ing machine dealer, both of Wilmington, Del.,
have consolidated their businesses. The former
company was organized about two years ago,
while Mr. Bartlett has been in business in Wil-
mington all his life. The latter for several j^ears
has conducted an exclusive talking machine
establishment on Seventh street, that city.

PHONOGRAPH CASES

j Reinforced 3-ply Veneer

The Standard Case for Talk-
I ing Machines and Records

Let us figure on your requirements

MADE BY

PLYWOOD CORPORATION, Goldsboro, N. C.

Mill, in Va., N. C. and S. C.

June IS, 1921

THE TALKING MACHINE WORLD

PHONOGRAPH

QTjc Aristocrat o/" Phonographs

Experts Tell Why The Widdicomb Amplifying Tone Chamber Gives
Supremacy of Tone^ — The New-Day Type of Phonograph

(Important to Phonograph Merchants)

EVERY day now phonograph merchants, men of long experience in this
business, write us telling how the remarkable tonal qualities of the
Widdicomb increase sales. Hardly a day goes by that we do not get at least
a dozen letters of this nature.

These men, dealers who are successful merchandisers, say that the Widdicomb
Amplifying Tone Chamber marks a new epoch in phonograph history. They
all agree that this has been a big factor in the increase of Widdicomb business.
And now Widdicomb experts are telling us what this Amplifying Tone
Chamber accomplishes.

A New Factor in the Phonograph

Big Demand

Widdicomb scientists have now invented
a new factor for the phonograph. It is the
Widdicomb Amplifying Vibrationless Tone
Chamber. This Tone Chamber accom-
pHshes three main results.

First: It is now possible to play all makes
of records on the Widdicomb without the
slightest vibration or metallic harshness.
This in itself is an extraordinary feature.
It gives the Widdicomb a clear, melodious,
restful tone. There is not the slightest
trace of harshness or metallic grinding

which heretofore has been common in
most phonographs.

Second: When playing an orchestral
record on the Widdicomb, the deeper,
richer notes are given equal prominence.
This is an exceedingly rare quality. It
marks a big step forward for the Widdi-
comb.

Third: Full value is now given to the
lower as well as to the higher musical
tones. This feature, now e.xclusive in
the Widdicomb, has never before been
possible in a phonograph.

Exclusive Features — Big Sales

These three big exclusive features are di-
rectly due to the Widdicomb Amplifying
Tone Chamber. It gives the Widdicomb
supremacy of tone and makes greater sales
possible for Widdicomb dealers.
The exclusive Widdicomb Amplifying
Tone Chamber is made of a patented com-
position that positively eliminates vibra-
tion. The sound waves as they pass
through it are extended and expanded so
that you get full tonal value without

"blasting." In other words, it simply re-
produces more truly.

The Widdicomb is truly a new-day type
of phonograph. Dealers who sell the Wid-
dicomb feel confident that they sell a
phonograph of the highest quality, un-
equalled in tone, distinctive in appear-
ance and richer in special features than
any other phonograph on the market. Let
us send you the detail's of the 1921 fran-
chise.

The Widdicomb Furniture Company

Grand Rapids, Michigan
Fine Furniture Designers since 1865

Phonograph merchants know that the trend in the
phonograph world is toward better and more artis-
tic design. Today the phonograph is more than
a musical instrument. It is used to enhance the
beauty of the home and necessarily must blend
with the other furniture surroundings. This de-
velopment in the new type of phonograph can
only be expected from master craftsmen of the
.cabinet-maker's art. It is but natural, therefore,
that the Widdicomb Furniture Company, fine fur-
niture designers since 1865, should be the lead-
ers of this new-day type of phonograph.

Many Period Styles

Widdicomb console phonographs are made in many
period styles. Each model portrays handsomely
the fine art of true period interpretation. The
artistic cabinet designs and the finish of the
Widdicomb are the result of an organization
which has more than 50 years of splendid repu-
tation behind it for skill in the art of wood
fashioning.

Widdicomb console models contain many distinc-
tive features in design. Chief among these are
divided top, partitions for albums, automatic stop
and patented tone control. The Widdicomb plays
all records and Widdicomb prices range from
$95.00 to $325.00. Write for the latest Widdi-
comb catalog and the full facts of the Widdi-
comb dealer's franchise.

The graceful cabinet pictured above
is the Widdicomb Early American
console model. This remarkable
machine lists for $190.00. There
is not another phonograph on the
market like it at the price.

The talking machine world

June IS, 1921

NOVEL STAGE HELPS FESTIVAL

OPENS NEW RECORD DEPARTMENT

BUYING RECORDS OVER 'PHONE

Victrolas and Victor Dogs Have Prominent
Position During Music Festival Program

Davis, Burkham & Tyler Co. Now Have Section
for Demonstration and Sale of Discs

Impatient Admirer of Talking Machine Hears
Records Over 'Phone at Pa's Expense

An unusually effective scheme that went "big"
with the audience attending the annual May
Festival of Music by the Lamb's Concert Or-
chestra, of Pottstown, Pa., held recently in the
Grand Opera House, that city, was the unique
stage setting for the affair which quite shared
honors with the program itself at the hands of
the auditors.

This consisted of a background of roses, palms
and ferns fronted by a semi-circle of Victrolas
extending the full width of the stage, with the
familiar Victor dog at "attention" before each
instrument. As the varied and delightful musi-
cal numbers were delivered by artists of un-
usual competency, it became more and more
apparent to the interested listeners how simple
and satisfactory a thing it would be, after all,
to carry home with them the instrument and
records which could so easily and so often repro-
duce the identical selections they so generously
applauded. The idea was an exceptionally sug-
gestive one and no small benefit has already
accrued from it in music trade circles here.

Participating in the long and generous pro-
gram were Miss Lillias Taylor Egolf, leading
Philadelphia contralto; Miss Beatrice Kendall
Eaton, favorite Pottstown - soprano, and Pietro
Deiro, accordionist and well-known Victor ar-
tist. William F. Lamb, proprietor of the Potts-
town music house that bears his name and
widely acquainted in music trade circles
throughout the State, who conducted the festi-
val, was showered with compliments at the
termination of the evening's program.

East Liverpool, O., June 1. — The Davis, Burk-
ham & Taylor Co., who operate seventeen music
and music supply houses in Ohio, Pennsylvania
and West Virginia, opened the new record de-
partment in their local store Saturday morning.
The department was visited by several hundred
people during the day. Souvenirs were given
everyone.

The new department consists of nine sound-
proof booths, electrically cooled and ventilated,
for the convenience of the trade. Trained ex-
perts have been engaged to serve the patrons
who visit this store for phonographs. The new
addition, it is claimed, makes the local store,
situated on Fifth street and Broadway, one of
the most up-to-date music establishments in the
Ohio Valley.

EDISON GETS BACK FIRST MACHINE

Old Talking Instrument With Cylinder of Tin
Foil in Inventor's Hands After Forty Years

NEW INCORPORATION

The Phono-Toy Co., of Manhattan, has been
incorporated under the laws of the State of
New York, with a capital stock of $500,000.
E. & J. Ennison are the incorporators.

One of Edison's first talking machines with a
cylinder of tin foil has been returned to the in-
ventor after an absence of forty years. At that
time he presented it to Robert S. Osborne, now
deceased, one-time inspector for the New York
Board of Fire Underwriters, who left the ma-
chine to his son, John H. Osborne, of Newark,
N. J., who, in turn, gave it to A. H. Osborne, of
Belleville, N. J., a friend of the family but not a
relative. The latter quite recently presented it
to Mr. Edison. Barely a half dozen of these
machines are known to be in existence, and be-
cause of this the inventor is likely to preserve
it as an exhibit.

It was raining and Camilla decided that she
could never live through the afternoon unless
she could get a half dozen new talking machine
records. She tried to get a taxicab, but all
were taken by the theatre crowds. At last she
struck upon an idea which only could originate
in a bobbed blond head. She would telephone
to the music store and have the man play the
records for her over the 'phone. If she liked
them he could send them over and she would not
have to go out.

Camilla called up the store and asked the pro-
prietor if he would mind pushing a talking ma-
chine near the 'phone so she could hear the
records. As she was one of his best customers
he consented. Camilla sat and listened to eleven
records and decided that she would only take
seven of them. Soon the doorbell rang and the
boy from the music store appeared with the
records.

Camilla's father hasn't a good sense of appre-
ciation of inventive genius at all, says the New
'York Sun. He complained about Camilla spend-
ing $4.70 for calling up the music shop.

E. W. KILLGORE WITH VICTOR CO.

E. W. Killgore is a new addition to the trav-
eling sales force of the Victor Talking Machine
Co., covering territory in the Middle West. Mr.
Killgore was formerly in advertising and sales
promotion work with the New York Telephone Co.

ADDS TALKING MACHINE LINES

The Rike-Kumler music store of Columbus,
O., has recently installed a complete Victrola
department.

Nicolas Carries, local novelty dealer of Bea-
con, N. Y., has entered the talking machine field,
having lately added the Victor lines, both Vic-
trolas and records, to his stock. Two sound-
proof demonstration booths have been installed
in space heretofore occupied by other goods.

STATEMENT Records have

themselves!

proven

QUESTION -Has your service been as good as the record?
SUGGESTION - Try KENNEDY-GREEN service in connecHon with

Records

DEAN NEEDLES, etc.

ANOTHER SUGGESTION - Write

KENNEDY-GREEN COMPANY

1865 Prospect Avenue

AND SEE WHAT HAPPENS

Cleveland, Ohio

The Talking Machine World, New. York, .June 15, 1921

^r/; sm^ff change to mofit

THE NEEDLE OF QUALITY

thai sell ihemsel ^

fiom the CXKe^

Display
Case.

TAKE HOME A BOX

MANUFACTURED BY

THE MAKERS OFTHE FAMOUS

Records;

Place the
QKt^ needle
displaij container
on ijour counter and
your cash register
tuill ring up more
even sales

Hundreds of
dealers ane making
the exl/^i profit tuith-
out trouble or
bother - whif/wtijou

Prove it to qourself
mail coupon to-day

A4ayiufaclurecl aviJ GiAap-anteed

GENERAL PHONOGRAPH CORPOFIATIO]

25 WEST45M STREETi2? NEW YORK QXZXyj^J^V^

June 15, 1921

THE TALKING MACHINE WORLD

iiiiiiiiiiiiiiiiiiiiiii

iiiiiiiiiiiiii

iiiiiiiiiiiiiiiiii

The Credit Manager Problems— Analyzin,
3,000 Representative Accounts -

By D. G. Baird |

mil

"That's one of the joys of the talking ma-
chine business," ironically remarked the credit
manager of a large mid-Western music house as
an investigator came in and reported that he
had "pulled" three machines, while two parties
who owed the major portion of the purchase
price on' talking machines had "skipped" without
leaving any forwarding address.

The investigator had other results to report.
Not only had he found it necessary to take back
three talking machines, the purchasers of which
had proved positively that they would not pay,
and found that two families had moved away
without leaving any means of tracing them, but
in several instances he had been unable to find
anyone at home when he called to collect, while
still others had postponed payment on one pre-
text or another.

And so it goes, day after day. ' The problem
of how to avoid the necessity of taking back
used machines and to prevent the escape of dis-
honest customers who pay a small initial sum
and then skip out, owing the dealer the re-
mainder of the account, is by far the most im-
portant one the talking machine dealer has to
face to-day.

What is to guide him in passing on applica-
tions for credit?

He may become a member of a credit men's
association, in which case he can readily ascer-
tain whether or not the applicant has ever opened
an account with a merriber of the association,
and, if so, whether he paid such account without
coercion.

But what is to guide him in reaching his deci-
sion on applications from persons who never
before asked for credit from a member of the
association?

He must, briefly, be guided by past experience
or else just take a chance. He knows, in a gen-
eral way, that certain classes of people are good
risks, while certain other classes are poor risks.
He knows to avoid the account of the man who
has held half a dozen jobs within the past six
months or the one who has been in the city
only three months, while he remained only four
months in the city from which he came. He is
warned, maybe, against women whose husband.s
are suing ifir divorce or who have disclaimed
responsibility for debts contracted by their
wives.

But what of, say, merchants, considered as a

llllllllllllllllllllllllllllllllllllllllllllllllllllllllll
class? Are they good risks or poor risks? Or
mechanics? Or professional men? What of
Russians as a race? Or Teutons? Or English-
men? Or Negroes? Or Americans? Are they
good risks, as a rule, or poor risks?

Charting 3,000 Representative Accounts
Manifestly, if the dealer knew just exactly
what percentage of a large number of Ameri-
can mechanics had proved to be good payers and
what percentage of a large number of Irish city
employes had shown themselves to be poor pay-
ers, or vice versa, he would feel far safer in

III!

and professions — a very interesting compilation.

That the 3,000 accounts chosen are representa-
tive is obvious from these facts: They represent
accounts numbers 30,000 to 33,000 on the firm's
books, being, therefore, accounts handled by a
house that had been in business long enough to
be well experienced in passing on applications
and in collecting accounts; they were charted
during the time when they were actually being
carried on the firm's books; they cover a period
of prosperity and a period of slight business de-
pression, and they were handled in exactly the

5000

REGULAR.

ACCOUNTS

3 I?

■X c
ni a
m y

Vi 2

-) f> r\
* » 2

2 2 »

Ti ^

m "0

H
J

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ro »

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i

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ill

^ -1 re
r r re

b55

SS"

n m

i i

ST O

1 s

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% 2

* ;3

0 rtJ

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0 ["

re 2

3 1^

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i

I ^
P W

-( d
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r f
0 0

(0 ro

■>

'A.n.ERlCAlYS

272

Ifo

ni5

57-2,

HE8EEWS

i.q

POLES £r FINS

i4q

ITALIANS

GREEKS

Ifo

ftE&ROES-flflLTESt

SCOTCH-WELCH-

1.7

TEUTONS

Its

fln&LO /ErtGusHM

SflXONStCRnAOirtrls

life

fc.8

PCENCH- BELGIANS

103

3.4

1 2

ftWCOES

1.7

TURKS

SPANISH

CE--v-'C/\L An

DOUBTFUL

6..3

TOTALS

3fo

Zfa

44(0

Ifo-

3000

PER CENH)

547

1.2

3 3

I.I

1.7

i.q

I.I

1.5

I.I

1003

Chart No. 1 — Accounts Classified by

passing on the application of a customer from
one of these groups.

To secure just this information tiie credit
manager of a large establishment that does a
great credit business recently charted 3,000 rep-
resentative accounts actually being carried on
the firm's books at the time. These 3,000 per-
sons are classified under fifteen nationalities,
including one doubtful group, and are divided
into twenty-two groups based on their trades

Nationalities, Trades and Professions

same way as are other accounts by this firm.

There are two of these charts. The one
herewith shows the number of persons of each
of fourteen nationalities and one doubtful group
v.-ho opened accounts, divides these into groups
representing twenty-two trades or professions
with totals and percentages for races and trades.

Reading the first column of this chart from
left to right, for instance, we see that of the
(Continued on page 21)

BIG VALUE IN BOTH TONE AND PRICE

7K inches
and
inches
centre to centre

Large size sound
box

Mica diaphragm

Our No. 5 Octa-
gon Sound Box to
fit the Victor,
Columbia and
Sonora
is the best

Send for sample

The William Phillips Phono Parts Corp.

145 West Forty-fifth Street

N e

York City

THE TALKING MACHINE WORLD

June 15, 1921

THE

CONTROLA

"The Greatest Improvement to the Talking Machine in Years."

After years of careful research we are now able to offer a PERFECT
and POSITIVE Automatic Control for Talking Machines.

We mean to say by

PERFECT

It is all that can be desired in construction, silence, simplicity and auto-
matic functions.

POSITIVE

It never fails to instantly function on any record on any Talking Machine.
It is not only fool-proof, but it will not get out of order.

AUTOMATIC

That absolutely no setting or attention is ever required. Once attached
it may be forgotten, as it always functions with absolute precision.
The Controla is the First and Only device of its kind ever offered to the
trade.

It is the First and Only device which entirely eliminates starting and
stopping levers.

STARTS

Placing the needle automatically starts the motor.

LIFTS the NEEDLE

At the conclusion of the music the needle is automatically lifted, suffi-
ciently to allow the needle and record being changed without moving the
tone-arm. Lifting the needle also prevents the mutilation of the record,
and eliminates all disagreeable scratching.

STOPS

Within one revolution the motor automatically stops, silently and without
shock.

The Controla is Permanent, Non-Set and Inconspicuous.

Remember, you do absolutely nothing but place the needle on the
record. The Controla does the rest, and the wonder of it all is

"IT NEVER FAILS"

Let us tell you about it.

Phonograph Control Corporation

120 MARKET STREET
NEWARK, N. J.

June 15, 1921

THE TALKING MACHINE WORLD

THE CREDIT MANAGER'S PROBLEMS— ANALYZING 3,000 REPRESENTATIVE ACCOUNTS— (Continued from page 19)

3,000 persons who opened accounts 928 were
American mechanics; 60 were American contrac-
tors, carpenters and masons; 16 were American
plumbers and electricians, and so on over to
the totals, where we find that 1,715, or 57.2 per
cent of the total number charted, were Ameri-
cans. The next column shows that 58, or 1.9 per
cent of the total number charted, were Hebrews;
the next that 149, or 5 per cent, were Poles and
Finns, and so on down the list.

Reading down the first column, which is
headed "Mechanics," we find that 928 of these
were Americans, 25 were Hebrews, 85 were Poles
and Finns, 20 were Italians, and so on down
the list to the totals, where we learn that 1,642,
or 54.7 per cent of the total number, were
mechanics. The second column shows that 36,
or 1.2 per cent, were restaurant employes; the
next that 99, or 3.3 per cent, were contractors,
carpenters and masons; and so on over to the
totals, which show the number charted to be
3,000 and the percentage 100.3 — a discrepancy
of .3 per cent caused by carrying the decimals
to only one place.

It will be seen that the trades are in some
instances grouped. "Professionals," for example,
embrace lawyers, doctors, nurses, teachers and
musicians. "Mechanics" include all factory
workers, while "City Employes" include police-
men, firemen and postal employes. This is done,
of course, to prevent making the chart over
large, and is done only where the different trades
or professions are very closely related.

The races are in some instances subdivided
into nationalities and there may be some little
difference of opinion about a few of these cate-
gories. The doubtful group, totaling 190 of the
3,000, are those whose race the credit man failed
to inquire or to determine.

Chart of Difficult Collections Made

The second chart herewith is arranged the
same way as the one already described, but
gives, instead of the total number who opened
accounts, only those who proved to be difficult
to collect from. It is important to bear in mind
that these accounts do not represent actual
losses, but merely those which necessitated the
use of some pressure before collections were
made. Some of them, it is true, did "skip,"
but as a matter of fact the actual losses of this
house aggregate less than 2 per cent.

This chart shows that 334, or 11.1 per cent of
the total number of persons who opened ac-
counts during the period, failed to pay without
some pressure being brought to bear upon them.
Of this number seventy-eight were American
mechanics, four were American restaurant em-
ployes, eleven were American builders and con-
tractors, and so on over to the totals, which
show (that 166, or 50 per cent of those who failed
to meet their obligations promptly, were Ameri-
cans. This, at first glance, may appear rather
unfavorable to the Americans, but going back to
the first chart we find that 57.2 per cent of the
total number of accounts were Americans, so
the percentage of Americans who failed to
pay without pressure is 7.2 less than the per cent
of Americans who bought. Our second chart
shows also that the average percentage of de-
linquents of all nationalities was 11.1, while the
average for the Americans was only 9.7 per cent.

Of the races, the Russians, according to the
chart, are the poorest to pay, 29.7 per cent of
these having failed to meet their obligations.
Thfese are followed by the Balkans, with a per-
centage of 27; the Italians, with a percentage of
25.6, and the Greeks, with an even 25. Those
whose percentages exceed the general average
of 11.1 are indicated on the chart by a circle
around the figures.

Of the trades the restaurant employes lead
the delinquents with an average of 25 per cent.
These are followed by the domestics and laun-
dry workers, with an average of 22.7 per cent,
and the porters and janitors, with an average of
22.2 per cent of delinquents.

In considering these totals due allowance
should be made for the fact that in some cases
only a very few of one race or trade are repre-
sented. Then, too, great care "is exercised in

extending credit to groups that are well known
to be poor payers. Taxi drivers, for example,
are by no means the easiest group to collect
from, and yet they appear on the chart with a
clean slate. Only sixteen of these were granted
credit and they were carefully investigated, with
the result that every one of them paid up
promptly. Only eleven Russians failed to keep
their agreements, yet they head the list of de-
linquents, with a rating of 29.7 per cent and are
followed by eleven Balkans, with 27 per cent.

rators, with an average of 6 per cent, and the
plumbers and electricians, with an average 8.3
per cent, follow the professional group. There
are thirty-three in the professional category,
thirty-four painters and decorators and thirty-
six plumbers and electricians on the chart.

To the layman it may be surprising to learn
that 18 per cent of the merchants and 15.6 per
cent of the brokers, real estate and insurance
men did not pay promptly. Nor can we excuse
them on the ground of small numbers. There

3000 flCC0UrtT5
354 WHO REQUIfEO

BEFORE- PAYING

2
m

2
n

^ *

288

III
i ' X

m XI
m c
5 i
» S

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n

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n

r fji
™ n

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2
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1 a
} iv.

r ?

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0 -*
D m
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a m

1 i

m » r
t 5 «.

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2

S 5

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r H

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m
V.

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» »

lA V>

l%%

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-t A

5 ?

m
n

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rg
" n

-/
o

!;>

o »

AMERICANS

1 1

3 3

Poles 6 fins

101

ITALIANS

GREEKS

(15)

NEOROeS-nPiLTESE

(

4 2

IRISH-'

2 4

SCOTCH -WELCH'

1.2

fGE«Mft«S

flN<HO-f ^"''LiSri-
SAKOISlCAlVrtD/ANJ

q.8

FRENCH -6ELGW«1S

LirOUANIANS

3 3

SCAN 01-

sweoes
PAIS e 5

5.8

Toets

&ULGAK'AN6

3 3

VOU 8TFU Lj

/O.I

TOTA L-S

l(o4

ll.l

n't

(00 z

Pee ceMT-TjiAOEs

486

12.5

;.5

Z.I

1.8

I.Z

<?q 7

peie cewT- oeLwQuEw

(15>

8.3

'^S

Chart No. 2 — Analysis of People Who Opened Accounts, but Were Difficult to Collect From

Of the races, according to the chart, the Scan-
dinavians— 'Swedes, Danes, Hollanders and Nor-
wegians— have the best record, only three, or 5.8
per cent of the total of fifty-two who opened ac-
counts, having become delinquent. These are
followed by the Scotch and Welsh, with an aver-
age of 8 per cent, and the Irish with 8.8 per
cent. A total of fifty Scotch and Welsh and of
ninety-one Irish opened accounts.

Professional Men Good Payers

Of the trades the professional group proved
to be the best to pay, only one member of this
group having fallen behind. This places the
professional at the head of the list, with an
average of 3 per cent. The painters and deco-

were sixty-one merchants and thirty-two bro-
kers, real estate and insurance men represented,
and eleven of the former and five of the latter
failed to pay without pressure. This is rather
startling when compared with the professional
group of thirty-three, with a single delinquent.

There are, of course, many other things to
be considered in passing on applications for
credit — whether one owns one's home, length of
residence in the city, length of time in present
position, salary, whether applicant lives at home,
and many others — but the results thus obtained
by this credit manager in charting 3,000 actual
accounts will certainly prove a boon to other
credit men the countrv over.

EDUCATION— a Direct Source
of Greater Sales

Victor Dealers who are interested in providing
their sales people with a broader knowledge of
modern merchandising, and those desiring
assistance in developing business among
schools and colleges, can utilize to profitable
advantage the services of the Educational De-
partment conducted by the C. C. Mellor
Company.

C. C. Mellor Company

1152 Penn Avenue, Pittsburgh, Pa.

THE TALKING MACHINE WORLD

June 15, 1921

CAUTION

'TpHE only genuine Petmecky
(combination tone) needles
in the U. S. are manufactured
by W. H. Bagshaw Co. Each
Genuine Petmecky needle will
play ten records and produce
loud, soft and intermediate
tones, by a change of position
on the record. Owing to their
peculiar construction. Genuine
Petmecky needles are self-
sharpening, improve the .tone
quality and prolong the life of
the record.

A comparison with imitations,
regardless of their name, will
reveal that only Genuine PET-
MECKY NEEDLES have the
characteristic shape and pro-
duce the even tone throughout
the running of 10 records.

W.H BAGSHAW CO

FACTORIES: LOWELL, MASS.

SELLING AGENTS
RRILLIANTONE STEEL NEEDLE QOz INCORPORATED

AT 34th STREET

347 FIFTH AVENUE
NEW YORK

SUITE 610

June 15, 1921

THE TALKING MACHINE WORLD

When Is a "100^ Perfect"
Phonograph
Not 100% Perfect?

TTERE'S the story of an actual occurrence: Mr.

Talking Machine Dealer sold an instrument to a
customer. Before making delivery, the instrument was
carefully inspected, the motor was accurately adjusted,
graphite and oil were applied, and the dealer made
sure that the sound box, mica diaphragm, tone-arm and
reproducer were in perfect condition. Speed regulator
and all other adjustments were conscientiously tested.
The six phonograph records selected were put under the
microscope, and found flawless, and absolutely free
from all press marks and scratches. The phonograph
and records were received by the customer in good con-
dition, with a package of "needles." Within 24 hours,
Mrs. Customer called on Friend Dealer to register a^
complaint. The instrument was "all wrong." The tone
was "simply impossible." And "you should hear the way
your records scratch and squeak."

What was the answer?

After three hours' inspection of instrument and records,
the seat of the trouble was found. The phonograph was
"simply impossible" only because of the "simply impos-
sible" needles.^ .

BRILLIANTONE

SteelNeedle Co.sSSsfSJia

Selling Agents for
W H.BAGSHAW & CO. Factory, Lowell, Mass.

^ „ ^ 347 FIFTH AVENUE,

AT 34th STREET TWT^^-r XT.^-^ SUITE 610

New York

Canadian Distributors: The Musical Mdse. Sales Co., 79 Wellington St. W., Toronto
Foreicn Export: Chipman Ltd., 8-10 Bridge St., New York City

The "Simply Impossible" Kind

MORAL:

INSURE
YOUR "100%
PERFECT"
INSTRU-
MENTS and
RECORDS
with GUAR-
ANTEED
100% PERFECT
BRILLIANTONE
STEEL
NEEDLES

Brilliantone Steel Needles

THE TALKING MACHINE WORLD

June 15, 1921

La Nuova Orchestra di Napoli plays the Columbia
Novelty Record this month. Both the waltz "Impres-
sions of Naples. Part 2," and the "Italian Fox-trot"
are splendid examples of Italian music. Fine addi-
tions to your Novelty Record list. E-7115.

Columbia Graphoptaonc Co.

NEW YORK

MODEL SHOP PROVES POPULAR

Columbia Dealers in Omaha Territory Well
Pleased With Model Grafonola Shop — Dealers
Using Ideas Displayed Therein to Advantage

utilized many ideas embodied in the Model Shop
and have installed equipment based on these
ideas. W. F. Mullen, Dealer Service supervisor
of the Omaha branch, makes his headquarters in
this shop, co-operating with the dealers in every
possible way.

VICTROLAS FOR DAYTON, 0., SCHOOLS

John Patterson, Well-known Philanthropist,
Taking a Personal Interest in That Matter

Omaha, Neb., June 4. — The new Omaha branch
of the Columbia Graphophone Co. is proving
very popular with Columbia dealers in this ter-
ritory, due, in a measure, to the handsome Model
Grafonola Shop which was recently installed.
The shop is a building within a building, and
on approaching it from the main entrance of the
branch office there is displayed a complete store

SONORA PORTABLE AT BALL GAME

At a recent baseball game between the Brook-
lyn and New York teams of the National League,
when the excitement was at fever height, a New
York rooter introduced a Sonora portable pho-
nograph and played it to excellent advantage.
This fan was an ardent admirer of George
Kelly, the home-run king of the New York
team, and every time he came to bat the fan
played "Has Anybody Here Seen Kelly?" The
record was heard throughout the stands and
almost influenced George to hit one of his famous
home runs.

ENRICO CARUSO OFF TO ITALY

Dealers Interested in Model Grafonola Shop

front, with two large windows, attractively deco-
rated with Columbia Grafonolas and records,
display cards, etc. The interior presents a com-
pletelj' equipped Grafonola shop, embodying
itieas of tested merit.

There are two hearing rooms in the rear of
the shop, which, with the other panel work and
equipment, are Col- Van construction. These fix-
tures all come in sections and can be taken out,
re-erected and changed to fit any store. The
lighting scheme is of the indirect type and the
color scheme is exceptionally artistic. Ivory
and light blue are the predominating colors.
afTording a handsome background for the Co-
lumbia Grafonolas.

The H. R. Bowen Furniture Co.. of this city,
and other dealers in the country territory have

Enrico Caruso, the great Victor artist, whose
restoration to health is rapidly proceeding,
sailed for Italy on May 28, to spend the Sum-
mer at his villa near Florence. He was accom-
panied by Mrs. Caruso and his daughter, Gloria,
as well as by his brother, Giovanni Caruso, and
his secretary, Bruno Zirato. General Manager
Gatti-Casazza, of the Metropolitan Opera Co.,
has announced that Caruso will make his re-
appearance with the famous New York company
next season.

A ROCKFORD INCORPORATION

The Universal Phonograph Co., of Rockford,
111., has been granted a certificate of incorpora-
tion. The officers are B. H. Guess, president;
H. B. Guess, vice-president, and F. M. Ramor,
secretary and treasurer.

Dayton, O., June 2. — School children in the Day-
ton public schools stand a good chance of learn-
ing music, harmony and the appreciation of good
miusic and opera, through the medium of the
Victrola, if the plans of John Patterson, of the
National Cash Register Co., work out.

When Mrs. Frances Elliott Clark, of the edu-
cational department of the Victor Talking Ma-
chine Co., attended the convention of the Ohio
Music Teachers' Association here in April, Mr.
Patterson, who is confined to his home, sent for
her to come to tell of the work she is doing in
education and in what way it might be of profit
to him and his organization. Mr. Patterson
immediately purchased a Victrola, all the books
published on the subject of music appreciation,
and began the selection of more than 100 good
records.

Mr. Patterson, who is one of the best-known
philanthropists in Ohio, is a hobbyist and gives
his Hndivided attention to any subject which
happens to catch his interest or fancy, and studies
it from every angle. What the National Cash
Register Co.'s educational department tries and
finds efficient and profitable the Dayton public
schools are almost sure to adopt sooner or later.
Educators interested in the public schools have
been in conference with Mr. Patterson, the possi-
bilities of the use of the Victrola in the schools
have been discussed, and courses in appreciation
used in other schools in the State are being in-
vestigated, with the hope that Dayton schools
may soon have music taught with the Victrola
under the course mapped out by Mrs. Clark.

CORPORATION CHANGES NAME

The Lisher Music Co., Napa, Cal., has been
incorporated with capital stock of $100,000.

The Excelsior Phonograph Corp., of New
York City, has changed its name to the Canora
Phonograph Corp.

Quality Distinction

The "VICSONIA" Reproducer

Recognized for its Perfect interpretation of Edison Disc Records on
Victrolas and Grafonolas.

Fitted with permanent jewel point. No loose parts.
Note: The Vicsonia is made of Bronze, sand casted and machined to measure-
ment. Finished in heavy Nickel or Gold plate. Flexible stylus.

Meet the demand- Serve your customers

Sample Model "A" or "B" Vicsonia will be sent on receipt of $4.50. Retail
price $7.50.

Note: Model "B" Visconia plays both Edison and Pathe records

VICSONIA MFG. CO., Inc.

313 E. 134th STREET NEW YORK, N. Y.

June 15, 1921

THE TALKING MACHINE WORLD

June 15, 1921

THE RELATIONS OF THE BANKER AND THE MERCHANT

The Importance of Closer Relations of the Merchant With the Banker Constitutes a Very In-
formative Article Written by E. H. Jennings, Treasurer of the Sonora Phonograph Co.

In a recent issue of the Sonora Bell, the house
organ issued monthly b3' the Sonora Phonograph
Co., there appeared an interesting article en-
titled "The Relations of the Banker and the
Merchant," written hy E. H. Jennings, secre-
tary of the company, who is well known in
financial circles. Mr. Jennings' article read as
follows:

"Many merchants, having had no banking con-
nections, except as depositors, in the past, now
regret their lack of foresight in not having in-
sured closer relations with one or more banks.
Merchants who did business with one or more
banks, even in a small way, find less difficulty in
facing tight situations than those doing busi-
ness solely on their own resources.

"It seems strange that, notwithstanding nearly
all self-made capitalists attribute much of their
early success to having been able to secure
good-sized loans from banks, there are still
many merchants laboring under the impression
that it is somewhat of a reflection on their busi-
ness abilit)% standing or credit to ask a loan
from a bank.

"If everj-one took this view there would be
no banks. It is the business of loaning money
that enables banks to exist and if nobody bor-
rowed money there would be no business for
the banks. Banks cannot pay interest to de-
positors for the use. of their money if they in
turn cannot make good use of it b}' loaning it
and securing interest from borrowers.

"The time to make your acquaintance with a
bank is not when you are on -the verge of finan-
cial embarrassment, but before such a stage is
reached, when you can see and convince others
that additional capital will pull you safelj'
through a crisis. The wisest course is -to start
dealing with bankers when business is good and
times are normal. When there is no cloud on
the business horizon bankers are just as anxious

to loan monej- as the merchant is to borrow it,
but a merchant who has postponed business re-
lations with a bank until general conditions are
unsettled and he is in desperate need of funds
m.ay find it rather difficult to secure the required
assistance from a bank.

"Bankers having known merchants and watch-
ing their progress for many 3'ears, knowing their
weak as well as their strong points, having
loaned them monej^ time and again and had it
repaid, will undoubtedly give them the benefit
of doubts that they would withhold from others
of whom they know little or nothing.

"The relations of the banker and the merchant
should be frank and friendI}^ The man who is
held" in high esteem by the community, who plays
fair and honest with everyone and who lets his
banker know that he has nothing to conceal,
will secure greater assistance when in financial
difficulties than one who the bankers think is
concealing something.

Do you realize that j'ou can borrow money
from a bank in order to discount your bills and,
providing j'ou can turn over j'our stock suffi-
cientlj' often, you may even make monej- on the
discount? Furthermore, you are making your
merchandise account one that is sought for by
manufacturers and jobbers and favored above
others.

"The most successful phonograph merchants
go to the bank for money to insure their holi-
day stock by buying during the Summer
months, paying interest to the bank for the use
of the money, but securing the cash discount on
the merchandise — all of which enables them to
do a good business during the holidays, when
everyone is buying phonographs and when many
dealers are losing, sales because they did not
look ahead and stock up.

It should be remembered that the bank is
entitled to a fair average balance in return for

CRYSTAL EDGE

MICA

DIAPHRAGMS

Tbe Standard of Quality

PHONOGRAPH APPLIANCE CO.

174 Wooster St., New York

the privilege of depositing your money, drawing
of checks and the service rendered by an ex-
pensive clerical force. The payment of interest
for loans, being a fair exchange and a separate
transaction in itself, should be no reason why a
merchant should maintain only a small balance.
So long as a satisfactory balance is maintained,
the banks do not care how many checks you
draw. In fact, most banks prefer an active ac-
count to those for which the checks are large
but few."

EDISON STORE IN LAKELAND

The Lakeland Phonograph Co. has opened an
exclusive Edison Shop at Lakeland, Fla. The
establishment has been veri' handsomely
equipped and is making a strong appeal'Tiot only
to the residents of that thriving town, but it will
be a rendezvous for those musically inclined
when the Winter touring season opens up.

NEW INCORPORATION

The Master Phone-Disc Corp., of Manhattan,
has been incorporated under the laws of the
State of New York, with a capital stock of
$51,000. Incorporators: M. Wiener and W. R.
Deuel.

They're listing the slackers. Why not also the
profiteers?

YOU WON'T BE DISAPPOINTED

If You Always Insist on Getting

DE LUXE NEEDLES

The Best Semi-Permanent Needle Made

Let the De Luxe Speak for Itself and Send for Samples, Discounts and Full Particulars

Duo.|oNE Company, Incorporated

Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.

Full Tone

DON'T FORGET THESE FACTS

Perfect Reproduction of Tone No Scratchy Surface Noise

PLAYS I00-200 RECORDS

Three for 30 cents

Medium Tone

June 15, 1921

THE TALKING MACHINE WORLD

^IIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIir

MUSIC IN THE AIR IN AKRON

D. A. Hoffman Tells How Victrola Playing Into
Wireless Transmitter Carries Tunes Broad-
cast, Which Are Very Keenly Enjoyed

NEW VICTOR STORE IN AKRON, 0.

Windsor-Poling Co. Opens Modern New Estab-
lishment in That City

IROQUOIS SALES CORPORATION

BUFFALO, N. Y.

WKolesale Distributors

I QKe^ Recorcis |

iiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiniiiiiniiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiin

GOV. TAYLOR PRAISES BRUNSWICK

Akron, O., May 23. — There is music in the air.
But not one person in a thousand in Akron
knows anything about it. Famous bands, or-
chestras and vocalists contribute to the enter-
tainment. D. A. Hoffman, of Balch street, is the
angel of the concerts and he tells how the thing
is done.

"I have a Victrola here," he said, "and it plays
all of the latest records into the transmitter of
this wireless outfit, which sends the concert
broadcast. That's all there is to it."

Preceding his service in the army Hoffman
was interested in wireless, and while with the
signal corps he gained a thorough introduction
into the intricacies of the wireless telephone.
Since his return he has built for himself various
sending and receiving sets. One part of his
home looks like the nightmare of a lineman, so
complicated are the electric wirings. Recently
he conceived the idea of the concert, which is
given nightly for a half hour. He estimates that
hundreds of wireless enthusiasts listen in on the
concert.

Akron, O., June 2.— The Windsor-Poling Co.
recently opened a new Victor store in the
room formerlji occupied by the Home Savings
Co. at Mill and Howard streets, this city. Vic-
trolas and Victor .records will be handled ex-
clusively in this new store, and it is planned
to build up a Victor service of unusual excel-
lence. Large display rooms and modern sound-
proof demonstrating booths are features of the
new store, which was opened on May 31.

The officers of the new company are E. W.
Chamberlin, president; W. T. Windsor, vice-
president; G. F. Windsor, vice-president; J. F.
Windsor, secretary and treasurer, and Earle
Poling, general manager. Mr. Poling has been
engaged in the Victor business for eighteen
years, and his experience should prove valuable.

RECEIVER APPOINTED FOR COMPANY

Hon. A. A. Taylor, Governor of Tennessee,
in a recent letter to J. B. Morgan, of the Bruns-
v/ick-Balke-ColIender Co., of Cincinnati, O., re-
ferred as follows to the Brunswick phonograph
which he owns: "Personally, I think it is the
most wonderful creation of the phonograph
world. I must say that if other possessors of
the Brunswick are as well pleased with theirs as
I am with mine it must be a pleasure to sell
them."

TO OPEN NEW VICTOR STORE

H. Lustgarten, agent for the Victor talking
machines in Liberty, N. Y., has engaged one of
the three storerooms in the new theatre build-
ing at Monticello, N. Y., in which he will open
a new Victor shop about July 1. He will retain
his store at Liberty.

William P. Hampson, Newark, N. J., lawyer
has been appointed receiver for Reed, Dawson
&. Co., dealers in talking machines, records, etc.,
of that city, at the instance of Thomas N. Reed,
who owns eighty-four shares of the capital stock
of the concern, whose place of business is at
6 West Park street. According to the bill filed
by State Senator Perry, counsel for Mr. Reed,
the company has liabilities aggregating $13,863.67
and assets valued at $12,150.85.

HONORED BY TRAFFIC MEN

Bryan M. Battey, the youthful ex-service man
and skilled air pilot, who aided Orlando Kellum
in perfecting the synchronization of talking pic-
tures, learned the art of synchronizing when
timing the propeller on his aeroplane to miss the
Germans' machine-gun fire.

R. L. French, general traffic manager of the
Columbia Graphophone Mfg. Co., Bridgeport,
Conn., was elected chairman of the executive
committee of the New England Traffic League,
composed of the principal traffic managers in
that section, at the annual meeting held in Bos-
ton recently.

COLLINGS SIGN SERVICE
SELLS RECORDS

Victor Records are coining from the factory in larger quantities.

Attractive window signs, featuring current
records, will keep your stock moving.

Ceilings signs classify the records under such headings as
"Dance Records," "Red Seal Records," "Vocal Records,"
"Instrumental Records," etc.

The service consists of four new hand-painted signs monthly
2 signs 13 " X 26 "
and

2 signs 15 " X 37 "
Painted in colors by leading experts in sign creation.

The cost is but $9.75 per month

COLLINGS & COMPANY

Victor Distributors for Northern New Jersey and Northeastern

Pennsylvania

Clinton & Beaver Sts. (Plum Building) Newark, N. J.

THE TALKING MACHINE WORLD

June IS, 1921

The experience of others

I T T y^^^TMI IHSTRUMrHT or QUALITY yl^N. • T I A

tells you S5.no.rA IS best!

A SK any Sonora dealer and you'll discover that Sonora
^ ^ is the phonograph that is in demand and that sells.
Dealers who, in the past, have carried a half dozen makes
of phonographs and who now are concentrating on two or
three, invariably consider the Sonora to be the dependable
profit-maker — the backbone of a successful business.

Ask any Sonora owners about this instrument and
from their enthusiastic commendations you'll understand
why those who handle Sonora are prosperous.

We are now adding new dealers. A Sonora agency
is increasingly valuable.

A dam-Hartford

lima

June IS, 1921

THE TALKING MACHINE WORLD

C^ONORA^ besides having important patents of its
^ own, is LICENSED AND OPERATES
UNDER THE BASIC PATENTS OF THE
PHONOGRAPH INDUSTRY and Sonora's
foundation and future are secure. Write today
regarding an agency.

Gibson-Snow Co.,

Syracuse, N. Y.

State of New York with the ex-
ception of towns on Hudson
River below Poughkeepsle and
excepting Greater New York.

W. B. Glynn Distribut-
ing Co.,

Saxtons Blver, Vt.

States of Maine, New Hamp-
shire, Vermont and part of
Massachusetts.

Griffith Piano Co.,

606 Broad St., Newark, N. J.

State of New Jersey.

Hessig-Ellis Drug Co.,

Memphis, Tenn.

Arkansas, Louisiana, Tennessee,
Mississippi,

Kiefer-Stewart Co.,

Indianapolis, Ind.

Entire State of Indiana.

Lee-Coit-Andreesen
Hdw. Co.,

Omaha, Nebr.
State of Nebraska.

The Magnavox Co.,

616 Mission St., San Francisco,
Cal.

Washington, California, Oregon,
Arizona, Nevada, Hawaiian
Islands, Northern Idaho.

C. L. Marshall Co., Inc.,

614 Griswold St., Detroit, Mich.
Michigan and Ohio.

Minneapolis Drug Co.,

Minneapolis, Minn.

States of Montana, North Da-
kota, South Dakota, Minnesota.

Moore-Bird & Co.,

1761 California St., Denver,
Colo.

States of Colorado, New Mexico
and Wyoming east of Rock
Springs.

M. S. & E.,

231 Colnmbns Ave., Boston,
Mass.

Connecticut, Rhode Island and
Eastern Massachusetts.

Robinson Pettet Co.,
Inc.,

622 West Main St., Louisville,
Ky.

State of Kentucky.

C. D. Smith Drug Co.,

613 Arcade BIdr., St. liools.
Mo.

St. Joseph, Mo.

Missouri, Northern and Eastern
part of Kansas and five counties
of N. E. Oklahoma.

Sonora Distributing Co.
of Texas,

Dallas, Texas.
Western part of Texas.

Sonora Co. of Philadel-
phia, Inc.,

1214 Arch St., Philadelphia,
Pa.

Eastern Pennsylvania, Mary-
land, Delaware, District of Co-
lumbia and Virginia.

Sonora Phonograph Co.,
Inc.,

279 Broadway, New York

Distributors for Greater New
York and towns on Hudson
River below Poughkeepsle.

Sonora Phono. Co. of
Pittsburgh,

820 Liberty Ave., Pittsburgh,
Pa.

Western Pennsylvania and West
Virginia.

Southern Drug Co.,

Houston, Texas.

Southeastern part of Te^ns.

Southern Sonora Co.,

310-314 Marietta St., Atlanta,
Ga.

Alabama, Georgia, Florida and
North and South Carolina.

Southwestern Drug Co.,

Wichita, Kans.

Southern part of Kansas, Okla-
homa (except 5 N. E. counties),
and Texas Panhandle.

Strevell-Paterson Hdw.
Co.,

Salt Lake City, Utah.

Utah, Western Wyoming and
Southern Idaho.

C. J. Van Houten &
Zoon,

Marquette BIdg., Chicago, lU.
Illinois and Iowa.

Yahr & Lange Drug Co.,

Milwaukee, Wis.
Wisconsin, Upper Michigan.

The Highest Class Talking
Machine in the World

THE TALKING MACHINE WORLD

June IS, 1921

@ Plays Only Hill-and-Dale Records, hut Plays Them at Their Best

I to Dealer, Nickel $4.25; Gold $5.50- Retails $6.75 and $8.75 BARNHART BROTHERS & SPINDLER |

TO RETAIL CARDINAL PHONOGRAPH

Clef Music Stores, Inc., Organize to Conduct
System of Chain Stores — First Opened in New
York— Philadelphia and Boston Will Follow

A new system of chain stores has lately been
formed through the incorporation of the Clef
Music Stores, Inc., the executive headquarters
of which are at 662 Sixth avenue, Xew York.
The plans of this new organization call for a
chain of representative music stores in the
principal cities of the country. The first store
will be opened during the present month in New
York Git}', which will be followed by stores in
Philadelphia and Boston. These stores will re-
tail Cardinal phonographs and records, player
rolls and talking machine accessories and, with
the exception of the New York store, will whole-
sale the same products in their respective ter-
ritories. The officers of the new corporation are
as follows: President, Robert Clifford; vice-
president, Albert Friedman; secretarj', Gus Gold-
stein; treasurer, J. I. Forer.

HIS RECORDS CAME HIGH

Brooklyn Manufacturer Fined $100 for Neglect-
ing to Pay for a Number of Records Which
He Removed From a Store in a Brief Case

Sixteen operatic talking machine records cost
Simon Markus, of Brooklyn, N. Y., manufac-
turer of women's suits, the tidy sum of $100.
Mr. Markus visited the talking machine depart-
ment in one of the big Brooklyn stores recently
and selected sixteen high-class records, which,
it is alleged, he placed in a brief case and re-
moved to his home without the formality of
making payment at. the store. When brought up
before the judges in the Court of Special Sessions
Markus was fined $100. Sometimes music comes
high!

Even a tack is no good unless a little driving
power is attached to it.

MAKING A WINDOW DISPLAY

Opportimities Offered by Victor Catalog and
Records for Variety of Windows Pointed Out
by Putnam-Page Co., of Peoria, 111.

Some very timely words of advice on the
value of the window recently constituted a part
of the dealers' service bulletin sent out by the
Putnam-Page Co., Inc., Victor distributors,
Peoria, 111., which reads;

'■ 'Your window display is your star salesman,'
says an authority, and it is wise for a Victor
dealer to contemplate how far better off he is
than is the average merchant. Leave the dis-
play of Victrolas out of the question entirely
and consider the opportunities offered by the
Victor catalog and Victor records for a variety
of windows.

"Do you know where you can borrow a really
good-looking violin and, if so, can you imagine
a window display consisting of a violin resting
on a soft, colored piece of velvet, surrounded
by an unusual selection of Red Seal violin rec-
ords?

"Is your community dance-enthusiastic? If
so, haven't you sufficient dance records to create
a dance record window? Have you made any
window use of the artists' pictures sent you with
your monthly supplement literature by the Vic-
tor Co.? The picture of any of those artists,
surrounded by their records, is a window dis-
play in itself. The best advice in window dis-
play is that you utilize one thought and carry
it out to simple perfection."

Many a business suffers from too much con-
versation and too little conference.

Extend Your Frontage

With An Oplex Sign

AFLEXLUME Oplex Electric Sign doubles the
attractiveness of your storefront. It is just the
same as if you increased your frontage. Wouldn't that
be worth while if you could do it at a cost of only a
few cents a day?

Flexitime Oplex Signs are the kind with the raised, snow-
white glass letters — perfect day signs as well as night signs,
greatest reading distance, lowest upkeep cost, most artistic designs.

Lcl us send you a sketch slwzving an Oplex Sign
to meet the' particular needs of your business.

FLEXLUME SIGN COMPANY

nn
mm

3 6 KAIL STREET

BUFFALO, N

June 15, 1921

THE TALKING MACHINE WORLD

I Knowledge of Constructive Features of the |
I Talking Machine a Helpful Sales Point |

iiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii

In talking with an experienced talking machine
repair man he brought out several points in
salesmanship which should be taken into consid-
eration by every talking machine salesman. Be-
ing a repair man of many years' standing in the
trade, his remarks carried added weight, and
were as follows:

"In the talking machine there are any number
of important little facts that a salesman should
make himself thoroughly conversant with, so
that when a customer wants to know this or
that about the construction of the machine he is
demonstrating he will be able to answer ac-
curately and promptly. The placing on the mar-
ket of so many different machines in the last
year or so has put the salesman in a different
position than he held formerly when' he sold his
poods by name only, the customer never asking
or, for that matter, caring what was in the in-
side or under the lid of the machine.

"To-day one must show what merit the motor
has in comparison to another, what the good
points o^ the sound box and tone arm are, and
how the cabinet is made and finished to be equal
to or better than another make. A salesman
should first get all the information he can from
the manufacturer of his particular machine, par-
ticularly in relation to the motor construction,
and then he should make his own comparisons
with the machines of the same type and price in
other makes.

"He should acquaint himself with the different
parts of the motor, the width and length of the
mainsprings, the number of springs in the motor
and the number of records it will play with one
winding. He should be able to point out to the

customer the proper places to oil and grease the
motor and should make it very plain that it is
to their benefit to oil the motor every few weeks,
to prevent wear of parts and to insure perfect
running.

"He should be able to point out the construc-
tion of the governor and explain the action of
the governor regulator, how moving the spiral

■ There Are a Number |
I of Technical Talker*' |
I Facts With Which the |
J Progressive Salesman |
I Should Be Familiar ■

or screw in turn moves the governor lever and
friction pad, allowing the governor to go faster
or slower, which raises "or lowers the pitch of
the music or voice, as the case may be.

"The sound box is most important and a cus-
tomer is always very much interested in how the
voice is obtained from it.

"Get acquainted with its construction. Is the
diaphragm of mica, paper, aluminum, or some
special composition? Are the gaskets solid rub-
ber or tubing? Be able to answer the question

of why one is used in preference to another,"
remarked this speaker in The Puritan. "Has the
tone arm a universal joint enabling you to play
any make of record; can you regulate the volume
of sound other than by changing to a softer-
toned needle? These and many other facts should
be carefully learned by the salesman. When
this is done then and only then is he readj' to
meet all comers in the selling game."

PRACTICAL RECORD CAMPAIGN

Inaugurated by the Standard Talking Machine
Co. to Aid Its Dealers in Sales Development

Pittsburgh, Pa., June 7. — "List a Record — Sell
a Record" is the keynote of an interesting sales
campaign recently introduced by the Standard
Talking Machine Co., Victor wholesalers. In
conjunction with this campaign the company
issued record slips, listing twenty Victor rec-
ords. Six slips comprise the series and the rec-
ords listed were good stock selections, long in
demand, but only recently available.

It was suggested that Victor dealers distribute
these slips broadcast, using them in all packages,
letters, invoices and supplements. It was even
suggested that a house-to-house distribution be
made wherever possible and that the co-opera-
tion of the dealers' outside salesmen could be
used to advantage in emphasizing the sales value
of these lists.

Mme. Melba, the well-known Victor artist, is
leaving- London this month for Australia on the
advice of her physician. She is homeward
bound by way of the United States.

An Exquisite
Goiisale Model ^

THE graceful lines and pleasing
proportions of this exquisite
Jewett console, as well as the
absolute fidelity with which it ad-
heres to the delicate style of the
Queen Anne period, stamp this model
as the achievement of master arti-
sans in phonograph designing.

Combining the attractiveness of artis-
tic cabinetwork with the charm of a
beautifully clear, rich tone, it is un-
questionably the finest expression of
expert craftsmanship ever attained in
the building of a musical instrument.

The Jewett Phonograph Co.
1730 Penobscot Building
Detroit, Michigan

Jewett

PHONOGRAPHS

The Jewett line of console model* is designed
to meet the popular demand for high-grade
consoles at moderate price*. Write today
for our dealer proposition.

THE TALKING MACHINE WORLD

June 15, 1921

AUTOMATIC
REPEATING
PHONOGRAPH

Something to Talk About
and Help You Make Sales

IT'S tough going trying to sell just any
kind of a phonograph in 1921. People
are counting their dollars. They are look-
ing for value and lots of it.

The phonograph dealer who has the Brooks
to sell has something to talk about — some-
thing that will make the buyer forget his
dollars, while thinking of what you have
to offer him. He has a phonograph with
tonal qualities that match the best — a mag-
nificent music-producing instrument that
graces cottage or mansion.

Added to all these things there is the
Brooks exclusive combined automatic re-
peating and stop device. Plays favorite
records over and over again without re-
starting. This is exclusive with Brooks.

We are entrusting our selling franchise only
to live dealers who want a humnwig busi-
ness with an article their sales people can
enthuse over. Exclusive territory still avail-
able for the right kind of
dealers. Discounts, terms
and literature on request.

Brooks Manufactuiong Company

Saginaw MicKi^an

June IS, 1921

THE TALKING MACHINE WORLD

The Dealer's Vital Part in Music Memory
Contests Held in the Schools =

By W. A. Willson |

Mgr. Educational Department, Columbia Co. H

[Editor's Note. — In connection with this interesting
article, Mr. Willson has prepared for the use of dealers a
valuable list of records that are particularly adaptable for
use in memory contests. After listing each record, Mr.
Willson has given a brief description of the theme and pur-
pose of the selection, and dealers will find it to their advan-
tage to communicate with Mr. Willson regarding this list.)

In almost every large city, and in many of
the smaller cities throughout the United States,
music memory contests are held in the schools.
The purpose of these contests is to familiarize
the children with our best music and composers.
Schools that have conducted these contests find
that a new interest in music is awakened in the
home, schools and community. The contests
can be given in rural schools, beginning with a
few selections, as well as in large city schools,
using the phonograph and records throughout.

It will be of interest to dealers to know some-
thing of the rules commonly observed in con-
ducting these contests.

The way to conduct a music memory contest
is as follows; First, choose carefully a varied
list of records which offer different types of
music, played by different types of instruments,
and sung by different types of voices.

Second, agree upon rules for the contest. Fur-
nish each pupil with a list of the records. En-
courage home study of the music. This will
help spread the gospel of good music in the
home. In school the music should be played in
class-room and assembly, the teacher, of course,
expounding on the characteristics to be noted
and the lives of the composers. This study
should cover a period of two or three weeks.

Third, conduct a preliminary contest for the
choice of ten pupils to represent the school in
the final contest, following the same plan in the
finals, to be indicated later.

Fourth, enlist the interest of the general public
by newspaper accounts and by announcements
and discussions at the meetings of musical or-
ganizations of the city.

Fifth, plan for the final contest to take place
in the high school, or some other public hall,
and invite the general public. Seat all the con-
testants on the stage or in the front rows of the
auditorium. Provide each contestant with a
blank sheet of paper and pencil. Then play
each selection on the phonograph in some order
of sequence never employed in the preliminary
study, and with no comments whatsoever. The
audience may be given paper if desired, and they
may take part in the contest on their own ac-
count. Contestants should write on the papers
their names and the name of their school, and
the names of the composers and the titles of
the compositions played, in the order in which
they are played.

After the papers have been collected and the
judges are making their decisions (the judges
need not be musicians, but other representative
citizens) local talent may be used to entertain
the audience, or an address given by a prominent
citizen or a school official on the need of more
and better music in the schools. Also the au-
dience may be led in several community songs.

The returns may be scored on the basis of
three points for correct titles and two points
for correct names of composers. A deduction
of one-half a point may be made for each mis-
spelled word. The local newspaper, or some
citizen, or some local organization should be
solicited to furnish the prizes, a pennant to the
winning team to be owned by the school it rep-
resents, and an individual prize for the pupil with
the highest personal score.

The benefit of such an enterprise to the pupils,
the schools and the city is far-reaching in its
effect. Not only will the pupils become more
familiar with good music and learn to prefer it,
but the musical life of the school will be im-
proved. Also the community at large will be
stimulated to increased concert attendance and

llillllllllllllllllllilillllillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllilll^ illilll

to manifest more intelligent discrimination and
enjoyment of the music they hear.

Music memory contests are distinctly valuable
to all dealers. In many instances the Educa-
tional Department of the Columbia Graphophone
Co. has been able to place its facilities at the
service of leading music supervisors about the
country by furnishing lists of selections which
its representatives find are in constant use in

The Benefit of Music
U Memory Contests to |
H the Pupils, the City |
I and the Dealer Is Far- |
I Reaching in Effects |

■llillllilllllllllilillillllllllllllllllllllllll^^^^^^^^^^

the schools, and by co-operating with dealers
for immediate shipment of records for use in
the contest in the schools.

Not a little publicity has accrued to the dealers,
because these music memory contests always
receive the co-operation of the local press. The
local papers will furnish notes of the contest
with record numbers and give credit to those
dealers who actively participate in making the
contest a success. Through this publicity a
great many records are sold to the schools and

lilllillllllllllllllllllllllllllll

to the homes. As a matter of fact many letters
have come to us from school authorities stating
that they are unable to secure a sufficient supply
of needed records for this work.

This movement is in its infancy. Not only
have large cities taken it up, but it is now spread-
ing to small towns and rural communities.
Music supervisors all over the country are aware
of the exceptional list of recordings offered, and
it behooves every dealer to keep constantly sup-
plied with the list. The movement is a school
movement. That means sales of records and
phonographs to schools. It is also a home move-
ment. Nothing yet done has had such an im-
mediate effect in stimulating the desire for good
music. Every dealer, his salesmen and record
attendants should be thoroughly familiar with
the records that are widely used. It means in-
creased musical culture for everyone, but it also
means new business. It means business in the
homes long after the music memory contests
have closed.

MAX ROSEN GOES ABROAD

Max Rosen, the celebrated violinist, whose re-
cordings are issued by the Brunswick-Balkc-
Collender Co., sailed the closing days of May
for a concert tour abroad. He made his debut
in London early in June with great success. He
will later be heard in France, Holland, Belgium
and Italy.

The Kirsch Phonograph Co., of Brooklyn,
N. Y., has been incorporated under the laws of
the State of New York, with a capital stock of
$10,000. Incorporators: J. & B. Kirsch and J. N.
Halperin.

PERIOD MODELS

Louis XYI Model — also Queen Anne Period

A Hig^h Grade Phonograph and Library
Table Combined

Write

for
Dealers*
Discounts

No. 175. Pat. applied for. 42" long. 26" wide, 31" high.
Finiahed on all sides— solden oak, mahogany or walnut

Complete Your Line with These High Class Library Table Models

This high class instrument will enable you to meet any competition,
because of its beauty, clarity of tone and utility.

You are missing Dollar profits if you do not write for information — Today.

Now Ready for Delivery

SEABURG MANUFACTURING COMPANY

JAMESTOWN, NEW YORK

Pacific Coait Representative J. W. ROE. 1711 E. Harrison St., Seattle, Wash.

THE TALKING MACHINE WORLD

June 15, 1921

"KEEPING IN TOUCH" TRITE SLOGAN

Talking Machine Buyers Like to Be Remem-
bered After Their Purchases, Says Mr. Birns

"Keeping in touch," to quote the slogan of the
talking machine and piano house of Saul Birns,
111-113 Second avenue. New York City, and
"keeping in touch all the time," in fair weather
and otherwise, has put this establishment in a
position where it continuously utilizes to ad-
vantage every ounce of its selling energies. This
concern is always busy — even now. No com-
plaint is heard that trade is dull at 111-113 Sec-
ond avenue for the simple reason that "Saul,"
known as "King of the East Side Talking Ma-
chine Men," is on the firing line all the time,
keeps his stocks fit as a fiddle, maintains only
the best lines and doesn't try to concoct schemes
which will keep legitimate and business-getting
publicity expenses down. Then, again, he keeps
"in touch" with his customers and prospects.

Mr. Birns, who handles the Victrola and Vic-
tor records, is a firm believer in the idea that
buyers, even in these days of cautious spending,
are more and more concerned with the best that
the talking machine and allied lines possess.
Catering to this desire on the part of the con-
sumer has brought him the success that he
enjoys to-day — which is second to none among
East Side talking machine merchants. Some
axioms at bottom of Mr. Birns' success in busi-
ness are uncovered in the following:

"The purchasing public to-day is looking for
fruitful value," he says, "reasonably regardless
of price, and we find that the only way to satisfy
this desire is by ofifering nothing other than
standard merchandise to customers. Realizing
this fact, all far-sighted talking machine dealers
should line up their future accordingly and come,
as we have, to the point where they will handle
none but the well-advertised lines of talking
machines. Quality, not price, should be their
objective for the simple reason that the pur-

DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY

MOTORS
TONE ARMS
REPRODUCERS

CASTINGS { TURNTABLES
„ T J MOTOR FRAMES
Lirey Iron TONE ARMS

and Brass for ( HORNS and THROATS

Direct Quantity Importations On

Stylus Bars
Screw Machine Parts
Talking Machine Hardware

JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA

EASTERN REPRESENTATIVE
CHERINGTON MFG. CO.
IRONCLAD MOTORS

D. R. DOCTOROW

Vanderbilt Ave. Bldg.
SI East 42nd St., Neiu York
Tel. Vanderbilt $462

chasing public has so willed it. Then there are
other things that the merchant should do, and
do consistently, which have their favorable re-
actions on talking machine store profits. He
should give a square deal and give it every time;
back up every sale with a promise of service
and keep his promise afterwards; maintain a
comprehensive mailing list and utilize it monthly
and semi-monthly in sending out supplements
and refuse to economize on his window display.
Finally, he should keep constantly in touch with
his patrons."

No wonder it is a fact that at this house
invariably every purchaser of a talking machine
comes back in the due course of time for a
piano. Mr. Birns said the other day that busi-
ness had shown no drop with him and that he
didn't expect any.

DALION DEALERS ARE OPTIMISTIC

Secretary Roth, of the Milwaukee Talking
Machine Co., Tells The World of Conditions

CONDUCTING ACTIVE CAMPAIGN

Stanley Roth, secretary of the Milwaukee
Talking Machine Mfg. Co., Milwaukee, Wis.,
was a recent visitor to New York, calling on
some of his friends in the trade and investigating
a number of new ideas that were recently
brought to the attention of the company's fac-
tory executives.

In a chat with The World, Mr. Roth stated
that the Dalion talking machine is making rapid
headway in all parts of the country, and that
Dalion dealers are optimistic in their reports of
business conditions, basing their optimism on
their sales totals for the past few months. The
company recently increased its factory facilities,
and Mr. Roth and his associates are making
plans for an active Fall trade.

Wm. Phillips, president of the Wm. Phillips
Phono Parts Co., New York City, is a firm be-
liever in the slogan of the Chicago Tribune,
"1921 will reward fighters." He is practicing
Vi'hat he preaches, which has resulted in a good
share of business coming his way. Mr. Phillips
recently completed an out-of-town trip, which
resulted not only in substantial orders, but also
in a number of new accounts being opened.

NEW MUSIC STORE IN VENICE, CAL

Robert Sheehan, formerly secretary of the
Venice, Cal., Chamber of Commerce, has opened
a new and attractive music store on Ocean
Front, Venice, under the title of the Sheehan
Music Co. He will handle Columbia Grafonolas
and records.

The Talking Machine World, New York, June 15, 1921

Announcing
Brunswick Style No. 105

For Immediate Delivery

specifications :

Mahogany and Fumed Oak
Width \7%"
Depth 2034"
Height 15"
Oval Tone Amplifier.
Single Ultona Reproducer

and Tone Arm.
No. 3 Brunswick Motor

and Automatic Stop.
Turntable — with Felt
Cover. Three Needle
Cups.

1 Needle Cup with Cover.
Tone Modifier.
Speed Indicator.
Rubber Feet.

With Grill Removed

A few significant facts and figures concerning tiie
makers of The Brunswick Phonograph

-They manufacture every part of the Bruns-
wick Phonograph from top to bottom.

-Are the only phonograph manufacturers in
the United States, and probably in the whole
world, actually doing this.

-Have at present eight factories in which
Brunswick Phonographs and parts are
manufactured, and two factories devoted to
the pressing of Brunswick Records.

-Operate their own timber lands in Northern
Michigan.

-Cut their own veneer logs and slice their
own veneer.

— Manufacture their own panels.

— Manufacture their own shipping cases for
phonographs.

—Are capitalized for $56,000,000.

— Have branch offices in twenty-five principal
cities in the United States, five in Canada,
two in Mexico, one in France, one in Cuba
and one in South America.

In the light of these facts the notable con-
fidence and enthusiasm which, shared alike
by all connected with the Brunswick Phono-
graphinany capacity, are easily understandable.

THE BRUNSWICK-BALKE-COLLENDER CO.

General Offices: 623-633 S. Wabash Ave., Chicago
Branch Houses in Principal Cities of United States, and in Canada, Cuba, Mexico, France and South America
New England Distributors: Kraft, Bates & Spencer, Inc., Canadian Distributors: Musical Mercliandise Sales Co.

1265 Boylston Street, Boston, Mass. 79 Wellington St., West, Toronto

The Brunswick-Balke-Collender Co., la La Calle De Capuchinas No. 25, Mexico City, Mexico

PHONOGRAPHS AND

June 15, 1921

THE TALKING MACHINE WORLD

DEALERS KEENLY INTERESTED

Model Grafonola Shop in New York Branch of
the Columbia Co. Furnishes Dealers With
Ideas — Dealers Renovating Establishments in
Accordance With Model Shop Layout

Since moving into its new home at 121 West
Twentieth street the New York branch of the
Columbia Graphophone Co. has been visited
by dealers from all sections of the metropolitan
territory. They have been most enthusiastic re-

Comer of New York Model Grafonola Shop

garding the practical layout of the equipment
of the branch and have been particularly inter-
ested in the Model Shop which was installed.

The dealers in the New York district have
been quick to take advantage of the timely and
co-operative ideas represented in this Model
Shop, and many of them have removed their old
equipment, moved into new locations and in-
stalled brand new interiors and store fronts,
patterned on the lines of the Col-Van Model
Grafonola Shop.

Kenneth Mills, Aanager of the New York
branch', together with his assistants, has left
nothing undone to co-operate with the dealers
in receiving the full benefits of the Model Shop,
for example, a live Columbia dealer located at
Broadway, Brooklyn, who had been contem-
plating a new location, carefully investigated
every phase of the Model Grafonola Shop. Mr.
Oblo, this progressive Columbia dealer, was quick
to appreciate the advantages of the Col-Van
construction and adopted the system admirably
to a store of a unique shape which runs through
the block from one street to the other.

A member of the Columbia wholesale staff
visited a Mr. Shapiro, who had rented, a store
which was formerly an old bakery and who had
intended to invest a nominal amount in reno-
vating it as a Grafonola shop. Mr. Shapiro
visited the headquarters of the branch and after

Your Opportunity to
BuyattheRightPrice

inspecting the Model Shop in every detail de-
cided that it could be used as the basis for his
Grafonola warerooms. The plan worked out
successfully from every angle and during the
first week Mr. Shapiro sold $185 worth of rec-
ords.

The Model Shop in the New York branch is
a real, full-sized store, and in it the dealer may
see exactly what Col- Van construction represents
and just how it will look in his establishment.
Geo. E. Luders, supervisor of the Dealer Service
department of the New York branch, who makes
his headquarters in the Model Grafonola Shop,
is .providing the dealers with practical ideas
that have proved profitable and invaluable.

INCORPORATED

Schwartz & Chakerin, of Brooklyn, N. Y., has
been incorporated under the laws of the State
of New York with a capital stock of $20,000, for
the purpose of conducting a retail talking ma-
chine business. Incorporators: N. Katz, A.
Deutsch and L. J. Cohen.

RECORDS PRIZE WINNING SONG

"Santa Lucia Lontana," Sung for Vocalion Rec-
ord by Crimi, the 1920 Prize Winner in the
Annual Neapolitan Song Contest

There is rather an interesting story connected
with the song "Santa Lucia Lontana" (Santa
Lucia Far Away), which was recorded for the
Vocalion records by Giulio Crimi, the well-
known Metropolitan Opera tenor, and is found
in the June Vocalion list. Every year in Naples,
Italy, a prize is offered for the best Neapolitan
song written during the year. The prize is
known as the Pedigrotta Prize, and arouses much
competition among m,usicians. The song "Santa
Lucia Lontana" was the 1921 prize winner, and
is therefore conceded to have much merit.

Lorin F. Deland, who in days agone was in
charge of publicity for Oliver Ditson Co., Bos-
ton, used to say that a high price with a good
reason will sell more goods than a low price
with a poor reason. Multum in parvo.

HARPONOLA

the Phonograph with the "Golden Voice"'

tone

wins

Without tone a phonograph Is nothing. In its richness,
clarity and beauty of tone, the Harponola is winning an
ever increasing host of friends. Its golden spruce
(unstained) horn is scientifically perfect and is responsible
for tonal qualities that keep Harponola in its high place
in the trade. The Harponola proposition is synonymous
with success, — WRITE FOR IT TODAY.

THE HARPONOLA COMPANY

101 MERCELINA PARK CELINA, OHIO

Edmund Brandts, Preaident

Harponola Cabinets are built by the Mersman Brandts Brothers in a
separate up-to-date factory.

We manufacture 3 and 5-ply
panel stock in all thicknesses
and woods. Also 3-ply shelf
stock for Talking Machine
Cases.

Aak for quotations on our Talk-
ing Machine Crating Boxes.
They are built of solid woods.

THE BRANDTS FURN. CO.

CELINA, OHIO

THE TALKING MACHINE WORLD

June 15, 1921

Edison Message No. 96

An advance in Edison phono-
graph prices will be compul-
sory should the Government
increase the Excise Tax on
phonographs.

THOMAS A. EDISON, Inc

ORANGE, NEW JERSEY

June 15, 1921

THE TALKING MACHINE WORLD

Going After the Summer Talking Machine
Business Where the Summer Business Is

illlllllllllllll!lllllllllllll!llllllllllllllllllll
Summer talking machine and record sales re-
semble Summer farm crops in that if the ground
is properly cultivated and the seeds rightly sown
the results are pretty sure to come up to ex-
pectations, but results
cannot be expected if
intelligent effort is not
put into the work.

Talking machine deal-
ers who have made a
practice of going after
Summer vacation trade
in the past have already
mapped out their cam-
paigns and began early
L. A. Murray in June to carry them

out through the medium of special advertising
and by other means.

There are very few localities in which the
campaign for Summer business will not bear
fruit, for Americans of all classes are great be-
lievers in vacation and most of them manage to
get close to nature if only for a week or two
during the Smnmer. There are others who for-
sake their urban habitations for the entire Sum-
mer period and practically live in the open. To
all of these music in one form or another is one
of the requisites for complete enjoyment.
;i One dealer in discussing Summer campaigns
recently declared that with a fairly plentiful sup-

IlllllllllllllllllllllllllllllllllllllllllllllllllllllUllllllllllllllllllllllllllllllllli
might just as well be put into the selling of the
larger types with the greater profits.

For the individual who makes a drive on small
machines during the Summer months, and hav-
ing made a sale lets it go at that, the logic of
the dealer referred to may prove right, but the
rrtailer who is on the job simply regards the

llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
business wherever it happens to be, and in
regions favored by vacationists these demon-
strations on the spot, so to speak, are compara-
tively easy.

Perhaps the recital of actual experiences in
the selling of small machines to campers may
prove an inspiration to other dealers. L. A.

CAMPERS

TAKE MUSIC WITH YOU

Invite the great stars of Opera, Concert, Vaudeville
ami Cabaret to your Camp. Remember you can hear
these great artists as they wish you to hear them only on
the Victrola.

Take the poi-table style Victrola with you to Camp,
ttien bring it back and use it if you choosy, in your home.
It's'sfandard and can always"be repaired if out of order.

Genuine Victrola IV. $25.00. Ask about our special
campe- = outfit for JSO.fiO.

Use our 'Exclusive Victor Service.

MAKE. ARRANGEMENTS NOW
FOR YOUR CAMP MUSIC

A phone call v\M do it. Just phone Dav. 1281 and ft repre-
gentaUve will call on you and explain our proposition to campers
or prospective campers. This does DOl obffgale you.

Special Victrola Outing Outfit

$39.60

r paymente.

Genuine Victrola IV , $26.00

Strong Fibre Carrying Case - 9.50

12 Record Selections — 5.10

$39.60-

Two of the Typical Summer Advertisements

L. A. Murray's Headquarters

ply of higher-priced cabinet machines on hand
there is no real incentive, as was the case a
couple of years ago, to get rid of an unusually
large number of small portable models, and that
the effort put into the sale of small machines

sale of a small model machine to a vacationist
as merely the opening wedge for a bigger sale
later on. The vacationist who has enjoyed the
music supplied by a portable machine in his
canoe or his camp during the Summer is quite
likely to be an excellent prospect for a big
model for his home in the Fall or Winter, and
it is this angle that appeals to the really ener-
getic dealer.

Simply to advertise the small machines and
their adaptaJbility for vacation purposes is not
quite sufficient, for the vacationist cannot be
expected to leave his camp and hunt up the
dealer. It is up to the retailer to go after the

Murray, who specializes in the Victor line ,in
Davenport, la., has for several years gone after
the business of the vacationists consistently and
successfully. "Gone after it" is right, for the
salesman takes a machine and a supply of
records right to the camp. In telling of the
method pursued Mr. Murray says:

"About dusk at the camping spots, just about
the time the campers are coming to their cot-
tages ready to lounge around for the rest of the
evening, one of our men starts his canoe dowli
the river; incidentally he places a Victrola IV
and a few records in his boat and at the psycho-
{ Continued on page 40)

ECLIPSE

RESPECT

THE ECLIPSE MUSICAL CO.

Wholesale Only

Cleveland, Ohio

THE TALKING MACHINE WORLD

June 15, 1921

RECORDS

Sapphire or Attuzllt

^<5r STEEL NEEDLE

First in Tone and Quality

First out with the Popular Favorites

First in point of Salability

Sapphire
Record
No.

20555

20561

20558
20556

20557
20559
20560

20554
20553
20552
20551

20554

LATEST DANCE HITS ^To"

I'M NOBODY'S BABY— Fox-trot . .Delia Robbia Orchestral Q20555

PAPER DOLL — Fox-trot Delia Robbia Orchestra J

ALL BY MYSELF— Fox-trot Merry Melody Men]

A BABY IN LOVE from "The Last Waltz"— Fox-trot, 020561

Hazay Natzy's Orchestra

LUCKY DOG BLUES — Fox-trot Synco Jazz Band\ -gg

SATANIC BLUES— Fox-trot . Synco Jazz Band/

fTOREADORA — Fox-trot Piedmont Dance Orchestral

YOU'RE THE SWEETEST GIRL IN ALL THE WORLD— Fox-trot, l020556

I Delia Robbia Orchestra J

^ JUST KEEP A THOUGHT FOR ME— Fox-trot, ]

Waldorf-Astoria Dance Orchestra 020557
NEISTING TIME — Fox-trot Jcizz Syncopata-sj

CROONING — Fox-trot Ceisino Dzince Orchestral Q20559

GOOD AS GOLD — Waltz Casino Dance OrchestraJ

WAIT UNTIL YOU SEE MY MADELINE— Fox-trot, 1

Casino Dance Orchestra l020560
DO ANOTHER BREAK — Fox-trot Green Brothers' Novelty BandJ

POPULAR VOCAL HITS

PUCKER UP AND WHISTLE The HarmonizerslQ20554

PEGGY O'NEIL BiUy JonesJ

SINGIN' THE BLUES Jack Norworthi q20553

AIN'T WE GOT FUN! Jack NorworthJ

MOONLIGHT AND HONEYSUCKLE Orpheus TriolQ20552

DROWSY HEAD Orpheus TrioJ

HELD FAST IN A BABY'S HANDS Lewis JameslQ2055l

CAROUNA LULLABY James and HartJ

HOW MANY TIMES — Dance Rhythm . . . Lavinia Turner and Her Band]
. CAN'T GET LOVIN' BLUES— Dance Rhythm, 020554
I Lavinia Turner and Her Bemd I

Pathe Freres Phonograph Company

20 GRAND AVE. BROOKLYN, N. Y.

June 15, 1921

THE TALKING MACHINE WORLD

The Best Salesmen Need

Convincing Talking Points

The exclusive features of the Pathe line account
for the Pathe dealer's ability to "put sales across"

The Actuelle

a Pathe Freres invention, represents the biggest
forward stride in sound reproduction in 25 years.

The Pathe Phonograph

embodies 6 exclusive advantages : A full, clear tone
produced by the pure tone chamber and the Pathe
sapphire ball; no needles to change; records do not
wear out; plays all makes of records better; always
ready to play; volume can be delicately shaded
with the Pathe controller.

The Pathe Electric Motor

with only two moving parts is a marvelous new
improvement in electric motors equipped in Pathe
machines at the same retail prices as spring motor
machines.

Pathe Sapphire Records

played with the famous sapphire ball do not scratch
or wear out, and because the ball fits the groove
perfectly render a full, round, natural tone.

Actuelle (steel-needle) Records

are the only steel-needle records made with the
supreme Pathe tone.

These invaluable exclusive assets, backed up by prices attractive to the
public, and the Pathe Selling Plan, the most successful plan for retailing
phonographs under present conditions, are enabling Pathe dealers to move
right on toward prosperity.

Pathe Freres Phonograph Company

20 GRAND AVE. BROOKLYN, N. Y

THE TALKING MACHINE WORLD

June 15, 1921

GOING AFTER SUMMER BUSINESS

(Continued from page 37)

logical moment starts to p\s.y a good instru-
mental or a good tenor duet. Here in the wilds
of Iowa music in canoes is not at all common
and this little stunt brings them out of the camps
just like the first 'horseless' carriages used to
terrorize our peaceful neighborhood.

"Of course that excites curiosity, and those
who have heard and have not seen naturally and
innocently ask what it is and who it is. Some-

The Demonstrator Making H

bod}' has found out and answers that it's Mur-
ray's representative and a Victrola and a canoe.
Then if thej' want to know who Murray is, of
course there is someone else who can answer
that. That starts the propaganda, which is
backed up b}- a circular letter, a newspaper cam-
paign and a vigorous camp-to-camp canvass all
over the Tri-Cities wherever there are camps.

"The object primarilj^ was, of course, to sell
Fours and Sixes, but another big asset grew
from our work in this line which we carelessly

overlooked at the time we planned this cam-
paign, viz,, advertising and good will. Our
demonstrator at the camps brought us elbow to
elbow with a great many residents of the Tri-
Cities who are now our record patrons, and
who we believe we can safely say are adver-
tising us to other people. A great many of
those who bought Fours and Sixes for their
camps also bought Sixteens and Seventeens for
their homes in the Fall, They told us they
would. That doesn't mean that we did like some
dealers promise to do, viz., take the Fours or
Sixes in at full value
on the larger instru-
ment. We did not
promise in a single in-
stance to take the
Four or Six back. We
sold these Fours and
Sixes.

"Our salesmen were
instructed to make no
such promises in their
sales talks. It was
pointed out to all
these buyers of port-
able Victrol'as that,
although they had a
cabinet style Victrola
in their home, the
small one would still
be useful for next
j-ear's outing party or
for the nurserj', ver-
is Rounds anda, auto trips, little

private dancing parties, etc. We made it ap-
pear that the buying of the small Victrola had
nothing to do with the buj"ing of the large one
and the result is that no one expects us to take
them in trade.

"We try to keep out of the 'trade' business as
much as possible, but we will, of course, take
a Victrola back in certain instances. Other
makes of machines we will not accept in trade."

As a preliminary to the visit of the salesman
with his canoe and his Victrola. Mr. Murrav

carries a substantial advertising campaign in the
local papers, using copy that is calculated to
make a direct appeal. The accompanying repro-
duction gives some idea of the type of copy
used, the same occupying space three columns
wide and approximately a half page deep. The
practical manner in which the music is brought
to the campers is also shown in the illustration.

There is no reason why the average retailer,
especialh' the man located in the sections fa-
vored bi' vacationists, cannot follow the example
of Mr, Murraj- with equal success.

LAVINIA TURNER WITH PATHE

Popular "Blues" Singer to Make Records Ex-
clusively for the Pathe Library

The Pathe Freres Phonograph Co,, Brooklyn,
N. Y., has announced the acquisition of Lavinia
Turner as an exclusively Pathe artist. Lavinia
Turner is an inimitable singer of "blues" and
will be accompanied by her own jazz band in
the various Pathe recordings. Her fame grew
from her performance in a number of the best
cabarets of uptown New York, and she also
gained considerable popularitj' through her per-
formance in "Tickle Me."

The first Lavinia Turner record includes a
pair of irresistible blues songs written especially
for Miss Turner by J. Russel Robinson, com-
poser of "Margie" and "Palesteena." The selec-
tions are "How Many Times" and "Can't Get
Lovin' Blues." They are released in both the
Actuelle needle cut and the Pathe sapphire ball
records. The tremendous popularity of this type
of record, combined with the large following of
Lavinia Turner, indicates that it will prove a
big success.

A flashy eye-catching window streamer has
been prepared and a campaign to push this num-
ber will be conducted broadcast throughout the
country.

Half the failures in life come from pulling
one's horse when he is leaping.

FEATURES

LARGE diaphragm and
long stylus bar length-
ens vibrations, producing a
deeper and more natural
quality of tone.

Perfectly balanced in ac-
cordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproducer
permits a freedom and
sweetness of tone heretofore
thought impossible. Sur-
face sounds almost entirely
removed.

Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.

PLAYS ALL RECORDS

No. 2 Round Tone Arm and Reproducer

KNOWN the country over for its excellent quality of
tone and natural, life-like reproduction of all
musical tones, and its great volume. This tone arm on
your machine spells success, because of its high standing
in the Phonograph World.

Made only in 8 '/2 -inch length. Can be furnished with or
without Mute Tone Modifier, with Mica oi _ , _ , _ _ .
diaphragm, NOM-Y-KA

THE JEWEL MUTE

CONTROLS volume just
like the humaji throat.
Built in the reproducer and
functions in such a way that
the length of vibrations is
minutely regulated and the
tone reproduced to a soft-
ness and clearness that is re-
markable.

Operates by means of a
thumbscrew and is instantly
adjustable. Tone has free
and unimpaired passage
throughout tone arm and
chamber — Not "Muffled" or
Choked ' as with ordinary
type of tone modifier.

Perfect regulation without
in any way changing char-
acter of tone.

JEWEL PHONOPARTS COMPANY - 154 W. Whiting St., Chicago

June IS, 1921

THE TALKING MACHINE WORLD

Convention of Southern Victor Dealers

Most Successful Meeting of Southern Victor Dealers^ Association Held in New Orleans on May 19th and 20th, With
Retailers from Several States in Attendance — Program a Constructive One — Visitors Elaborately
Entertained by Local Jobbers — Interesting Convention Chat

New Orleans, La., May 31. — With business ses-
sions abounding in constructive, forceful
thoughts and ideas, New Orleans' hospitality lib-
erally exemplified, an inspiring message brought
from the Victor Co. by its representative, John
G. Paine, and other notable features, the third

Local Reception Committee, left to right — J. V. Dugan,
New Orleans, La.; Ned Wilson, New Orleans, La.; Mrs.
M. F. Saunders, Memphis, Tenn. (not on Committee) ;
Jack Hofheinz, New Orleans, La.

annual meeting of the Southern Victor Dealers'
Association, held- here May 19 and 20, proved
the greatest gathering of its kind held so far.

The first day the dealers met in morning
and afternoon sessions to hear welcoming ad-
dresses and topics that struck home. They car-
ried on still more enthusiastically in the evening
out at Spanish Fort, the South's favorite play-
ground, as the guests of Philip Werlein, Ltd ,
where they were dined and feted at Tranchina's
restaurant.

On into the second day they went with still

Prominent Visitors, left to right — L. D. Woodruff, Ilat-
tiesburg, Miss.; S. G. Wilson, Greenwood, Miss.; O. R.
Dom, Q R S Music Roll Co., Chicago, 111.; L. G. Willis,
Beckwifh-O'Neill Co., Minneapolis, Minn.

more business discussions of a vital nature in
the morning — then the afternoon gathering to
hear, as President Burton put it, "the whole
wheat" — John G. Paine's masterly and inspiring
address on Victor ideals — to the wind-up at night
with the Association banquet in the Assembly
of the St. Charles Hotel — all serving to make it
a never-to-be-forgotten, memorable rendezvous
of the "leading lights" of Victor representation
in the Southland.

Weather conditions were ideal — the real warm
season just having about started down here —
so this was one of the splendid things to make
the convention go over big; also the local deal-
ers, as well as visiting jobbers, helped to put the
occasion over successfully by co-operating.
The Subjects Discussed

Among the subjects discussed in the conven-
tion, from all of which much good was drawn,
were: "Come Back to Normalcy," "Interest on
Deferred Payments," "Trade-ins," "Including

Records on Contracts," "The Question of
Terms," "Outside Selling," "The Victor Knows
No Competition," "Selling IV's and VPs,"
"Opinion as to Newly Qualified Dealers." Most
of the subjects were presented in the form of
papers read by members and were then thor-
oughly discussed by the meeting in general.
Important Resolutions Adopted
The convention also went on record as adopt-
ing a number of important resolutions, among
them:

"Be It Resolved, That we, the Southern Vic-
tor Dealers' Association in annual meeting as-
sembled, strongly reaffirm our loyalty and alle-
giance to Victor product, which to-day, as in the
past, stands pre-eminent in the talking machine
industry of the world:

"That we convey to John G. Paine, and to the
Victor Talking Machine Co., our deep apprecia-
tion of his valued time and presence in our
meeting and his wonderfully inspiring address,
and that we further convey to the Victor Co.
our most hearty good wishes for a continuance
of the phenomenal success and high recognition
which have already been bestowed on Victor
supremacy by an appreciative public."

The convention went on record as favoring a

Some Officers, left to right— R. G. Brice, Charlotte, N. C. ;
B. B. Burton, Birmingham, Ala.; R. G. McDavid, Birming-
ham, Ala. ; F. E. Mahoney, Chattanooga, Tenn., and
Parham Werlein, New Orleans, La.

building up of the membership to make its im-
portance more forcibly felt in the musical in-
dustry of the South. It was recommended that
the membership at least be doubled by the next
meeting, and that interest be charged on de-
ferred payments.

The meeting favored the inauguration of a

record exchange bureau service, one that would
be of substantial benefit to all; extended greet-
ings to a new organization of the Southwestern
Victor Dealers' Association, and cordially wel-
comed its representative, E. C. Goodell, of
Beaumont, Tex., giving a pledge of hearty co-

Jobbers at the Convention, left to right, top row: J. D.
Moore, Talking Mach. Co., Texas; R. D. McLemore, O. K.
Houck Piano Co., Memphis, Tenn.; Parham Werlein, Philip
Werlein, Ltd., N. O. Bottom row — Ben Hammond, Talking
Machine Co., Birmingham, Ala.; Paul S. Felder, Philip
Werlein, Ltd., New Orleans; W. H. Reynalds, Reynalds
Music House, Mobile, Ala.

Operation and assistance in every way possible.

A resolution was also passed thanking the
jobbers and dealers of New Orleans for the
wonderful entertainment provided for the visi-
tors, and special thanks were tendered Philip
Werlein, Ltd., for the hospitality offered by
that house.

John G. Paine's Message

Mr. Paine, who was the official representative
of the Victor Co., spoke on "Victor Ideals."
Telling the story of Eldridge R. Johnson, guid-
ing genius of the Victor Co., as essentially a
dreamer whose visualization and extreme prac-
ticability have given the world's best music to
the world's masses, Mr. Paine said that Mr.
Johnson, his success already established, was
not ready to concede it himself until every
(Continued on page 42)

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June 15, 1921

CONVENTION OF SOUTHERN VICTOR DEALERS— (Continued from page 41)

Victor dealer was successful. This is the "great
ideal of Mr. Johnson," stated the speaker.

"The Victor Co. is the trustee of every dollar
jou put into our merchandise and your money
is as secure in it because of its 'built-in' quality.
Our policy is as broad as is the quality of the
product we sell, and when we say the Victrola
is 'supreme' we prove it!" Mr. Paine then
cited some of the standards exacted in the manu-
facture of Victor products, touching upon the
lumber going into the cabinets, its process of
seasoning in the extensive yards and dry kilns
"one year for each inch of thickness"; how the
forests of China and Japan contributed their

have forgotten the Soul^ We're all out of tune.
Life! — We've got to bring it back!"

Mr. Paine's word pictures and passages were
only surpassed by his enthusiasm and rounds of
applause greeted him frequently during his ad-
dress as well as at the conclusion.

J. J. Rockwell's Paper Read

Due to illness, J. J. Rockwell, of Reincke-EUis
Co., was prevented from attending the conven-
tion, but his paper, which was forwarded, was
read by Jack Hofheinz, of the Werlein Co.

The dealers are indebted to Mr. Rockwell for
the many splendid thoughts contained in his
address, and only regretted that Mr. Rockwell

ment of employes to a "fighting pitch" for busi-
ness, all were stressed as vital contributors to
progress at this time.

Not "Hard Times Coming" but "Soft Times
Going" illustrated Mr. Rockwell's ideas as to
being alive to what the present situation de-
manded.

Mr. Rockwell offered some excellent and prac-
tical suggestions on means for getting business
under existing conditions by the use of a large
mailing list and by other methods. He declared
that too many dealers have let their "selling
muscles" get flabby and must go into training
again to get the business. He declared that the

Guests at the Association Banquet, May 19, in the
Cable-Shelby-Burton Piano Co., Birmingham, Ala.; John

share to Victor quality; what extreme measures
made for a never-warping Victor cabinet con-
struction.

Mr. Paine continued by telling how during the
war period insistence upon Victor quality pre-
vented other concerns from turning out Victor
cabinets, and said that now, as then, "no lure
of present gain can induce us to lower our
quality."

The speaker paused here to tell of the world's
greatest artists choosing the Victor for the faith-
ful reproduction of their genius, which was food
for thought.

Speaking feelingly of how the little Victor
Dog stands for faithfulness, Mr. Paine said his
companj' would always be the guardian of every
dealer's dollar of investment, but in return the
\^ictor Co. would like to hope for a return of
this faith in the company itself, from every
Victor dealer by honest merchandising, loyalty
and co-operation. Then it would be the ideal
combination. Apropos present conditions in the
business world, Mr. Paine stirred his hearers
with this thought : "We ask, 'What's wrong
with business?' because we don't ask, 'What's
right?' The reservoir is full. Take your buckets
and go and dip it out!" The speaker reached
the climax of his address when he said: "We

Assembly of the St. Charles. Three prominent personages,
G. Paine, Victor Talking Machine Co., Camden, N. J.; Parham

could not be present himself to deliver the ad-
dress.

Mr. Rockwell's address assured the hearers
that now was the time to work harder than ever

Prominent Visitors, left to right: J. S. Smith, Lake
Charles, La.; Toe B. Gressett, Meridian, Miss.; Gene
Gifford, Port A'rthur, Tex.; C. W. Troy, Tupelo, Miss.;
Dave Rice, Jackson, Miss.

for business. More intensive advertising, better
attention to details of the business, such as store
arrangements and window displays, develop-

seated at the table from left, to right: B. B. Burton, of
Werlein, President Philip Werlein, Ltd., New Orleans, La.

Victor dealer and "his salesmen were really

salesmen-teachers and had an important place

to fill in the social and business world.

"Loving Tribute" to the Jobbers

One of the bright spots of the meeting was
the left-handed tribute paid to the jobbers by
Ned Wilson, a tribute that brought forth con-
siderable applause.

"The jobber's main aim in life is to keep the
dealers posted on the specials of Paul Whiteman
and his orchestra.

"No dealer appreciates the jobber. The jobber
is the best friend the dealer has. Doesn't he
make the dealer regularly a shipment on the
30th or 31st of each month? I don't mean the
records that are scheduled for the 1st. Doesn't
he always have hymns when we want jazz and
r.ice music? Doesn't he always have American
walnut machines? He is one guy that doesn't
know anything about mahogany.

"From the number of letters we get there must
be ten jobbers or more to each dealer. The
Victor Co. writes a letter to the trade and by
the time we hear from every jobber from
. Augusta, Me., to Portland, Ore., and down each
coast line, that letter is as well known as the
Victor dog.

"Once a year the jobbers just like to get to-
gether and have some '378' 'n' everything. The
only difference is that they wonder what they
are going to give us and we wonder what we are
going to get. But, after all, they are good fel-
low's and \i'e are glad to have them with us once
more."

The Werlein Entertainment

The entertainment program was generous and
varied. "Positively the best entertainment of
its kind at any time, any place." Such summed
up what practically everyone thought of the
dinner and dance given the first night of the
convention at Tranchina's, Spanish Fort, by
Philip Werlein, Ltd. Something like ISO guests
were conveyed" out to the Lake in three big
sight-seeing cars. The start was made in front
of the Werlein store at 605 Canal street, and
on the way out several beautiful residential and
boulevard sections were traversed.

The guests sat down at the banquet tables at
8 o'clock, and from then on till the "wee sma'
hours" joy reigned supreme. The feast was
enough to satisfy the most exacting gourmand
or gourmet, being tj'pically New Orleans in this
respect, and nothing was lacking to put everyone
in good spirits for all the features that made it
so enjoyable.

COTTON FLOCKS

. FOR ,

Record Manufacturing
THEPECKHAM MFG. CO., ^ewaek.^n"!

June 15, 1921

THE TALKING MACHINE WORLD

The New Better Werlein Service

To Southern Victor Retailers!

Actually Helping
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You'll Like This Policy, Mr. Dealer. Seventy-nine Years of
Successful Musical Merchandising Is Behind It!

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NEW ORLEANS

Wholesale Victor Department

CONVENTION OF SOUTHERN VICTOR DEALERS— (Continued from page 42)

With everyone in such a jolly mood and with
such splendid company in the way of local
as well as visiting menibers of the fair sex, who
were present, added impetus for a good time was
given by the dancing, which then began to the
strains of Piron's famous orchestra. In addition
the "Spanish Fort Quartet," an organization of
negro singers and dancers, kept the crowd in a
high state of merriment with their unique enter-
tainment.

The endeavors of Parham Werlein, the presi-
dent of Philip Werlein, Ltd., and Paul Felder,
secretary-treasurer, to extend hospitality to their
guests, and the evident pleasure they themselves
got out of their cordiality, was the subject of
comment upon every side.

In addition to the Werlein entertainment at
Spanish Fort, both Mr. Werlein and Mr. Felder,
as well as Mr. Hofheinz, of the Werlein Whole-
sale Victor Department, were active all during
the convention to see that nothing was left un-
done to contribute to the welfare and comfort
of everyone in attendance.

The Association Banquet

The Association banquet, which was held the
second night of the convention in the Assembly
of the St. Charles Hotel, was a splendid affair.
This large hall was ideal for the occasion and
the setting represented a levee scene on the
Mississippi River.

The banquet itself was exemplary of New
Orleans fame in this respect, and showed the
St. Charles chef at his very best, much to the
delight of those present.

The "Jazzo Six" furnished excellent music for
dancing, which was indulged in until a late hour.
John G. Paine, of the Victor Co., was called
upon for a few remarks and ably responded, as
usual. Several others also had a few things to
say, which were well received. Some 100 people
attended this gathering, and it was a fitting
finale to the convention.

Mrs. Hazel Dare Wilder, the Louisiana so-
prano protege of Mary Garden, and hailed as an
artist of great prominence, sang a number of
selections during the course of the evening.
Those in Attendance

R. P. McDavid, Clark & Jones Piano Co.,
Birmingham, Ala.; D. H. Rice and wife. Rice
Furniture Co., Vicksburg, Miss.; E. L. Staples,
Philip Werlein, Ltd, New Orleans; E. W. Wil-
son, Jr., Collins Piano Co., New Orleans; C. A.
Tyler, Montgomery Talking Machine Co., Mont-
gomery, Ala.; W. G. Quinn, Cable-Shelby-Burton
Piano Co., Birmingham, Ala.; C. W. Troy, St.
Clair Drug Co., Tupelo, Miss.; S. G. Wilson,
Wilson Furniture Co., Greenwood, Miss.; M. J.
Dreyfus, Dreyfus Hardware Co, New Iberia,
La.; H. N. Ellis, Ellis Jewelry Co., Ensley, Ala.;
A. D. Pedan, Laurel Furniture Co., Laurel,
Miss.; W. P. Berry, Dwyer Piano Co., New
Orleans, La.; R. P. Hamilton, Victor Talking
Machine Co., Camden, N. J.; L. Hammonds,
Foster Jewelry Co., Monroe, La.; F. W. Raggio,
City Drug Co., De Ridder, La.; W. L. Schroeder,
Philip Werlein, Ltd., New Orleans, La.; T. M.
McLemore, O. K. Houck Piano Co., Memphis,

Tenn.; F. E. Gifford, Crowell-Gifford Co., Port
Arthur, Tex.; E. W. Guttenberger, Talking Ma-
chine Co., Mobile, Ala.; Ben. Hammond, Talk-
ing Machine Co., Birmingham, Ala.; B. B. Bur-
ton, Cable-Shelby-Burton Piano Co., Birming-
ham, Ala.; Mr. and Mrs. L. M. Willis, Beckwith-
O'Neill Co., Minneapolis, Minn.; R. A. Young,
Philip Werlein, Ltd., New Orleans, La.; C. W.
Parker, Dulion Mercantile Co., Biloxi, Miss.;
W. D. Miller, Reynalds Music House, Mobile,
Ala.; Mrs. M. F. Saunders, Bry-Block Mercan-
tile Co., Memphis, Tenn.; W. H. Spitzkeit, Adam
Glass & Co., Mobile, Ala.; M. H. Wheat, Reynalds

Unit Construction Co., Philadelphia, Pa.; Ollie
Dom, Q R S Co., New Orleans, La.

The following from the local Victor stores
attended the various business as well as social
sessions of the convention:

From Philip Werlein, Ltd.: Miss B. Hoit,
Miss M. Drago, Miss C. Caruthers, Mrs. M.
Wilmot, Mrs. John A. Hofheinz, B. L. Adler,
C. Sadler, L. L. Abbott, Mr. and Mrs. P. M.
Harris, Mrs. Hazel Dare Wilder.

From Maison Blanche Co.: Miss F. Johnson,
Miss G. Britton, Miss E. Hardy, Miss B. Sewell,
Miss L. Lawley, Mr. Powell.

Group of Conventioners Taken at

Muisic House, Mobile, Ala.; J. G. Paine, Victor
Talking Machine Co., Camden, N. J.; R. G. Brice,
Parker Co., Charlotte, N. C; J. D. Moore, Talk-
ing Machine Co., Houston, Tex.; John A. Hof-
heinz, Philip Werlein, Ltd., New Orleans, La.;
V. B. Richard, Phoenix Drug Co., Jennings, La.;
W. H. Reynalds, Reynalds Music House, Mo-
bile, Ala.; Parham Werlein, Philip Werlein, Ltd.,
New Orleans, La.; C. A. Tyler, Montgomery
Talking Machine Co., Montgomery, Ala.; H.
Spang, Philip Werlein, Ltd., Baton Rouge, La.;
J. B. Gressett, Gressett Music House, Meridian,
Miss.; Paul S. Felder, Philip Werlein, Ltd., New
Orleans, La.; E. A. Sarphie, Sarphie Jewelry Co.,
McComb, Miss.; J. S. Smith, Smith Music House,
Lake Charles, La.; F. E. Mahoney, Rhodes,
Mahoney Co., Chattanooga, Tenn.; E. C. Goodell,
Pierce Goodell Piano Co., Beaumont, Tex.; J. V.
Dugan, Dugan Piano Co., New Orleans, La.;
A. E. Malhiot, Malhiot Co., Thibodaux, La.;
L. D. WoodruflE, L. D. Woodruff Furniture Co.,
Hattiesburg, Miss.; B. G. Powell, Maison Blanche
Co., New Orleans, La.; Miss E. Delery, Philip
Werlein, Ltd., New Orleans, La.; L. M. Baish,

Side Entrance to the St. Charles

From Dwyer Piano Co.: Miss Johnston, Miss
Regan, Mr. and Mrs. Berry.

From Dugan Piano Co.: Miss M. Boos, Miss
B. Boos, Ben. Mayer, Miss M. St. Hillarc, Mrs.
Dugan, Miss M. Rodrigues.

From Collins Piano Co.: Miss G. Cazeneuve,
Miss C. Bienvenu, Miss G. Bofil, Miss G. Adolph,
•Mrs. Wilson.

CONVENTION SIDE LIGHTS

As usual. Miss Emma Dclery was right on the
job welcoming guests down at the wholesale
house, as well as at the various meeting and
gathering places of the convention. Miss De-
lery's long service in the Werlein organization
has enabled her to form many friendships
in Victor circles in this territory, and she prac-
tically knows everyone. She was ably assisted
by Miss L. Monteleone and Miss M. Guzzardo,
as well as N. G. Nicolich, of the wholesale force.

As usual, B. B. Burton made an ideal master
of ceremonies and presiding officer. However,
iConiiiwed on page 45)

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June 15, 1921

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THE TALKING MACHINE WORLD

CONVENTION OF SOUTHERN VICTOR DEALERS— (Continued from page 43)

everyone believed Mr. Burton really came down
to go fishing with Paul Felder and Johnny
Dugan, for this was their sole topic of conversa-
tion every spare minute.

Someone told us about a play, "The Passing
of the Third Floor Back," but "Room 378" kept
them from passing up the third floor back at the
St. Charles.

The convention enjoyed a visit from our good
friend Lew Willis, of Beckwith-O'NeiU Co.
Lew's "Selrex" Counter did not arrive in time
to be displayed before the dealers, but from
every indication Lew has a dandy proposition
for every dealer, and all of his friends wish him
much luck in putting over his clever sales-
getting idea. Mrs. Willis was with Lew and
was a much sought-for dance partner.

Ollie Dom, of Q R S fame, was not so clever
with his "African golf" stufif as he is selling
Q R S rolls. Ask F. Raggio, of De Ridder.

John G. Paine was billed as the headliner of
the convention, and no one from the "big time"
circuit ever got a more enthusiastic reception
on any stage.

As usual, the Birmingham delegation was large
and enthusiastic. Tyler and Quinn gave all the
ladies a treat — thus living up to their reputation.

Bob McDavid "lost his voice," but being such
a "vamp" on the dance floor he hardly missed
it, as his "wicked steps" will testify.

Looks as if Bill Reynalds will be host at the
next convention, in Mobile. Bill brought along
a good delegation as usual, and was right there
with his 100 per cent Victor ideas.

Ralph Young was the only fellow who did
not lose sleep during the convention, and was
full of "pep" (?) — during the entire evening.

R. G. Brice and J. V. Dugan, as the new offi-
cers of the Association, assure a live organiza-
tion from now on, and everyone extended con-
gratulations.

Ed. Goodell and Gene Gififord were the two
live wires from East Texas at the meeting. Ed.
brought along Mrs. Goodell. They were only
recently married, and of course were kept busy
receiving congratulations.

The membership was glad to welcome W. H.
Spitzkeit, who is manager of the newly installed
Victor account at the Adam Glass Furniture
Co., Mobile, Ala.

As usual, F. E. Mahoney, of Chattanooga, was
on hand and lent his guiding genius toward
making the convention the big success it was.

Everyone will remember with pleasure meet-
ing Mrs. M. F. Saunders, manager of the Vic-
trola department of the Bry Block Mercantile
Co., at Memphis, Tenn., who succeeded John A.
Hofheinz in that position several months ago
when Mr. Hofheinz came to the Werlein or-
ganization here. Mrs. Saunders has already
made quite a success in her new work and is,
without a doubt, one of the best-posted women
in the Victor game.

It is understood that at next year's meeting
the question of naming an official "vamp" for
the organization will be brought up. Tyler and
Quinn will no doubt boom our worthy June Ber-
nice Jalenak, as both the Memphis and New
Orleans convention attendance will testify. In
addition to having all the qualifications. Miss
Jalenak is making a name for herself in Victor
circles for the "peppy" way she is handling the
Dugan Victrola department here.

The convention enjoyed having R. P. Hamil-

ton, of the Victor traveling forces, who dropped
in une.xpectedly. Mr. Hamilton is a Victor en-
thusiast despite his regular stipend from the
Victor Co., for he has spent years in building
up a library of Victor records and now owns
some 4,000 choice selections.

When the dance miusic started at Spanish Fort
someone said: "Now we will see Terpsichore,"
and, sure enough, Will Berry waltzed right out
on the floor, the living personification of the
the popular Muse. Berry was "full of hops" —
meaning, of course, his remarkable agility as a
dancer — and several of his dance partners will
testify that he was the cleverest fellow who ever
stepped on their feet.

Also among those missing were Lou Pitts and
Bill Sutherland, from the Houck forces at Mem-
phis. Lou's absence made it easier on the bell-
boys at the St. Charles.

Favorable comments were heard from every
side relative to the new wholesale headquarters
of the Philip Werlein, Ltd., on Bienville street.
The establishment is equipped like a model Vic-
tor shop, and many dealers who are contem-
plating installing new equipment got good
pointers in the Werlein place.

Walter Schroeder and Ernest Staples, who
have been recently added to the road force of
Philip Werlein, Ltd., were about every minute
of the time, looking after everybody's requests
and wants. Ernest was quite a high financier —
ask Ollie Dom. Walter and A. D. Pedan, of
Laurel, Miss., were "big buddies" and, like Grape
Nuts — "there's a reason."

The Local Arrangements Committee, com-
posed of J. V. Dugan, of the Dugan Piano Co.;
Ned Wilson, of Collins Piano Co., and Jack
Hofheinz, of Philip Werlein, Ltd., were on the
job from morning to night, and received the

praise of everyone for the successful way they
liandled details at the convention.

Dave Rice, from Jackson and Vicksburg, was
here with his mighty attractive little wife. They
are recent newlyweds, and Mrs. Rice particularly
enjoyed her first visit to New Orleans im-
mensely.

Gordon Powell, of the Maison Blanche Co.,
was right there with the entertainment. In
fact, his several "brands" were most sought after.
Gordon also handled the local reception details
in his characteristically good way.

Another familiar figure at the convention was
C. D. Troy, of Tupelo, Miss. Mr. Troy is a
veteran Victor dealer and never misses a gather-
ing of this kind.

Ellis Sarphie, of McComb, was one of the
live Victor dealers in attendance; also L. D.
Woodrufif, of Hattiesburg. Among the other
live dealers were Marcel Dreyfus, of New
Iberia, La.; J. S. Smith, of Lake Charles; Mr.
Burns, of Covington, La.; Mr. Parker, of Biloxi,
Miss.; A. E. Malhiot, Thibodaux, La., and V. B.
Richard and Mrs. Richard, of Jennings, La.

Among those missing were Mr. and Mrs.
Frank Murphey, Alexandria, La., and Frank
Alien, of Meridian, Miss., unavoidable circum-
stances keeping them from attending.

P. M. McLemore, of the O. K. Houck Piano
Co., Memphis, Tenn., and H. Baish, of the Unit
Construction Co., greeted their many friends.

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THE TALKING MACHINE WORLD

June 15, 1921

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THE TALKING MACHINE WORLD

Van and Schcnck arc at their best and tun-
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COMMENTS ON THE PATHE FUTURE

President E. A. Widmann, of Pathe Freres Pho-
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Business Outlook in Interview With World

Eugene A. Widmann, president of the Pathe
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note regarding the future as it affects Pathe in
a recent interview with The World. Mr. Wid-
mann spoke of the individuality and superior
points of the Pathe electric motor and the ex-
clusive sales advantage of this motor for the
Pathe dealer. In summing up general conditions
Mr. Widmann said in part: "A big thing that

Eugene A. Widmann

has been staring in the face of each manufac-
turer, whether he be a manufacturer of steel or
candy, textiles or phonographs, has been the
high price of the finished product on hand and
the inventory commitment prices of the raw
materials in stock. At the beginning of the year
we faced this problem, and for that reason it
was not possible for me to give my customary
message to the trade. I am happy to say that
we have now entirely adjusted the situation and
have taken our medicine. We are going into the
future with our inventory brought down to
present-day prices. This has enacted to the ad-
vantage of the Pathe dealer, as it enables us to
protect him in any declining price to the public
during the first six months of the year. Every
Pathe distributor and Pathe dealer is combining
with us in the energetic featuring of the Pathe
line. The intensive sales energy that is being
expended is already bringing good results. Not
only have we got an exceptional electric motor,
but I believe it is the best on the market, and
it can be offered at a price approximating that
of the spring motor.

"The Pathe Actuelle needle cut record is an-
other big selling feature for the Pathe dealer.
The Pathe record, equipped with the Pathe
sapphire ball, has always held a high place in
.'the record field and now we have given our most
careful attention to the perfection of the Actuelle

record until it now stands in the first rank of
needle cut records. Betterment of general busi-
ness conditions is reported from all sections of
the country, and I am entirely optimistic over
the future."

NEW BRUNSWICK DEALERS IN UTAH

Half Dozen New Concerns Take on Brunswick
Line During the Past Month ; '

NEW VICTOR SHOP IN PEORIA

Elaborate Musical Program Marked Formal
Opening of Peoria Music Shop, Inc.

Peoria, III., June 1. — The formal opening of the
new Victrola shop of the Peoria Music Shop,
Inc., was held last Saturday at the company's
building, 218 South Adams street. An elaborate
program was a feature of the opening, one of the
stars being Princess Watahwaso, the noted In-
dian singer and exclusive Victor artist, who ap-
peared in native costume. There were also sev-
eral other artists and Hoffman's Orchestra
played a number of selections. The Peoria Music
Shop is conducted by Arthur E. Severe, Russell
L. Stutzmann and Margretta S. Scherff, all ex-
perienced in the music industry.

Salt Lake City, Utah, June 4. — G. C. Spratt,
in charge of Brunswick phonograph sales for
the Brunswick-Balke-Collender Co.'s branch at
55 South Temple street, this city, states that
business has shown substantial advance during
the past sixty days oyer that of the preceding
months since January 1. Travelers for the local
branch are doing. well, and during the past fort-
night the following new dealers have been signed
up: Lundstrom Furniture & Carpet Co., Pres-
ton, Idaho; Allen Mercantile Co., Hyrum, Utah;
Lunt Pharmacy, Nephi, Utah; Davis County
Drug Co, Kaysville, Utah; Broadway Drug Co.,
Green River, Utah, and the Richfield Furniture
Co., Richfield, Utah. Incidentally it is reported
that Brunswick records are proving sufficiently
popular in this section of the country.

GO AFTER BOY SCOUT BUSINESS

SONORA JOBBER IN -MEXICO

The Sonora Phonograph Co., New York, an-
nounced recently the appointment of M. E. Raya
& Co., Mexico City, as distributors for the So-
nora product in Mexico. This company, which is
well known in Mexican industrial circles, is plan-
ning to give the Sonora product a representa-
tion commensurate with its high standing in
the musical field.

The spread of the Boy Scout movement
throughout the United States and the coming of
the season when scouts get into the open and
enjoy camp life has directed the attention of a
number of talking machine dealers to the pos-
sibilities of selling small machines, together with
supplies of records, to various Boy Scout troops.
There are a number of special records that are
found to fit in particularly well with the Boy
Scout programs.

Proper Chippendale — Trimming costs no more than

Proper Queen Anne — but a lot of beautiful Period
models are spoiled by using the wrong Trim.

We can show you the RIGHT TRIM for your needs.

Weber-Knapp Company

Jamestown, N. Y.

THE TALKING MACHINE WORLD

June 15, 1921

The Dalion Dealer has these
important Advantages

TO your own efforts in building a profitable phonograph
department we offer the aid of a superb line of instruments
and a factory organization which is tireless in its sincere, sus-
tained co-operation. The Dalion phonograph is the right
one to sell. The Dalion contract is the right sort to sign.

Tonal Quality

Prime consideration in
any musical instrument is
tone. The single quality
of tone which counts in
phonographs — is fidelity.
The Dalion is designed
and built to reproduce
tone. It does so without
adding to, or taking from
the original. Hear one
play.

Dalion selling advantages that push
past mere talking points are numer-
ous, and real. The Dalion agency in
any territory is a valuable franchise.
For these reasons:

There are nine models in the Dalion
line. They offer a range in style and
price which means a vs^ell-rounded
stock of instruments on which you
can concentrate your interest and
effort.

Tonal qualities of any Dalion will
measure up to those of any machine
on the market by any test you or

your customer can make. Universal
tone-arm. Plays all records.

Mechanical excellence of Dalions
evidenced by our specific guarantee
which is the strongest in this field
and includes protection against
spring breakage. Silent motor.
Auto-file for records (exclusive).

Beauty of design, quality of cabinet-
work and every detail of finish all so
far above average that Dalion has
not a close second in favorable ap-
pearance. Correspondence with mer-
chants invited.

Milwaukee Talking Machine Mfg. Co.

Milwaukee, Wisconsin, U. S. A.

June IS, 1921

THE TALKING MACHINE WORLD

Made in Our
Watch Oil

DEPARTMENT

which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.

The Best Oil For Any Talking Machine

In refining, Nyoil is giren the same care as our

famous watch oil receives. All gums and impuri-
ties are removed, leaving it

Colorless, Odorless and Stainless.

Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.

NYOIL is put up in 1-oz., 3'/4-oz. and 8-oz. Bottles

and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers

WILLIAM F. NYE, New Bedford, Mass., U.S.A.

NEW SHOP IN NEWBURQH OPENED

NEW POST FOR A. W. ROOS

NEW MOTOR INTERESTS TRADE

Serenado Announcement in May World Pro-
duces Remarkable Results — Motor May Be
Manufactured for General Distribution

The Serenado Mfg. Co., Cedar Rapids, la.,
manufacturer of the Serenado talking machine,
which recently advised the trade that its instru-
ments will be equipped with the new Serenado
motor, guaranteed for five years, has received
inquiries from all parts of the country regarding
this new motor. The first announcement in con-
nection with this matter appeared in the May
issue of The World, and M. E. Lusk, Jr., sales
manager of the company, states that requests for
information were received from manufacturers
and dealers before the company had even seen
its own advertisement.

Referring to the company's plans for market-
ing this motor, Mr. Lusk said:

"When we used our advertisement we had no
idea of furnishing a Serenado motor except in
the product manufactured by ourselves, and we
do not know that we will make any change in
this decision. However, there have been so
many inquiries received from firms of high
standing that we are considering the marketing
of the motor in a general way.

"This ready response seems to prove to us
that manufacturers generally realize that no mat-
ter how good a talking machine may be other-
wise it cannot properly function unless the motor
is of consistent speed and gives a minimum of
trouble.

"Serenado dealers have found that they can
eliminate their repair departments, and we be-
lieve that our new motor is as near trouble-proof
as a piece of machinery can be made. If it were
not so we certainly could not guarantee it for a
period of five years and replace any motor that
may become inoperative during that period with
a new one."

REPRODUCE WITH GALENA CRYSTAL

As far back as 1913 Brazier and Dongier
showed that the passage of a sufficiently strong
alternating current across the surface of contact
of a metal point with a crystal of galena caused
a sonorous effect. P. Collet, writing in Comptes
Rendus, tells of his experiments along this line.
By using an undamped wave arrangement and a
primary and secondary circuit properly tuned
and including a microphone, he has been success-
ful in reproducing the singing voice with the
galena contact.

Ernest I. Van Doren, phonograph dealer of
Troy, N. Y., has filed recently a voluntary peti-
tion in bankruptcy, with liabilities of $20,248 and
assets of $14,785.

Columbia Music Store of Messrs. Biu"ger &
Morse Is One of Finest in Hudson Valley

Former Columbia Co. Manager Joins General
Phonograph Corp. Staff

The new establishment of the Columbia Music
Store, in the Academy of Music Building, New-
burgh, N. Y., was opened auspiciously to the
public of that city recently. Messrs. Burger &
Morse are the proprietors of this shop, which
is conceded to be one of the best equipped in the
Hudson River Valley. The new premises oc-
cupy over 2,000 square feet of floor space. The
talking machine department has six demonstra-
tion booths. Columbia, Sonora and Brunswick
machines comprise the group represented by this
house. A full line of records and general musi-
cal instruments, as well as sheet music, is han-
dled by this concern.

A. W. Roos, formerly manager of the Cleve-
land and Indianapolis branches of the Columbia
Graphophone Co. and more recently assistant
njanager of the Columbia Co.'s St. Louis branch,
has joined the sales organization of the General
Phonograph Corp. Mr. Roos has been appointed
an assistant to W. C. Fuhri, general sales man-
ager of the Okeh record division, and will make
his headquarters in New York. He has been
identified with the industry for many years and
his thorough knowledge of every phase of rec-
ord merchandising ideally qualifies him for his
new post.

The Victor line of talking machines and rec-
ords have been added to the Music Shop, Spo-
kane, Wash., owned and managed by Ray A.
Grombacher and Mrs. Grombacher, who are
handling Columbia talking machines.

The New Comfort Talking Machine Co., of
Wilmington, Del., has been incorporated under
the laws of that State, with a capital stock of
$350,000. The name of the incorporator given is
that of The Corporation Service Co., instead of
the usual individual names.

Packed in rust and dust proof numbered cartons.
Special prices to manufacturers and jobbers.

Prices in Assorted Lots of

A FEW OF THE SIZES WE CARRY: 6 12 25 50 100

No. 25 54" X .020 X 8 feet. For Sonora, Pathe and Swiss.

Pear shape holes . $ .22 $ .20 $ .19 $ .18 $ .17

No. 29 3/4" X .022 X 10 feet. For Columbia, Heineman, .

Markel, Van-O-Phone, Pathe, Etc. Pear shape

holes 43 .42 .40 .38 .35

No. 51 7/g" X .022 X 10 feet. For Koch, Talk-O-Phone,

Alura, Etc 47 .46 .44 .42 .40

No. 33 1" X .025 X 12 feet. For Heineman motors No.

33 and No. 77, Mandel, Pathe, Vitanola, Aeolian,

Meisselbach new styles, etc. Pear shape holes-. .70 .67 .60 .55 .50
No. 35 1" X .028 X 10 feet. For all styles of Columbia

motors. Pear shape holes 54 .52 .50 .48 .45

No. 34 1" X .025 X 12 feet. For Sonora, Saal, Silvertone,

Krasco, Dayton, Etc., Etc 75 .70 .65 .60 .55

TERMS: — To customers with satisfactory commercial rating, 2% discount for ca.sh within
10 days, or 30 days net. TO OTHERS, 3% discount for cash in full with order, or 20% of
total purchase with order, balance C. O. D. Kindly include Parcel-Post charges, if wanted
that way.

If you have not received catalogue W, write for your copy

EVERYBODY'S TALKING MACHINE CO.

Largest Diatributors of Main Springs in America

38 North Eighth Street PHILADELPHIA, PA.

Exclusive Distributors for the General Phonograph Corporation

THE TALKING MACHINE WORLD

June 15, 1921

Your Problem Is Ours

Good Profits (to you)
H- Good Service (to your customers)

Answer: TONAR RECORD BRUSHES

(Trade Mark)

Have we solved the above problem correctly?

Write to-day for prices and sample and see for yourself

Made in mahogany, oak and ebony colored finishes

PARKS & PARKS, Inc. TROY, N. Y.

New York Office, C. E. Peabody & Co., 186 Greenwich St.
Southern Representatives: I. W. Becker & Co., 226 ■ < Peachtree St., Atlanta, Ga.

QRANBY LINE IN WIDENER'S STORES

Widener's, Inc., Will Retail Granby Line in Its
Fourteen Stores, Nine of Which Become Fac-
tory Representatives of the Granby Corp.

Norfolk, Va., June 5. — The Granby Phonograph
Corp., of this city, has announced an important
deal recently consummated whereby Widener's,
Inc., will retail the Granby line in its fourteen
stores, nine of which have become factor}' rep-
resentatives of the Granby Phonograph Corp.
and will distribute the line in the territories in
which its stores are located. The Widener-
Granby deal was made at Granby headquarters
between James G. Widener, president of Wide-
ner's, Inc., and Harry Levy, president, H. H.
Schumaker, secretary, and E. C. Howard, sales
director of the Granby organization.

Under the arrangements made Widener's, Inc.,
has become wholesale factory representative in
the following nine cities: New York, Philadel-
phia, Boston, Newark, Cincinnati, New Haven,
Indianapolis, St. Louis and Worcester. Granby
phonographs will also be retailed by the Wide-
ner organization in these cities in addition to the
other hve stores of the Widener chain. Much
careful investigation was made on both sides
before the conclusion of negotiations and entire
satisfaction is mutually expressed. J. G. Wide-
ner was enthusiastic over his inspection of the
Granby plant at -Newport News and Secretary
Schumaker was equally enthusiastic after he
had visited several of the important Widener
locations.

An idea of Mr. Widener's opinion of the
Granby line is found in a letter which he re-
cently sent from his headquarters in Boston to
the Granby Phonograph Corp, in this cit}'.

"We have, searched the field for months and
have gone over all talking machines, endeavor-
ing to find something to fit what we needed
most, viz.:

"First, an instrument that would give our cus-
tomers satisfaction; second, a tone that the ma-
jority would like; third, an instrument that
would keep our time accounts using and paying
on them; fourth, one that would give least me-
chanical troubles; fifth, an instrument from a
furniture standpoint that would fit in the ma-
jority of homes. After six months' exhaustive
study we have found it — the Granby."

"Widener's, Inc.,
(Signed) "J. G. Widener President."

The various warerooms of Widener's, Inc.,

have been large retailers of Columbia products
for many years and constitute probably one of
the largest talking machine chain stores in the
country. It is stated that the representation
of the Columbia line will continue as hereto-
fore. It is also stated by E. C. Howard, sales
director of the Granby organization, that the new
deal will not disturb the national distribution
of the plan of the Granby Corp. outside of
the territories covered by Widener's, Inc., and
that additional territories will be opened soon.

The Kennedy-Schultz Co., of Cleveland, O.,
and the Iroquois Sales Corp., of Buffalo, N. Y.,
will continue as jobbing representatives as here-
tofore. Both houses report exceptional success
in the sales of the Granby phonograph in the
territories which they cover. The Granby
Phonograph Corp. recently received another or-
der for three carloads of Granbys from the
Iroquois Sales Corp. and Edward Ginsburg.
Granby factory salesman, has been assigned to

assist the Iroquois Sales Corp. in the excellent
work which it is doing.

The opening shot of the Widener-Granby cam-
paign, which is indicative of the enthusiastic
way in which Widener's, Inc., has taken on the
new line, is to be found in the big display given
the Granbj' phonograph in the Widener shop,
west of Fifth avenue, New York. The announce-
m.ent of this deal, which is one of the most im-
portant in recent history of the talking machine
trade, has attracted much attention and enthu-
siastic congratulations are being received at
both Widener and Granby camps.

BELLE BAKER SINGS "ELI=ELI"

Records Favorite Jewish Folk Song for the
Pathe Actuelle Steel-Needle Records

An announcement of interest to Pathe dealers
is that Belle Baker's singing of "Eli-Eli," one of
the favorite Jewish " v

folk songs, is now
available on Pathe
Actuelle steel-needle
records. The deal-
ers have been antici-
pating the news for
some time, as there
has developed a
great demand for
this particular rec-
ord, now available to
phonograph owners
generally.

Regarding the rec- Belle Baker

ord Dr. Joseph Kalman, manager of Pathe's
foreign record department, said: "No folk song
of the Jewish people is more loved than 'Eli-
Eli,' a heart-song fraught with the emotions
and suflerings of the Jewish race. This song
has been sung again and agam by leading
artists, but never before has it inspired such
an appeal as Belle Baker recently created
on the American vaudeville stage. This
\oung artist, who was born and bred on the
East Side, amid the sufferings and trials of her
people, puts new soul and fervor into the plain-
tive song — and we feel that our efforts to give
the Jewish public what they want have been well
repaid by winning the gifted Belle Baker to the
l athe ranks."

The Stradivara Phonograph Shop was re-
cently opened in San Diego, Cal., an elaborate
musical program being provided for the occasion.

yiCTOl AETISTS

In Concert and Entertainment
Personal Appearance of

Eight Popular Victor
Favorites on One Program

A life attraction for live dealers and jobbers

Bookings now for season 1921-1922
Sample program and paniculars upon request

P. W. SIMON, Manager

1658 Broadway New York City

Famous Ensembtesiincluding

Campbell & Burr - Sterling Trio • Peerless Quartet

The Talking Machine World, New York, June 15, 1921

QUALITY

ANNOUNCES

The World-Famous Irish Tenor

John Mp Connack

IN THREE FAVORITE SONGS

ABSENT, John McCormack, Orchestra Accompaniment

DEAR LITTLE SHAMROCK,

John McCormack, Orchestra Accompaniment

A NATION ONCE AGAIN,

John McCormack, Orchestra Accompaniment

70003
10^ in. i
$1.00
70001
10^^ in
$1.00
70002
lO^^in.
$1.00

These Records Are John McCormack Himself —^o More Need Be Said

Also the Famous Coloratura Soprano

FRIEDA HEMPEL

70101 r LA TRAVIATA-ARIE DER VIOLETTA (Sempre Libera)

10^ in. j (Verdi) (Sung in German) Frieda Flempel,

$1.25 [ Orchestra Accompaniment

These recordings were made in Europe by the International Talking Machine Company.
We have secured, at great expense, a license to offer them to the American Public.

GENERAL PHONOGRAPH CORPORATION

OTTO HEINEMAN, President

25 West 45th Street
NEW YORK

QKflL Records

I
I

[

June 15, 1921

THE TALKING MACHINE WORLD

TALKING MACHINE TRADE IN NEWARK, N. J., INCREASES CONCEIVES UNIQUE SALES IDEA

General Run of Dealers Optimistic Regarding Conditions — ^Unsettled Labor Situation Chief Diffi-
culty Just Now — Some Live Publicity Is Getting Excellent Results

Newark, N. J,, June 2. — If labor conditions in
Newark, which have been upsetting building
operations there for some time, particularly as
affecting masons who have been on strike, are
finally settled the new musical establishment of
Doll & Sons, of that city, which is in the course
of construction, will house one of the most
artistic and adequate talking machine depart-
ments in the entire State within the next few
months.

The talking machine and record business of
this house achieved remarkable dimensions long
before the concern decided to move from its old
premises at 607 Broad street to the present
location at 561 Broad street, so it was small
wonder that it was decided to make the new
headquarters the very last word in completeness
and beauty as it relates to the demonstration
and selling of this type of musical merchandise.
Though it is true that all departments of this com-
pany's new store will be fitted in the most mod-
ern way, exceptional stress is being laid on their
new talking machine and record department, the
firm realizing that the manner in which machines
are displayed, the demonstration facilities ac-
corded them and their position in the store play
the most important part in sales next to the
virtues of the instruments themselves.

One of the distinct advantages that the new
store will possess will come from the fact that
all its departments will be "sun-lit," quite apart,
of course, from the elaborate electric devices
which have been planned for the store. The
talking machine and record section, for instance,
situated on the ground floor of the remodeled
building, will contain eight all plate glass booths
of the latest sound-proof design, and will be
veritable reservoirs of natural light. The latter
arrangement will characterize all the other de-
partments.

Even while workers are busy remodeling the
new establishment business goes on uninterrupt-
edly, there seemingly being no let-up in its
volume or in the number of new patrons.

L. W. Collings, of Collings & Co., the well-

No. 35767/10 Palm Plant,
48" high. 10 leaves —
with pot, $3.00; without
pot, $2.50; natural pre-
pared, everlasting.

My SEASONABLE
CATALOGUE No.
35 containing Illus-
trations In colors
of Artificial Flow-
ers, Plants, Vines,
Garlands, Hanging
Baskets, etc., will be
MAILED FREE
FOR THE ASKING.

With
Pot

$1.10
1.25
2.50
3.00

Without
Pot
$0.60
.75
2.00
2.50

FRANK NETSCHERT

61 BARCLAY ST. NEW YORK, N. Y.

known Victor jobbers of this city, in speaking
of general business conditions, said: "We are
exceedingly pleased with the progress being
made in spite of the present curtailment affect-
ing business conditions. We are working our
territory very hard, assisting dealers in the pro-
motion of sales, and feel, on the whole, we have
secured splendid co-operation, with good results
to the trade. We note an improvement in local
industrial conditions and in the coal regions
which we also serve."

Collings & Co. are making a special drive on
their hand-painted sign service, which is issued
each month. This assists them materially in
selling records, and as dealers are getting rec-
ords in good quantities the use of such mate-
rial is found advantageous.

Trade at the O. Wissner store at 903 Broad
street is in a flourishing condition, a big demand
being shown there for ballad and operatic rec-
ords especially. Of the popular records "Over
the Hills" and "I Found a Rose in the Devil's
Garden" have achieved the greatest success here.
So great has been the demand for the records
made by Duci de Kerekjarto, famous violinist,
a newcomer to the ranks of Columbia stars, that
Manager W. H. Paullin, of the talking machine
department at Wissner's, has had to put in an
extra stock of all records made by this virtuoso.
All of this artist's records go equally well, there
seemingly being no greater demand for one than
the other.

Manager Paullin reports that collections are
being kept up in fairly good shape, less com-
plaint being necessary of this important phase of
the business than for some time past.

There are many signs that the talking machine
and record business is picking up in Newark if
one takes the big volume of business being done
in this musical merchandise by Hahne & Co.'s
store as a criterion. Not for a long time have
prospects been so plentiful and good and never
have inquiries poured in by person and letter in
reference to these instruments as they have for
the last month or two. Paul Whiteman's Victor
"jazz" records are the most popular sellers at
this store just now, while the first selling popu-
lar songs are "Whispering," "Honolulu Eyes,"
"Rosie," "I Never Knew," "My Mammy,"
"Bright Eyes," "Love Bird" and "Humming."

ROUSH ON TRADE EXTENSION TOUR

J. C. Roush, head of the Standard Talking
Machine Co., Pittsburgh, Pa., Victor wholesaler,
was one of the party of ISO Pittsburgh business
men who made the Twentieth Trade Extension
Tour early in May, under the auspices of the
Chamber of Commerce of Pittsburgh. The tour
lasted four days and covered Ohio" and a large
section of West Virginia.

Okeh Dealer Arranges for Display of Relics
Which He Owns — Gives a Concert to Aid Sales

Rock Island, III., June 5. — W. H. Whitney, a
progressive dealer in this city, handling Okeh
records, is using unusual publicity to bring these
records to the attention of the trade in his local-
ity. Mr. Whitney makes arrangements with one
of the leading stores in a nearby town to feature
a three-day window display of relics which he
owns and the feature of which is an old Dulcimer
dated 1771. Mr. Whitney is an accomplished
player of this instrument and on the last day of
the display he gives a concert in the store, using
the Dulcimer and a Persian lute, interspersed
with the playing of several Okeh records on a
talking machine.

The plan stimulates the sale of Okeh records
materially, especially as the latest Okeh rec-
ords are scattered in different parts of the ex-
hibit. It has produced tangible results to date
and incidentally has developed machine pros-
pects in addition to record sales.

RECENTLY INCORPORATED

The Naturelle Reproductions Corp., of New
York, has been incorporated under the laws of
that State for the purpose of manufacturing talk-
ing machines with a capital stock of $37,000.
Incorporators: S. W. Hanson, H. L. Ward and
C. L. Morgan.

On their own merits modest men are dumb.

ENTER-RIGHT

NEEDLE GUIDE

Made for both Old and New Style Tone Arms.

The Best Thing Ever put on a

V I C T R O L A

Excepting a Victor Record

7\n "Enter-Right" used — eliminates dropping
of Sound Box on Records, thereby protecting
both records and Tung.stone Points.

Keeps ihe hand-shadow off record and needle when
playing by artificial light. Protects the Plating on
Goose-neck. Makes playing more easy and pleasant,
encouraging use of Viclrola. Easily sold. Attached
in a minute. Lasts a life time and improves the
appearance.

Not an Accessory — bul a Necessity
Sold and approved by hundreds of Victor Dealers

WHY - NOT - YOU?
Nickel Plate 50c Gold Plate $1.00

Regular Discounts to Dealers

EUREKA NOVELTY CO.

RICIIMONl). INI)I.\N.\
SIAKF.US OF NEEn-.V-LITE. THE GU/VR.\N-
TEED rilONOGHAril L.VMP

THE TALKING MACHINE WORLD

June 15, 1921

THE ,
MOST lODERN

PHONOGRAPHS

DISTlNGUISfiED

rOPTONE-BfAUTY
FUTILITY

We offer a very attrac-
tive proposition on the
Modernola and to take
advantage of it at once,
please address Dept. D.

THIS wonderful machine opens a new field
for Phonograph Sales. Every feature about
it is new and different. With the lamp
feature it gives an economic appeal as well as
artistic effect.

The Modernola is easily displayed to good
advantage — being extremely attractive in appear-
ance.

Furnished in various woods and finishes and a
wide selection of lamp shades from which to
choose.

Already firmly established it makes a desirable
addition to the Phonograph Business.

Anticipating a big demand for the Modernola
we ask that you place your order noiso for early
delivery.

THE

MODERNOLA COMPANY

JOHNSTOWN, PA.
Eastern Distributors

Eastern Phonograph Corporation

100 West 21st Street, New York

Don t Delay

Fire destroyed our
entire new plant
April 25. But we
are already in tem-
porary quarters
and expect to be
ready to ship Mod-
ernolas September
1st, 1921.

Order

Now

June IS, 1921

THE TALKING MACHINE WORLD

NORTHWESTERN TRADE QUIET BUT DEALERS OPTIMISTIC AN original PUBLICITY STUNT

Demand for Records Very Active, but Machines Behind in Sales — Dealer Service Department for
Beckwith-O'Neill Co. — Brunswick Progress — New Columbia Booth Installation — Other News

St. Paul and Minneapolis, Minn., June 4.- —
Talking' machines are not talking very loud
throughout the Northwest these days, but are
playing an humble role and speaking easy.
Dealers generally are hopeful and optimistic, but
readily confess that they are not doing very
much, business. The demand for records is up
to normal and for special numbers often is very
active, but machine sales distinctly are below
normal. No particular activity is to be ex-
pected until Fall, as there is nothing in sight to
give an impetus. Wage disputes still are un-
settled, building operations are nil, and on top
of these conditions the railroads are closing their
shops, throwing thousands of men out of work.
It is announced that the shutdowns will not be
for long, but whether for short or long the
effect is depressing.

At the same time there is business to be had.
Beckwith-O'Neill Co. is enlarging its force and
taking on new accounts for the Victor products.
A dealers' service department has been organ-
ized with A. J. Bloom in charge. He will look
after the interests of the rural dealers, giving
suggestions of improvements, advertising, mer-
chandising and other features. Walter C. Mad-
den, formerly with the . L- S. Donaldson Co.'s
Victrola department, has been added to the road
force and has been assigned to northern Minne-
sota.

The Selrex service counter, of which Beckwith-
O'Neill Co. controls all the rights, is making
headway. The Golden Rule has installed the de-
vice on its ground floor. Dayton's dry goods
store and the New England Furniture Co. will
be equipped with the Selrex in the near future.

The Stone Piano Co. is conducting a special
advertising campaign featuring the monthly ap-
pearance of Vocalion records. The venture is
proving successful and according to Manager
Gerlick the Vocalion records are becoming great
favorites wherever they have become known.
The demand for instruments is only fair, but
even so the number of sales are considered satis-
factory.

"Business is poor and it serves no purpose to
try to delude ourselves and others that business
is good," remarked Sewell D. Andrews, manager
of the Sonora department of the Minneapolis
Drug Co. "Of course we are doing some busi-
ness, but it is not enough to make us over-
optimistic. The record business has been good
and we are correspondingly pleased thereat, but
when it comes to machines the buying public
shows little interest."

The Brunswick people are satisfied with their
returns. E. L. Kern, director of the Brunswick-
Balke-Collender Co., declares that the Brunswick
phonograph is holding its own in the race with
its competitors, both in the Twin Cities and the
Northwest. George M. Nye, department man-
ager, is out most of the time and is meeting with

fair success, particularly in the mining districts,
which appear to be the liveliest places in the
Northwest.

The Columbia Graphophone Co. recently has
completed a series of demonstration booths and
model display windows and store interiors in
the Northwestern headquarters, 16-20 Third
street north, Minneapolis. These features are
of the most modern design and are sure to
greatly interest all the local dealers who visit
the place, as they will be full of ideas which may
be adapted for home use.

In the meantime efforts are being made by
W. E. Sprague, Northwestern manager, to push
business. Several new accounts have been estab-
lished of late and things look better. Collec-
tions are somewhat slow. Mr. Sprague was a
memlber of the big Minneapolis crowd who toured
through South Dakota. He remained in that
.State when the party went into Iowa, which is
outside his territory.

'WINDOW NIGHT" FESTIVAL

Effective Way of Securing Sales and Introducing
People to Your Shop at Night Evolved

An idea which has recently been introduced
by the retail merchants of Jackson, Mich., might
be adopted by other cities through the instigation
of local talking machine merchants. The re-
tailers of Jackson put on a sort of festival which
they called "Window Night." The affair was
conducted with the aid of the local Chamber of
Commerce, and proved a novel and effective way
of securing sales and introducing people to shop
at night time. Of course, this idea does not
appeal either to merchants or to the public if
conducted too frequently. Once a year, how-
ever, in the mild weather season, it has some
excellent points. "Window Night" in Jackson
also served to stimulate greater effort for fine
window displays.

NEW SUMMER VICTOR FOLDER ISSUED

Attractive Piece of Literature Designed
Stimulate Sales of Small Models

The Victor Talking Machine Co. has just
issued a most attractive and generally appealing
bit of literature for the use of dealers in de-
veloping Summer business. It is in the form of
a folder, with an attractive Summer scene in
colors oh the cover, and is captioned: "This
Summer — a Victrola." The center of the folder
is in the form of a spread and shows illustra-
tions, together with descriptions of Victrolas
IV, VI, VIII, IX and No. 80. The folder is
designed to permit of the dealer's own imprint
on the back and should prove of distinct value
in stimulating Summer sales.

Colorado Merchant Puts Into Being Means of
Getting a Store Close to the Public That Must
Be Considered Distinctly Out of Ordinary

A merchant in the clothing business, operating
in Colorado, has perfected a clever idea whereby
he attracts the public and at the same time saves
a part of his electric light bill. At one side of
the entrance to his store, high enough so that it
cannot be reached by children, this merchant has
placed a push button with a metal sign over it.
The sign instructs the passer-by to press the
button and illuminate the store.

When the passer-by does this a row of white
lights along either side of the salesroom inside
floods the interior with light. The person out-
side gets a fine view of the interior and of the
stocks. He is likely to remember that store dur-
ing the opening hours.

The advantage is: A man may come into the
city some evening and, finding the stores closed,
decide to do a bit of window shopping that same
evening. He thus locates the store, gets ac-
quainted and knows where to go the next day
to buy whatever he happens to be looking for
on the previous evening.

NEW STORE IN SYRACUSE, N. Y.

Will Operate Under Title of Crippen Service and
Will Feature Crip-N Ejex System

Syracuse, N. Y., June 5. — A new store in the
phonograph field has recently been opened at 14
Gibb street, this city, under the name of Crippen
Service. This company will sell high-grade
phonographs in which the Crip-N Ejex system
for filing records will be featured. It will also
carry a stock of records and phonograph acces-
sories. The store will be in charge of J. D.
Burns, who is already known in the phonograph
industry in this city.

DEMPSEY LIKES "TALKER" MUSIC

Champion Keeps Machine Going Almost Con-
stantly at Atlantic City Training Camp

From the training camp of Jack Dempsey,
America's champion heavyweight, who is to try
conclusions with Georges Carpentier on July 2,
comes the report that Dempsey's one consuming
weakness, if it may be so called, .is talking ma-
chine music. He has it with his meals, during
his rest periods, while he is training, and as he
goes to sleep, and he keeps his secretary busy
digging up new records. Jack's favorite talking
machine is of rosewood, inlaid with mother-of-
pearl, and equipped with all the latest devices.
It is significant that his training camp is at
Atlantic City, where the talking machine jobbers
have so frequently held their conventions.

Watt & Shand, who conduct a department
store in Columbia, Pa., have just taken on the
Brunswick line of phonographs and records.

12 HITS

NOVELTY DANCE RECORDS

Exclusive monthly series by

Chas. K. Davis and His Orchestra

12 HITS

ISO frAGAl
iin.j

AN, ValNe Rarrhanal, by ChaB. K.

5050

10 i

85c ^DREAMING, Fox-trot, b.v JaR. N. Caruso.

5051 ( I-OVE'S APPEAL, Hesitation Waltz, by

5052 fROZALIA, Vals*- di Concert, by Clias. K.
in ir, -s I>aviH

1 SUNSHINE and SNAP YOUR FINGERS,
85c ^ by Louis Silvers

10 in

J Chas. K. Davis

85c UlOONLIGHT, Fox-trot, by Con Conrad.

5053
10

85c

'3 Jkii)

DLETS, Waitz. by Chas. K. Davis.
SII MEDLEY, by <'rup and lucci.

5054 /-WHTJRE SWEET DADDIES GROW, One-
in;,-, J -step, by H. Von Tilzer

IV in.-c IRISH MOTHER OF MINE, Waltz, by H.
85c L Von Tiizer

5055 Cm.VDELINE, Fox-trot, by Von Tiizer and
10 in.s Lew Brown

85c 1 OHIO, Fox-trot, liy .lellen and Olman

Correspondence invited witii Dealers and Joliliers to nuiritet tlieso rwords at lipeeinl Discount priees.

Address: 249 West 34th Street, New York

THE TALKING MACHINE WORLD

June 15, 1921

Manufacturers of
Arietta Phonographs

ROUNTREE CORPORATION, Richmond, Va.

Distributors of
Emerson Records

Thank You, Business Is Good!

OUR Back-To-Pre- War-Price Movement
is getting BIG ACTION !
Every day more dealers are ordering
more ARIETTA PHONOGRAPHS and
more EMERSON RECORDS!

There can be but one explanation: More
consumers are buying more from them!
Quality Goods at Right Prices — that is

today's demand. Every dealer is face to face
with it. Every live dealer will supply it.

ARIETTA PHONOGRAPHS and
EMERSON RECORDS prove squarely
up to both requirements.

If you are a believer in giving the public
what it wants, write today for our proposi-
tion.

ARIETTA PHONOGRAPHS

Here are the revised prices:

MODEL

No. 1

No. 2
No. 3
No. 4

FORMER LIST PRICE

$70.00
$115.00
$150.00
$175.00

PRESENT LIST PRICE

$60.00
$100.00
$130.00
$150.00

Arietta — Model I

EMERSON JULY RECORDS— NOW READY!

Reductions on all EMERSON RECORDS now in effect:

All lO-inch Records Now 85c.

All 12-inch Records Now $1.25

(List prices subject to usual trade discount).
Releases for July now ready for de.ivery. We carry large stocks and make immediate shipment. Wire your order — or write for list.

All Phonograph Accessories Reduced !

ROUNTREE CORPORATION

Manufacturers of
ARIETTA PHONOGRAPHS

Distributors of
EMERSON RECORDS

PHONOGRAPH

Richmond, Virginia

Emm

June 15, 1921

THE TALKING MACHINE WORLD

ANENT LOW INSTALMENT TERMS

Some Pertinent Comments on This Subject
Offered by Collings & Co. Which Will Be
Perused With Interest by Readers

The "Fallacy of Low Instalment Terms" is
the title of an editorial appearing in the June
number of The Record, the house organ of
Collings & Co., Victor distributors for Newark,
N. J. • The editorial, which touches a vital angle
of selling psychology, is reprinted below:

"Merchandising Victrolas on the instalment
plan is a most creditable sales policy and un-
doubtedly has been the backbone of the present
large volume of machine business. It has proven
itself profitable when properly applied; used
otherwise it becomes a menace to satisfactory
financing and lowers the dignity and prestige
of the article you market.

"A study of the deferred-payment plan, as ap-
plied to various lines of merchandise, will re-
veal the fact that articles of inferior quality are
offered on ridiculously low terms, whereas any
product of proven quality will command terms
commensurate with its high rank.

"Thanks to the brains and ingenuity of our good
friends in Camden, Victor products, because of
their quality and general superiority, demand the
respect of the buying public. So, instead of the
very weak argument of low terms, you have at
your service an instrument that sells on its
merits at the terms you ask.

"Certainly it is good business to make the
monthly instalments and down-payments attrac-
tive, but never lower your standard to the de-
moralizing dollar-down-and-dollar-a-week point.
It is being done in some lines, but such mer-
chants are selling terms, not a quality product.

"Naturally your terms differ according to the
model which is being sold. Two dollars down
and a dollar a week on a Victrola IV or VI
would be- tolerable. But we are now referring to
cabinet models of one hundred dollars or more.

"Bear in mind that the purchasers' enthusiasm
for paying instalments wanes after a few months
and if your contract is of very long duration,
say over a year, collections may become diffi-
cult. And it is perfectly good psychology to
believe that a person who cannot make a rea-
sonable payment down and substantial weekly
or monthly payments cannot afford the expen-
sive types on which such payments must be ex-
pected. It would be far better business for you
to induce the purchase of a less costly model on
which' the terms are in keeping with the buyer's
means.

"When you oversell a customer and he or she
becomes delinquent it invariably means that
their record business will disappear, as, as has
been proven, they will avoid your store and buy
their records from your competitors.

"Victor dealers have always maintained a high
standard for terms and we hope they will con-
tinue this good work. Just remember that Vic-
tor products are manufactured with the highest
ideals in mind and that they deserve to be mer-
chandised with similar idealistic tactics, on terms
in keeping with their high quality."

SCORES A BIG HIT

Gus Goldstein, the versatile Jewish comedian
and singer, whose exclusive Recordings are found
on Cardinal records, has made a tremendous hit
at the Second Avenue Theatre, on the East Side
of New York, where he is playing an engage-
ment. Mr. Goldstein is also manager of the
foreign record department of the Cardinal
Fhbnograph Corp.

A MOTTO WITH A MORAL

Mr. Armour's motto was: "I employ optimists
to produce results and pessimists to figure them
up."

He himself was a great optimist. So is every
forward-thinking business man. If he were not
he would not have the courage to run a business
and could not run it successfully. A man can
be an optimist and still be a conservative busi-
ness man. — Business Language.

SOME INTERESTING CENSUS FIGURES

Number of Establishments Increases from 18 to
167 During Five-year Period From 1914 to
1919 — Products Increase in Value From $27,-
116,000 in 1914 to $158,668,000 in 1919

A preliminary statement of the 1920 census of
manufactures has just been issued by the Bureau
of the Census Department of Commerce, furnish-
ing statistics for industries relative to the num-
ber of establishments and the value of products
for the year 1919, with comparative figures for
the preceding census year 1914. The figures,
which are subject to such correction as may be
found necessary, indicate that while in 1914
there were eighteen establishments manufactur-
ing phonographs and graphophones which were
taken to include talking machines in general,
with products valued at $27,116,000, the num-
ber of establishments had increased in 1919 to
167, with an output valued at $158,668,000.

Although the figures are naturally not to be
considered as very accurate they nevertheless
represent about all the available statistics re-

garding the growth of the industry. There is
food for thought, too, in the consideration of
the figures as offered, for although there was
over 800 per cent increase in the number of
establishments during the five years the value
of the products of the industry increased in
value only 485 per cent. The increase in valua-
tion of products is, of course, tremendous, i but
it is not in proportion to the increased num-
ber of factories operating.

WHITE & CO. SHIP ORDER TO BAHIA

Augusta, Ga., June 6. — J. B. White & Co., of
this city, recently sold a Victrola XA and $86
worth of records to M. G. White, a missionary
in Bahia, Brazil. The instrument was purchased
in Augusta, to be shipped to New York, thence
by boat to Brazil. This Victrola and records
will be practically the only form of entertain-
ment Mr. White will have, as he makes a great
many trips to the interior of Brazil.

The man who doesn't advertise discount^ his
own future, says Class.

Why
Give

Satisfaction

NY one trying to hold
prosperity by the weak
thread of price is in the
same position as the gambler
who depends on chance.

The Victor dealer sells satis-
faction, the element of price
being subordinate to the quality
of the merchandise and the serv-
ice which he renders.

That is why the Victor dealer
grows.

CURTIS N. ANDREWS

Victor Wholesaler
BUFFALO, NEW YORK

THE TALKING MACHINE WORLD

June IS, 1921

<{OUR

mit

TRADE MARK REG.

CERTIFIED PHONOGRAPH

The reason
for its ''over-
nighV success.

Made from start
to finish in
Lowell, Mass.

by W. H.
BAGSHAW CO.

Write
for Samples
and Prices

iiiiiiiinM

REFLEXO PRODUCTS CO., Inc.

347 FIFTH AVENUE

At 34th Street

New York City

Suite 610

Canadian Distributors: The Musical Mdse. Sales Co., Toronto
Foreign Export: Chipmaii, Ltd., 8-10 Bridge St., New York City

TTTnTTTTTTTTTTTTTTTi^^

June IS, 1921

THE TALKING MACHINE WORLD

UNFAIRNESS OF EXCISE
TAX ON MUSIC IS SHOWN

Chamber of Commerce Files Exhaustive Brief
With Senate Finance Committee, Showing
How Proposed Excise Tax on Musical Instru-
ments Will Drain Cash Resources of Re-
tailers— Table of Interest to Trade

According to information received by the
Music Industries Chamber of Commerce, the
sales tax movement as embodied in the Smoot
bill is making favorable progress. Outside of
Congress sentiment has for some time tended
that way and the influence of public sentiment
is being felt at the Capitol at Washington.
Newspapers which formerly were' inclined to the
belief that there was no chance for the pas-
sage of a sales tax now say that the chances are
fifty-fifty. Inside information indicates that the
chance of the adoption of the sales tax is better
than the newspapers have stated.

The Chamber declares, however, that the ulti-
mate fate of the Smoot bill is in the hands of the
voters of the country and lays stress on the
necessity of the individuals in the music trade
making clear to their friends in other lines and
through them to their Representatives and Sena-
tors at Washington that in the last analysis the
consumer pays the tax and that he will pay
less under the Smoot law than under the war-
time excise tax law now in effect.

Supplementing the oral testimony of George
W. Pound, its general counsel, before the Senate
Finance Committee at Washington on May 13
in support of the sales tax, the Chamber filed
with the Committee an exhaustive brief along
the lines of the report of the legal committee.

In the brief were inserted the following analyses

of sales of pianos and phonographs, indicating

clearly the disastrous effects of an excise tax

which drains the cash resources of the industry

in the initial stages of every sale:

Analysis of 1914 Piano Sales
Total Number, 712.

Per Cent of
Total Number

Cash received at time of sale :

Less than 21/2 per cent of pi-ice 12

Less than 5 per cent of price 26

Less than 10 per cent of price 23

Less than 15 per cent of price 8

Less than 25 per cent of price 8

25 per cent and over 21

Analysis of 1920 Piano Sales
Total Number, 1,019.
Cash received at time of sale:

Less than 21/2 per cent of price 4

Less than 5 per cent of price 11

Less than 10 per cent of price 26

Less than 15 per cent of price 17

Less than 25 per cent of price 15

25 per cent and over 24

Analysis of 1914 Phonograph Sales
Total Number, 2,049.
Cash received at time of sale:

Less than 2^ per cent of price 7

Less than 5 per cent of price 3

Less than 10 per cent of price 15

Less than 15 per cent of price 24

Less than 25 per cent of price 20

25 per cent and over 28

Analysis of 1920 Phonograph Sales
Total Numlier, 4,794.
Cash received at time of sale:

Less than 2>^ per cent of price 2

Iv6ss than 5 per cent of price 2

Less than 10 per cent of price 20

Less than 15 per cent of price 22

Less than 25 per cent of price 23

25 per cent and over 27

Analysis of 1914 Piano Sales
Total Number, 6.57
Elapsed time between dates of sale and
final payment:

Less than one year iO

One to two years 12

Two to three years 27

Three to four ye-ars 33

Four years and over 15

Analysis of 1920 Piano Sales

Total Number, 934.
Elapsed time between dates of sale anil

final payment:

Less than one year S

One to two years 34

Two to three years 30

Three to four years 21

Four years and over 4

Analysis of 1914 Plionograph Sales
Total Number, 1,926.
Elapsed time between dates of sale anil

final payment:

Less than one year 60

One to two years 33

Two to three years 4

Three to four years 1

Four years and over 1

Analysis of 1920 Phonograiih Sales
Total Number. 4,183.
Elapsed time between dates of sale anil

final payment:

Less than one year 55

One to two years 42

Two to three years 1

Three to four years 1

Four years au^ over 0

BROWN CO. OPENS BRANCH STORE

J. W. Brown Has New Shop in Alliance, O. —
Talking Machines and Players Also Handled

Alliance, O., June 4. — The J. W. Brown Piano
Co., of Canton, O., has opened a branch store at
51 East Main street, that city, carrying a line of
pianos, players and talking machines. The new
J. W. Brown Piano Co. took over the business
of the late J. W. Brown.

The J. W. Brown Piano Co., located at Third
street and Walnut avenue, S. E., is one of Can-
ton's oldest music stores and was established by
the late J. W. Brown. This store recently held
a most successful piano sale, during which time a
special advertising campaign was conducted in
newspapers of Canton and surrounding cities.

WILL OPEN VICTROLA STORE

Sebring, O., May 30. — The Drake & Moninger
Co., with stores in Alliance, Canton and East

Liverpool, has leased a storeroom on Fifteenth
street and, on or about May 20, will open a
branch store, with a complete stock of Victrolas,
records and musical merchandise. The large
room in the Stewart block will be used as the
display room. The Drake & Moninger Co. re-
cently opened its new store at Alliance, O.

C. E. BYRNE HONORED

Secretary and Treasurer of Steger & Sons Piano
Mfg. Co. Admitted to the Practice of Law
Before United States Supreme Court

C. E. Byrne, secretary and treasurer of Steger
& Sons Piano Mfg. Co., Chicago, and Steger,
111., was singularly honored last month when he
was admitted to the practice of law before the
United States Supreme Court in Washington.

Mr. Byrne, accompanied by Mrs. Byrne and
his mother, stopped in New York a few days
the latter part of last week on their return from
Washington.

Back to the Old Price

HERE'S some real news! Bubble
Books "that sing" are now selling
at the price that made them famous
—$1.25.

"Good stuff," you say — well, we're
just as glad as you are. When you can
offer a book with wonderful colored
illustrations, new fairy stories and
three real phonograph records for the
price of one record or story book alone
— it means real business for you.

When you sell one Bubble Book, you
create a steady customer. Invariably
they continue to buy until they have
the complete series of twelve. That's
why we say, "When you sell one, you
sell a habit."

Bubble Books are an all year round
proposition — backed by a house with
104 years of honest merchandising. For
a minimum investment and a maximum
turnover you can't beat —

Bubble Books

that Sin^

HARPER&BROTHERS

Bubble Book Division

\ 130 West 42nd Street
NEW YORK CITY

1. ^n M

THE TALKING MACHINE WORLD

June 15, 1921

Frank Crumit's 'Tucker Up and Whistle (Till the
Clouds Roll By)" is such a snappy, cheerlul selection
it will bring you a world ot customers. And they'll
all stay to listen to his new ''daddy" song "Nestle in
Your Daddy's Arms," played last month as a tox-trot
by Art Hickman's Orchestra. Be sure to order a big
supply of A-3406.

Columbia Graphophone Co

NEW YORK

MLLE. BORl VISITS UTICA

Famous Victor Artist Calls on Victor Dealer-
Wins Many Friends and Admirers

\"ictor products exclusively in its talking machine
department. The store has developed a splendid
clientele for Victrolas and Victor records and
its list of patrons is steadily increasing.

Utica, N. Y., June 6 — Mile. Lucrezia Bori,
famous operatic star and exclusive Victor artist,
was a recent visitor to this city, calling at the

GRAFONOLA AIDS TYPISTS

Underwood Typewriter School Using Grafonola
to Help Students "Speed Up"

Mile. Bori in Roberts Store

Victor department of the John A. Roberts store.
Mile. Bori was entertained by Manager Stocher
and his stafi and won hosts of friends through
her pleasing personality.

The John A. Roberts store is one of the Hen-
derson chain of department stores and handles

The Columbia Grafonola is being used to ad-
vantage in the typewriting class of the employ-
ment department of the Underwood Typewriter
Co., New York. Several members of the Co-
lumbia Graphophone Co.'s educational depart-
ment visited the Underwood building a few days
ago and were gratified to find that the Grafonola
was giving splendid service. Using a small-size
instrument (the type C), and with thirty-three
tj'pewriters in operation, and traffic noises out-
side, the tone of the Grafonola could be heard
distinctly. The students were controlled by the
rhythm of the music and the typewriting exer-
cises, and many of them attained a speed far
beyond their expectation.

Harold W. Smith, of the Gregg Shorthand
School, who is the instructor in charge of the
class, referred to the use of the Grafonola as
follows: "I prefer the Columbia Grafonola in
my typewriting work for its purity and volume
of tone, its simplicity and convenience of attach-
ments which make regulations possible with
little waste of time and distraction."

Ward's Khaki

Moving Covers

Distributors

BRISTOL t BARBER, INC.
3 E. 14th St.. New York City

YAHR & LANGE DRUG CO.
207-215 E. Water St.. Milwaukee, Wi».

COHEN & HUGHES. INC.
Washington, D. 0.

BECKWITH-O'NEILL CO.
Minneapolis. Minn.

STREVELL-PATERSON HARDWARE CO.

Salt Lake City. Utah

C. L. MARSHALL CO.. INC.
Beckman BIdg.. Cleveland, 0.
Butler BIdg., Detroit. Mich.

THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.

C. J.
140 8.

VAN HOUTON & ZOON
Dearborn St., Chicago, III.

SONORA DISTRIBUTING CO. OF TEXAS
Dallas. Texas

KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St.. Denver. Colo.

CHAS. H. YATES
311 Laughlin BIdg., Los Angeles, Gal.

W. J). &. C. N. ANDREWS
Buffalo. N. Y.

SACHS & CO.
425 So. Wabash Ave., Chicago

SHERMAN.

741 Mission St..

CLAY & CO.
San Francisco, Cat.

Grade "D" CoTer with

No. 3 Straps

THE C. E. WARD CO.

(Well-Known Lodge Regalia Houae)
101 William Street New London, Ohio

Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroom

JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, GMrgIa
1500 South Boulevard, Charlotta. N. C.
630 Washington St, Jacksonvllla. Fla.
ORTON BROTHERS MUSIC HOUSE
Butte, Mont.
GRAY & DUDLEY CO., Nashvllla, Tenn.

ASSOCIATED FURNITURE IIFR8.
St. Louis. Mo.

W. J. DYER fc BRO., St. Paul, Minn.
AMERICAN PHONOGRAPH CO.
Burlington, Vt.
JOSEPH BARNETT 4 CO.. Cedar Rapldi, la.

"THE MAKER'S MEDALLION"

Opportunity for Dealers to Educate the Public
Against Fraud by Use of Cut

The Brunswick-Balke-Collender Co., Chicago,
111., recently issued what is entitled "The Maker's
Medallion," which is designed to be used by
dealers in advising the buj'ing public to see that

The Brunswick Medallion

when they buy an instrument it contains this
medallion showing the maker's serial number.
It is pointed out that it is a protection against
imposition and fraud. Dealers are urged to use
this cut in their advertising copy, and therefore
take the offensive against the "gyp-"

COLUMBIA PATRIOTIC ENVELOPE

The Dealer Service department of the Colum-
bia Graphophone Co. has just completed an at-
tractive patriotic record envelope that can be
used to advantage by Columbia dealers in con-

Envelope Suitable for Patriotic Occasions

nection with all patriotic holidays. The design
is distinctive and the use of the envelope can-
not fail to furnish excellent publicity for the
dealer using it and for Columbia product as a
whole.

Any man or book that will cause us to think
of ten things that we never thought of before
is worth listening to, or reading, and it makes
no difference whether we agree or not.

June IS, 1921

THE TALKING MACHINE WORLD

BARNES CO.'S UNIQUE PUBLICITY

The Brunswick Co. announced recently that
the Barnes Music Co., Los Angeles, is now
featuring the Brunswick exclusively. The Barnes
organization was one of Brunswick's earliest
dealers on the Coast. The accompanying illus-
tration shows H. E. Wallace, of the Barnes Co., as
he looks when on the job boosting the Brunswick
by means of a giant model of this well-known

HONORED BY PUTNAM=PAGE CO.

Manager Wallace Boosting Brunswick
machine set on the back of his runabout. When
calling on a customer it isn't necessary for Mr.
Wallace to put the prospect to the trouble of
coming down to the store, as he carries a Bruns-
wick machine with a full complement of records
within this giant model, which is in reality a
container for just such purposes.

The Auburn Music Co., Auburn, N. Y., has re-
cently taken the agency for the new Edison
phonograph, which finds a prominent place in
the handsome remodeled store of the company,
of which R. H. Hole is manager.

Main-Springs

For any Phonograph Motor
Best Tempered Steel

Each

% Inch X 10 feet for all small motors $ -40

%' " X 10 " " Columbia, Pathe, Helneman 45

1 " X 10 " " Columbia 50

1 " X 11 " " Columbia with hooks on end 60

1 " X 13 " " Victor 50

l^^ " X 18 " " Victor, new or old style 75

1 " X 12 " " Heineman and PaUie 60

13/16" X 18 " "Heineman and Pathe 1.05

1 " X 10 " " Saal Silvertone and Sonora 60

1 " X 13 " " lirunswifk, Saal and Sonora 70

1 " X 16 " " Brnnswick, Saal and Sonora 85

\% " full size for Edison Disn Machines 1.90

SAPPHIRES— GENUINE

Pathe, very best, loud tone, genuine, each 15c, 100 lots
$11.50.

Edison, very best, loud tone, 15c each, or $12.00 In 100 lots.
TONE-ARMS

The very best In tliruw-back style, very loud and clear,
$5.00 each.

Tone-arm with the best reproducer. Universal, $3.50 earJi.
PHONOGRAPH NEEDLES

We are jobbers In BrlUiantone Steol Needles, Magnedo.
Wall-Kane, Tonofono, Nupoint, ami the Gilt EDGE
Needles.

ORDER RIGHT FROM THIS AD

Send for price list of other repair parts and motors.
Terms — Prices are F, O. B. St. Louis. Send enough to
rover postage if wanted by parcel post, or wo will ship
by express.

The Val's Accessory House

1000-1002 Pine St. St. Louis, Mo.

Miss Margretta S. Scherff and Arthur E. Severe
Given DLnrier by Peoria Jobbers

Peoria, III., June 1. — The Putnam-Page Co.,
Victor distributor, gave a dinner Friday evening,
May 27, at the Peoria Automobile Club, in honor
of Arthur E. Severe and Miss Margretta S.
Scherff, who, with Russell L. Stutzraan, are
opening the Peoria Music Shop, an exclusive
Victor store.

Both Mr. Severe and Miss Scherff were for
many years connected with 4he Putnam-Page
Co. in the wholesale business, and the dinner
gave their former associates in the Putnam-Page
Co. an opportunity to express their good wishes
for their success in their new venture.

Besides Mr. Severe, Miss Scherff and Mr.
Stutzman as guests of honor, the dinner was
attended by the Princess Watahwaso, a noted
Victor artist, who is to sing at the opening of
the new store, and R. N. Macdonald, who is the
accompanist for the Princess.

F. H. Putnam, president of the Putnam-Page
Co., made a short address in which he expressed
the sentiment of his fellow workers in the Put-
nam-Page Co. wishing the new firm success in
the Victor business. Among those present were:
Misses M. A. Cloud, Margretta S. Scherff, Rose
Herndon, Anna Thumma, Bernadine Riegel,
Marie Kaiser, Marie Spitzer, Eva Wonder, Loo
Keirna, Princess Watahwaso, R. N. Macdonald,
F. H. Putnam, Roy Page, P. A. Ware, A. E.
Severe, R. E. Stutzman, J. D. O'Malley, Lyle
Straight, C. J. Carey, L. S. Putnam, B. J. Olt-
manns, Everett Reed, Chas. Stahl and W. P.
Mosher.

MRS. E. M. McCLUSKY PROMOTED

Portland, Ore., May 28. — ^Evelyn McFarland
McClusky, who has had charge of the educa-
tional department of the Sherman-Clay retail
store of this city, has been promoted to the posi-
tion of educational director for the Sherman-
Clay wholesale department, with headquarters
in this city, under the direction of Elmer B.
Hunt. Mrs. McClusky has developed a very
splendid educational department in the retail
store and was the motive force back of the suc-
cessful musical memory contest which was
staged by her in the public schools of this city.
She will now give her attention to the Oregon
district, which covers a very large territory, and
she is very enthusiastic over the great oppor-
tunity given her to extend her work and promote
musical education in the enlarged field given her.

TESTING THE CURIOSITY APPEAL

A certain business man, located in California,
has secured some excellent results through the
curiosity appeal. This man places a photograph
of himself on the left-hand side of his letter en-
velopes. Underneath this photograph appears
the words "Let's Get Acquainted." There is
nothing else to indicate who is sending the let-
ter. Some talking machine man might find it
worth while to try the scheme.

A SIAM SOO WINDOW DISPLAY

The Walgreen Co.'s Talk Shop, 7101 Cottage
Grove avenue, Columbia dealer, recently used
Siam Soo, the celebrated Columbia novelty danc-
ing doll, as the basis for an effective window
display. This window attracted the attention of
all passersby and was responsible for an in-
creased volume of sales, in addition to the sale
of several Siam Soos.

L. HAMMOND CRABTREE A VISITOR

L. Hammond Crabtree, sales manager of the
International Mica Co., of Philadelphia, Pa., was
among the recent visitors to the metropolis. He
spent several days in the New York territory
calling upon the manufacturers of talking ma-
chines and distributors of talking machine ac-
cessories.

They sell easily
and make good
profits f orYOU

For every phonograph you sell,
you sell many records, and for every
record you sell you should sell many
needles. Wide-awake dealers are
making needles a steadily increasing
source of income.

STHE INSTRUMENT OF QUALITY
CLEAR AS A, BELL

Semi-Permanent

NEEDLES

are neither new nor experimental.
They've been on the market for a
long time, they've demonstrated
their superiority, they are well ad-
vertised, they're well known, and
they're in demand. It pays to push
these famous quality needles which
mean money for you and satisfaction
for your custoiners.

Loud — Med ium — Soft
25c. a card of 5

(40c. in Canada)

Today send in your order

Sonora Phonograph
Company, Inc.

GEORGE E. BRIGHTSON, President

279 Broadway New York

Canadian Distributors
I. Montagnes & Co.
Toronto

The ordinary steel needle (left),
being tapered, increases in diameter
and wears the sides of the record
grooves. The Sonora needle (right)
has parallel sifies, increases the rec-
ords' life and plays many times with-
out changing.

THE TALKING MACHINE WORLD

June 15, 1921

^<iiiiii!Eiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!iiiiiiiiiiiiiiiii^

I Large Market for Records Among Summer [
I Cottagers If Trade Is Intelligently Developed j

A Summer cottage without a talking machine
is like a choir loft without an organ — at least
so it seems to those inveterate talking machine
fans who long since have found the singing and
instrumental disc an unfailing necessity and
source of gratification in the home.

Yet, granting a talking machine is a fine thing
to have in a Summer cottage, it is sometimes a
deucedly hard thing for the occupiers to get
records. The dealers are not always there or
in sight, for that matter. There are numerous
points to which cottagers go for their supplies
during the months of May, June, July and Au-
gust— stores which supply all their needs but
talking machine records. The Talking Machine
World has in mind a little village bordering the
Hudson, on the fringe of the Catskill Mountains.
There are three general stores in the place cater-
ing to the cottagers and yet one cannot secure
records anywhere in the village. The same con-
ditions can be duplicated in scores of cases
which might be cited by persons familiar with
the Summer resorts in the Eastern States.

A talking machine can hardly be expected in
every Summer cottage, boarding house, hotel
and ice-cream parlor at the various resorts un-
less these people are followed up with an ade-
quate record service. Would people bother tak-
ing cameras with them in the Summer if they
could not buy rolls of films at the shopping cen-
ters of their districts? Would people buy motor
launches or "put-puts" if they had to take up
enough gasoline to do them for the Summer?
Would people think a fountain pen a handy
thing at the Summer hotel if they could not
buy ink locall)'? How limited would be the
service of a Summer post office that did not

sell postage stamps and many other essentials.

To have the talking machine in general use as
il ought to be at the Summer resorts it will be-
come necessary-to see to it that Summer board-
ers, cottagers and Summer boarding house pro-
prietors will be able to easih- secure supplies of
new records and needles.

A case comes to mind that should be cited as
a warning. In a village where there is a certain

I Much Attention Given M

I to Phonograph Sales |

I in Summer, but Insuf- J

m ficient Effort to Sell M

M Records to Cottagers |

ashamed to say the cheaper in front of the lady,
consequently he would say, "Oh, the larger ones."
He would pay his 20 cents, but get two 5-cent
cones just the same.

Of course, the druggist could not ask more
than one dollar for a dollar record, but his policy
of "soaking people" was so generally noted that
naturally his record business never had a square
chance to see what it could do.

Two cases have come to the attention of The
World where a branch talking machine store for
the Summer is to be tried out. Also one or two
cases of new dealers applying for a record
agency so as to be in a position to cater to the
Summer trade.

■ MUSIC HELPS ENGLISH WORKERS

all-year-round trade, but which is largely in-
creased through the coming of Summer cottagers
and boarders, a druggist was enterprising enough
to secure a phonograph agency. But he so over-
charged and gouged the public in their purchases
of drugs, etc., that he earned their iU-will in-
stead of good-will. He was the sort of fellow
who, when he saw a young fellow coming in
with a girl for ice-cream cones, would inquire if
he wanted the S-cent or 10-cent size. No mat-
ter which he wanted the young fellow would be

Talking machine and player-piano music is
being tried with some success by English firms
who want to introduce a better morale among
their workers. The production of these em-
ployes, as well as their efficiency, has percep-
tibly increased, according to the employers, since
the introduction of rhythm into the workshops.
Waltz music, it is said, brings the best results,
while jazz has been proven demoralizing. The
experiment is not unknown in the United States
vvhere great success has been achieved.

The F. F. Herrmann Talking Machine Corp.,
of Richmond, Va., has increased its capital stock
from $10,000 to $20,000.

Are you advertising in a favorable atmos-
phere and where the "trade winds" are strong-
est? is a timely question.

Individuality in Your Product Will Mean More Sales for You!

The New Empire Univer-
sal Ball Bearing Tone
Arm and Reproducer

Made in Two Lengths :
8" and 9"

WE are prepared to submit to re-
liable manufacturers samples of
our tone arms and reproducers in order
to enable them to determine the merit
of otir product. Our prices are low and
the qualit)' of our product is second to
none.

Write or wire us for samples and
quotations and give us an outline of
your requirements.

The Empire Universal
Pivot Base Tone Arm
and Reproducer

Made in Several Lengths.

THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.

Established in 1914

Manufacturers of High Grade Tone Arms and Reproducers

W. J. McNAMARA, President

June 15, 1921

THE TALKING MACHINE WORLD

FIGURES ON TALKING MACHINE EXPORTS AND IMPORTS

Total Exports for Ten Months Ending April Amounted to $10,508,905 — March and April Show
Decided Falling Off in Trade — Imports for These Months Also Show Decline

5LANDIN

THE tone reproduc-
tion of the Blandin
Phonograph, controlled
through the sound
chambers, is the exact
tone created by the ar-
tists when the records
were in the making.
There are no confusing
elements of sound.
Nothing is added,
nothing is lost. A com-
parative demonstration
in your store will reveal
Blandin qualities here-
tofore unknown to you.

Racine Phonograph Co., Inc.

RACINE, WISCONSIN.

/ a PianoX
I Record I

VDIandin/

Washington, D. C, June 4. — In the summary
of exports and imports of the commerce of the
United States for the months of March and
April, 1921 (the latest period for which it has
been compiled), which has just been issued, the
following figures on talking machines and rec-
ords are presented:

The dutiable imports of talking machines and
parts during March, 1921, amounted in value to
$51,566, as compared with $96,559 worth which
were imported during the same month of 1920.
The nine months' total ending March, 1921,
showed importations valued at $583,633, as com-
pared with $606,801 worth of talking machines
and parts during the same period of 1920.

The dutiable imports of talking machines and
parts during April, 1921, amounted in value to
$88,517, as compared with $34,784 worth which
were imported during the same month of 1920.

Keep your
shop busy during
the Summer

Dress Up Your
Window With

UKULELES

They are popular sum-
mer vacation instru-
ments, and sell quickly,
because they are

Inexpensive
Easy to Play
Easy to Carry
Easy to Pack

Add a few Mandolins,
Guitars and Banjo
Ukuleles

Writt for
complete lists of all
musical merchandise

Buegeleisen & Jacobson

5-7-9 Union Square
New York

The ten months' total ending April, 1921, showed
importations valued at $672,150, as compared with
$641,585 worth of talking machines and parts
during the same period of 1920.

Talking machines to the number of 2,289, val-
ued at $125,508, were exported in March, 1921,
as compared with 4,987 talking machines, valued
at $259,305, sent abroad in the same period of
1920. The nine months' total showed that we
exported 59,607 talking machines, valued at $2,-
689,874, as against 56,316 talking machines, val-
ued at $2,501,570 in 1920, and 37,441 talking ma-
chines, valued at $1,103,526, in 1919.

Talking machines to the number of 3,159, val-
ued at $146,409, were exported in April, 1921, as
compared with 8,238 talking machines, valued at
$380,719, sent abroad in the same period of 1920.
The ten months' total showed that we exported
62,766 talking machines, valued at $2,836,283, as
against 64,554 talking machines, valued at $2,-
882,295, in 1920, and 41,184 talking machines,
valued at $1,244,583, in 1919.

The total exports of records and supplies for
March, 1921, were valued at $204,053, as com-
pared with $357,256 in March, 1920. For the nine
months ending March, 1921, records and acces-
sories were exported, valued at $2,378,600; in
1920, $2,940,697, and in 1919, $2,060,841.

The total exports of records and supplies for
April, 1921, were valued at $225,548, as compared
with $403,040 in April, 1920. For the ten months
ending April, 1921, records and accessories were
exported valued at $2,604,148; in 1920, $3,343,737,
and in 1919, $2,327,571.

HARROLD AT P. B. WHITSIT PLANT

Great Metropolitan Tenor Meets Victor Dealers
and Compliments Perry B. Whitsit on Plant

Columbus, O., May 31. — During the recent visit
to this city of Orville Harrold, the Metropolitan
tenor and Victor artist, who was heard in song
recital, accompanied by Emil Pollack, he was
the guest of honor at a reception given in the
parlors of the Perry B. Whitsit plant. The Vic-
tor dealers of this city were invited to meet
him, and they were all delighted to get in touch
personally with this celebrated singer, whose
records are so well and favorably known. Mr.
Harrold remarked that the Whitsit plant is the
finest of its kind in the country, and he has
visited nearly all of them.

TIMELY ADVERTISING ON TRUCK

The Arcadia Book and Music Store, Arcadia,
Fla., Sonora dealers, recently bought a new de-
livery truck and used the entire space of the

Enterprising Florida Dealer

large panel to illustrate and advertise the Sonora
line. The display shows up to advantage, as will
be seen by the accompanying photograph.

INTRODUCE THE CLAROLIN

The Clarolin, a new device for improving tone
quality, has recently been placed on the market
by Montgomery, MacDonald &• Co., New York,
and territorial rights are now being allotted to
jobbers. A sales canapaign has also been intro-
duced in behalf of this new device.

DICTAPHONE USED IN JUNGLES

The Board of Foreign Missions of the Metho-
dist Episcopal Church have put the dictaphone
to a new use in the jungles of Africa, which
opens up a new field for the use of this instru-
ment. The missionaries from this organization
are using the dictaphone to correctly correlate
the speech of the bush natives into an organized
grammar which can be expressed in chirographic
symbols. This is done with the idea of teaching
the natives to read and thus establishing the
fundamentals of education.

He was a mean and cynical man who remarked
that the English language was called the mother
tongue because father never got a chance to
use it. — Van Duprim Magazine.

THE TALKING MACHINE WORLD

June 15, 1921

EUROPE'S BIGGEST DANCE HIT

HON HOMME

(MY MAN)

viiih aw/Feist' son^'

_ HEAR
and/BUy«hERE!

By FRANCIS SALABERT paris.france

' PUBLISHED IN AMERICA

By LEO. FEIST Inc NewYork

MAURICE WAIN'S WONDERFUL MELODY IS NOW WINNING
AMERICA AS IT ALREADY HAS WON EUROPE

REAL CONSTRUCTIVE WORK OF THE TRADE IN DENVER

Celebration of Music Week a Great Success — Knight-Campbell Music Co. Activities — Great Assem-
blage of Dealers Attend Gathering in Denver — Meet Edward Johnson, Grand Opera Star

Denver, Col., May 30. — Denver's Music Week has
closed in a blaze of glory. During last week
practically every musical house had a program
of entertainment of some variety, and many
foreign and local musical organizations were
heard in the local theatres and auditoriums.
"Give a Thought to Music" was the slogan
adopted by the Music ^^'eek Committee and,
judging from the great interest created and the
number of out-of-town visitors, it is vtry evi-
dent that Music Week in Denver has done much
in the way of advancing music appreciation.
Naturally this concentration of the public's mind
upon music has had a vtry beneficial effect upon
music houses from a sales standpoint, practically
all of whom have left nothing undone to capital-
ize the opportunit}' thus presented.

Mr. Weidensaul, of the Mason & W'eidensaul
Co., proprietor of the Victrola Shop, located in
the Daniels & Fisher Storage Co., is now attend-
ing the .Victor School of- Salesmanship at Cam-
den. From letters which have been received
from him it is very evident that he considers
his trip well worth the time and expense required
for visiting the school. Mr. Weidensaul will be
a.\\z.y for several months, visiting various points

in the East, including Boston and an extended
visit to his home in Allentown, Pa.

.Of greatest interest to the local talking ma-
chine trade is the ap-
pointment of Joe Spain
as manager of the talk-
ing machine depart-
ment of the American
Furniture Co. Mr.
Spain at one time was
proprietor of a suc-
cessful music store in
El Paso, Texas.

T. P. Pattison, of the
Pattison Music Co.,
has been confined to
his home for a perkid
of several weeks, due
to sickness, and his
friends regret that he
is not yet able to at-
tend to business at his
downtown store. ^dw. Johnson

The following concerns have recently opened
up Victrola departments: Laman & Johnson,
35 South Broadway, Denver; Craigs Drug Store,

Craigs, Col.; Pioneer Pharmacy, WheatlaA^,
Wyo.; Elquest Furniture Co., Torrington, Wycj.;
E. L. Montgomery, Chappell, Neb.

Grand Opera Week in Denver was a very wqg-
derful event, and unquestionably was a grejlt
success from every standpoint. Many out-of-
town visitors attended all performances of the
Chicago Opera Company, among whom wefee

The KENT MASTER ADAPTER

plays ALL RECORDS at their best
on the

EDISON DISC PHONOGRAPH

Write for particulars concerning this, the best
known and largest seller of its kind in the market.
Attractive prices and terms will be quoted you.

WE specialize, in attachments for
Edison and Victor machines; also
soundboxes, diamond, sapphire and steel
needles. Drawn brass tone arms made
to order. Tube and pipe bends of all
kinds successfully executed.

F. C. KENT CO. :: Specialty Manufacturers

IRVINGTON, N. J.

whose phonograph accessories "win their way by their play"

Factory
Representative

LOUIS A. SCHWARZ. Itic.

1265 Broadway
New York City

Autographing Victor Records for Dealers

Mr. and Mrs. W. C. Alexander, of the Alexander
Drug and Jewelry Store, Salida, Col., Victor
dealers at that point. Mrs. E. G. Paster, of
Colorado Springs, proprietress of the Paster
Music Shop, was also a visitor. .•

Victor dealers and their sales people were
invited to the Victor wholesale quarters of the
Knight-Campbell Music Co. to meet one of the
opera stars, Edward Johnson, in person. Mr.
Johnson gave a very interesting talk to the
sales people on his experiences as an opera sta,r
and his experiences as a record maker. The
very enthusiastic endorsement of the Victrola
and Victor records by Mr. Johnson delighted the
hearts of the sales people. Many other things
taken up during his talk caused them to go
away with the determination to devote more
time, in their selling work, to Red Seal selec-
tions. ]

R. A. Bryant, manager of the Victor whole-
sale department of the Knight-Campbell Music
Co., and J. A. Frye, sales manager, recently
visited dealers in Garden City, Kan.; La Junta
Col.; Pueblo, and other Arkansas Valley points.
The3' report that Joe Adamek, proprietor of the
La Junta Jewelry and Optical Co., La Junt§,
proved to be a very gracious host. Mr. Adamek
is located in a very prosperous Colorado city,
and has for years conducted a very successful
music department.

Miss Grace Hunter, educational director of the
Victor wholesale department of the ■ Knight-
Campbell Music Co., has just returned from a
month's tour, where she gaye demonstrations of
educational work in various schools in the south-
ern part of Colorado and the northern part (*
New Mexico. This work was carried on in the

June 15, 1921

THE TALKING MACHINE WORLD

dealers' behalf. Considerable enthusiasm over
the educational phase of the talking machine
business was created.

C. G. Campbell, president of the Knight-
Campbell Music Co., and A. W. Landay, man-
ager of the Victor retail department of the com-
pany, have just returned from the music trades
convention in Chicago. E. A. Cox, president of
the Denver Music Co., also attended.

H. D. Leopold, traveling representative of the
Victor Co., has been transferred from the Colo-
rado territory to the California territory. He
succeeds Otto May, who is to fill the position
of assistant in the traveling department at
Camden.

Mr. Saunders, of the Denver Music Co., has
been confined to his home for a considerable
length of time, owing to a throat operation. His
friends are pleased to note that he is again on
duty at the Denver Music Co., where he shapes
the destiny of the talking machine department.

ATTRACTIVE AMBEROLA WINDOW DISPLAY FOR JULY

ROAD SIGN WELL RECEIVED

Metal Sign Advertising Co. Attains Considerable
Success With Its New Victor Road Sign —
Factory Facilities Doubled to Meet the
Requirements of the Talking Machine Trade

The Metal Sign Advertising Co., Inc., Musca-
tine, Iowa, has recently introduced a Victor road
sign, which is meeting with exceptional suc-
cess. Victor dealers and distributors in all parts
of the country have placed orders for these
signs and they are now making their appear-
ance along the most important roads and high-
ways.

The company is manufacturing this sign in
conjunction with its complete line of metal signs
that has been on the market for quite some
time. These signs have all attained popularity in
their respective trades, as they embody a new
process which is distinctive and artistic.

The Metal Sign Advertising Co. started in
business only two months ago, being an Iowa
corporation, formed by H. B. L,ord, as presi-
dent and treasurer of the company, and H. W.
Zeug as vice-president and secretary. In this
very short space of time the company has dou-
bled its factory facilities in order to meet the
demand of its trade and has gone to consider-
able expense in perfecting its product. The
construction of its beaded sign is a patented
process, which forms a most attractive framing.
The bead is formed by rolling the sides and ends
of one piece of galvanized steel, which gives an
artistic effect, and makes the sign durable.

AN INTERESTING BULLETIN

The "Imico" bulletin issued by the Interna-
tional Mica Co., Philadelphia, Pa., has gained a
place for itself among house organs produced
by manufacturers. This interesting folder has
already reached its sixth volume and sixteenth
number, and is valuable to a high degree in the
sales campaign of the International Mica Co.

On the first page of the June issue is repro-
duced the photograph of James A. Crabtree,
vice-president of the company, who is at present
in European fields investigating trade conditions.
Mr. Crabtree is expected to return in a month
or so and will probably bring with him much
valuable information regarding foreign condi-
tions. His previous investigation, in the same
field, of one year ago proved so valuable that
the present trip was undertaken.

Besides the plans of Mr. Crabtree's trip, the
"Imico" bulletin contains an interesting listing
of the large number of purposes for which
"Imico" mica is used.

The Paul Whiteman records of the Victor line
are increasing in popularity. This orchestrM
seems to be just what the people like for danc-
ing— it is away from the loud jazz, of which the
people have had their fill, apparently. In other
words, people still like syncopation, but they
want it played moderately and not with all the
noise that most orchestras have played such
music in the past.

That the oldest of
phonographs, the
Edison Diamond
Amberola, is still go-
ing strong is one of
the most encouraging
signs of the talking
machine industry.
The series of Am-
berola window dis-
plays created by Ein-
son Litho, Inc., New
York, are meeting'
with great favor by
Amberola dealers as
powerful aids to sell-
ing. The July display
illustrates a happy
outdoor scene fea-
turing the portabil-
ity and convenience
of the new portable
Amberola model.

TALKING MACHINE MEN, INC., MEET

Monthly Meeting of Local Association Held
This Week — Numbers From Jack Mills, Inc.,
Catalog Heard — C. D. Isaacson Talks

The Talking Machine Men, Inc., an organiza-
tion composed of progressive talking machine
dealers of New York, New Jersey and Connecti-
cut, held their regular monthly meeting at the
Cafe Boulevard on Wednesday, May 18.

The meeting was well attended and was pre-
ceded by a luncheon, during the course of which
several professionals rendered the current song
hits from the catalog of Jack Mills, Inc., the
well-known New York publishing house, and in
addition demonstrated several numbers which
are to be featured by that organization during
the Summer months.

Sidnej' C. Caine, of the Mills Co., made an ad-

dress in which he described the merits and the
special features of the songs rendered and also
told of the plans of the Mills organization
to give the newer numbers unusual publicity.
The songs included "Sleepy Head," purchased
by Jack Mills during his recent trip to the Pa-
cific Coast, sung by Alice Shedon; a new Indian
number, "Wana," sung by Jack Strauss; a ballad
entitled "Calling" and a novelty, "Oh, Marie."

Irwin Kurtz, president of the association, read
several letters which had been received from
Senators and Representatives in Washington
commenting upon the possible passage of a bill
for an increased special tax on musical instru-
ments. The members of the association were
asked to write their Washington representatives,
showing the unjustness of any increase.

Charles D. Isaacson, editor of the "Music in
the Home Page" of the New York Globe, made
a very interesting address.

This splendid record cabinet
number goes to the
dealer for $9.00

Tj^OLLOW up your
^ table type phono-
graph sales with
UDELL record cabi-
nets. When you get a
UDELL cabinet in the
home you not only
make that extra profit
but you immediately
start again the buying
of phonograph records

Number 404 for VICTROLAS
IV and VI. HeiglU 32".
Width 17". Dcl'th 17". /n
cither quartered oak or ma-
hogany front. Holds 208
Victor records.

TX^UdellWorks

Indianapolis, 12SS West 28th Street

THE TALKING MACHINE WORLD

June IS. 1921

mm.

'm\\\m\

the finest reproducing
Phonograph in the World

Prestige and
Profits

EVERY form of musical entertain-
ment finds in the Stager that rare
charm of perfect tone-reproduction
which has made this dehghtful phono-
graph a big favorite in thousands of
homes.

Artistry of design and perfection of
cabinet work are distinctive of the
Steger. Music-lovers are quick to
discern real merit. The more critical
they are, the quicker they are to de-
cide in favor of the beautiful Steger.

You can make the Steger a big asset
of your business because of the quick
turnover and because every sale pro-
duces a second sale.

Steger Phonographs are backed by
a great and profitable merchandising
plan. Write for the Steger proposi-
tion and Steger Phonograph style
brochure today.

Desirable territory open.

Phonograph Division

STEGER & SONS

Piano Manufacturing Company
Steger Building, - - CHICAGO, ILL.

Factories: Steger, Illinob, where the "Lincoln"

and "Dixie" Highways meet.
"// it'saSteeer—it's the most yaliutblePuino in the world."

June 15, 1921

THE TALKING MACHINE WORLD

GREAT OPPORTUNITIES EXIST

Abram Davega Talks Most Interestingly and
Optimistically Anent Business

DIRECTING CHAMBER OF COMMERCE

Abram Davega, vice-president of the Knicker-
bocker Talking Machine Co., New York City,
Victor wholesaler, gave his'view on current con-
ditions and the attendant opportunities in a re-
cent interview with The Talking Machine World.
Mr. Davega said, in part: "A year ago Victor
dealers everywhere were clamoring for more
goods. To-day general business conditions are
not so good and, of course, the talking machine
industry is feeling its share of the slowing up.
While orders are being received in goodly num-
ber they, of course, do not equal the tremendous
demand of last year. Present conditions, how-
ever, ofifer exceptional opportunities to both the
distributor and retailer. The opportunities are
greater than last year; goods are not only more
plentiful, but we are able to help the dealer
more. There are many helps available, not only
our own individual sales co-operation, but many
of the well-advertised services. With good use
of the many sales helps at his command I believe
that the Victor dealer will find good business
coming his way."

NEW QUARTERS FOR OFFICES

Efficiency Electric Corp. Now Has Headquar
ters at 342 Madison Avenue, New York

The executive offices of the Efficiency Electric
Corp. have been moved from 149 Broadway to
342 Madison avenue. New York. The Efficiency
Electric Corp. is the manufacturer of an elec-
tric motor produced in its own factory at
Lowell, Mass. The company has just issued a
new illustrated, descriptive booklet on its "Tru-
Time Motor," which is now being forwarded to
the trade.

EFFECTIVE INTEREST STIMULATOR

The Diversey Brunswick Shop, of Chicago, has
a novel and interesting plan to effectively bring
to the attention of customers its wares, service
and store. The illustration, featuring "Bright

Card on "Bright Eyes" That Won Out

Eyes," reproduced below is printed on the re-
verse side of a plain United States postal card
and is mailed to the customer. The plan has
proved very effective, noticeably increasing the
number of inquiries regarding this number.

ROHEN STONE

Wc are the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.

KEYSTONE MINERALS CO.

41 Union Square, N«w York City

Several Talking Machine Men Among Officers
and Directors of Music Industries Chamber of
Coirunerce for the Coming Year

Members of the talking machine trade will,
during the coming year, play a prominent part
in the conduct of the Music Industries Chamber
of Commerce through the election of several
prominent members of the industry as officers
and directors in that big central organization.

At the annual convention of the Chamber of
Commerce held in Chicago last month a budget
totaling $129,400 for carrying on the Cham-
ber's work during the year was approved by the
various affiliated organizations. This budget pro-
vides for the payment into the Chamber's coffers
by the talking machine industry of $40,000 dur-
ing the year. Practically all this sum will come
from the manufacturers, several of whom are
individual mem'bers of the Chamber of Com-
merce.

At the election held at the last meeting of the

Chamber Ralph L. Freeman, director of dis-
tribution of the Victor Talking Machine Co., was
named as second vice-president, and John G.
Corley, head of the Corley Co., Richmond, Va.,
Victor wholesaler, was elected treasurer. The
directors include C. A. Grinnell, past president
of the Chamber and head of Grinnell Bros., Vic-
tor wholesalers in Detroit; James F. Bowers,
chairman of the board of directors of Lyon &
Healy, Victor wholesalers in Chicago; L. C.
Wiswell, of the same house, as president of the
National Association of Talking Machine Job-
bers; H. L. Willson, general manager of the
Columbia Graphophone Co., and William Max-
well, vice-president and general manager of
Thos. A. Edison, Inc.

TRIBUTE TO A GREAT TENOR

"Thank God that somebody still lives to up-
hold the standard of bel canto," is the inscription
on a card from Jean de Reszke, one of the
cherished mementos brought back from France
by John McCormack, the great Victor artist.

ARE THE TALK OF THE TRADE

We release this month

THE NEWEST POPULAR HITS

catalogued in our new supplement

Also Ready for Delivery

many of the good sellers of our

STANDARD REPERTOIRE
FOREIGN LANGUAGE RECORDS and ARTISTIC SERIES

Place your order now for these

FOUR VERITABLE GEMS
JOHN McCORMACK

Made in Europe by the Odeon Co.

Am 33011 Absent (John W. Metcalfe)

" 33017 A Nation Once Again

" 33018 Dear Little Shamrock

" 33020 Roses (Stephen Adams)

[

iAm<

t/lmGrican OdQon VjDrporationj

lOO WEST 21SJ STREET
NEW YORIC

THE TALKING MACHINE WORLD

June 15, 1921

THE WINDOW AS A TRADE BUILDER

Iowa Mercantile Co., Newton, la.. Emphasizes
Its Progressiveness by Utilizing the Window
of Its Store to Very Profitable Purpose

The value and importance of the window as a
trade stimulator and business getter have been
referred to frequently in The World, but the

These remarks are adduced by photographs
which were recently received from the Iowa
Mercantile Co., Newton, la., showing two spe-
cial window displays prepared by H. Lionel
Webster, which, it will be admitted, are cleverly
handled. The first is devoted entirely to Victor
artists and emphasizes not only the great roster
of artists whose records are handled, but the
attractive display in itself interests. The sec-
ond photograph is that of a Victor dance rec-
ord window, in which all the standard dances
are represented in the records which appear right
in front of the display. It will be observed that
this window is also artistically arranged and Dis-
play Manager Webster is entitled to congratula-
tions. Too much emphasis cannot be placed
on the artistic arrangement and the frequent
changing of the windows. The dealer who con-
centrates on this department of publicity intelli-
gently is going to derive marked benefits.

L. M. COLE BACK AT HIS DESK

Sales Manager of Iroquois Sales Corp. Recovers
From Operation — Tells of His Experiences
With St. Peter and Other Happenings

INTRODUCE NEW NEEDLE CUTTER

Special Victor Artist Window
subject will bear repetition because of its time-
liness. It is notable that those dealers who
realize the sales value of their windows are
steadily forging ahead. They command the at-

Phonomotor Co. Markets Needle Cutter With
Unique Features — Planning for Large Output

Window Display Devoted to Dancing
tention and support of the community. This
is a point that other dealers should keep in mind
when somewhat indifferent to the importance of
the window.

Rochester, N. Y., June 6. — The Phonomotor Co.,
of this city, manufacturer of the Phonostop, is
now placing on the market a new needle cutter
which is the result of extended laboratory ex-
periments. W. F. Hitchcock, of the Phonomotor
. Co., has invented a number of successful talking
machine accessories, and recently conferred with
tiie trade regarding his new needle cutter.

The cutter that will be placed on the market
by this company will retail at 75 cents, and Mr.
Hitchcock states that orders for over 30,000 have
already been received as the result of his demon-
strations on his recent Western trip. The com-
pany is providing factory facilities for an output
of 250,000 during 1921, and plans are being made
for an aggressive sales campaign.

The New York Band Instrument Co., of Man-
hattan, N. Y., has increased its capital from
$100,000 to $150,000.

Buffalo, N. Y., June 4. — ^Lionel M. Cole, sales
manager of the Iroquois Sales Corp., distribu-
tor for Granby phonographs and Okeh records,
returned to his desk this week after spending
a few weeks in the hospital, battling with an old-
time illness. Mr. Cole is apparently in the best
of health and spirits and has resumed his work
with his usual vim and energy.

In a chat with The World Mr. Cole commented
as follows regarding his sojourn in the hospital:
"While 'enjoying' one of the delirious spells in-
cidental to coming out from under the various
dopes given me when in the hospital I imagined
that I had left this troublous old world and
gone straight up to heaven, of course (I told
you I was 'delirious'), and was met at the
door by the traditional kindly faced old gentle-
man with a bunch of keys and a nightie on below
his whiskers. They were about to fit me out
with the usual set of wings, harp, etc., when I
put. up a roar, saying, 'Heaven won't be heaven
to me unless I can have my Granby phonograph
and receive all the new Okeh records as they
come out — take back your old harp.' This
seemed to strike a new angle for the manage-
ment, though taken kindly and given every con-
sideration. It didn't seem to conflict in any way,
as I was informed that there wasn't another
talking machine man registered, anyway.

"This fact was my undoing in the end, how-
ever, as it was finally decided that perhaps I would
be happier with my kind, so they tried to let me
down ('down' is good) easy. I was informed
that there was a place where they permitted
every kind of phonograph and record to be
played at the same time, and so I was told to
go there. About this time my nurse grabbed
me and said gently, 'I wouldn't try to get out
of bed if I were you,' and that 'pipe-dream' was
ended."

BELL HOOD Semi -Permanent Neeale

THE NEEDLE WITH TONE QUALITY

THE BELL HOOD

PAT. MAY 4, 1920

SEMI-PERMANENT NEEDLE

The ^wincllng Board BdS produces tke best results. Elurntsat^s &s no other
needle can* ali m^dbanitca! noises. Toaai effects for &ny record.

LOUD

Made by the Bell Hood Needle Co., New Haven, Conn., U. S. A.

IMPROVES YOUR PHONOGRAPH 1 OO PER CENT

''The Bell Does It

Purifies the tone, reduces the scratching and mechanical sounds to a minimum.
SEMI-PERMANENT POINT— Loud— Medium— Soft

A profitable needle for dealers to sell. More than 2000 dealers are now selling them with splendid success.

THE BELL HOOD NEEDLE CO.

183 CHURCH STREET NEW HAVEN, CONN.

The Talking Machine World, New York, June 15, 1921

•'"'y QKe^ Records

70001 Jde^^r little shamrock— Tenor with

^ Tl'ool Orch John McCormack

70002 NATION ONCE AGAIN— Tenor with Orch.,
10%in.^ jjjhn McCormack

$1.00 1

LA TRAVIATA (Arie Der Violetta) (Sempre
Libera) (Verdi) — Soprano with Orch. — (In
German) Frieda Hempel

GOD BE WITH YOU TILL WE MEET AGAIN
— (Sacred) — Contralto-Baritone Duet with
Organ & String Trio . Helen Clark-Joseph Phillips

LET THE LOWER LIGHTS BE BURNING—
(Sacred) — Contralto-Baritone Duet with
Organ & String Trio . Helen Clark-Joseph Phillips

JEAN — Baritone with Orch Bernard Ferguson

WHEN THE BELL IN THE LIGHTHOUSE
RINGS DING DONG — Bass with Orch.,

Wilfred Glenn

NOW I LAY ME DOWN TO SLEEP— Tenor-
Baritone Duet with Orch.,

Charles Hart-Elliott Shaw

MAMMY'S LITTLE SUNNY HONEY BOY—
Vocal Trio with Orch Crescent Trio

fDO YOU EVER THINK OF ME^Tenor &

Quartet with Orch. . Lewis James & Shannon Four
I'VE FALLEN IN LOVE WITH THE GIRL OF
MY DREAMS — Tenor with Orch Sam Ash

AINT WE GOT FUN — Tenor with Rega Or-
chestra Billy Jones

I LIKE IT — Tenor-Baritone Duet with Rega
Orchestra Billy Jones-Ernest Hare

MY MAN (Mon Homme) — Contralto with

Rega Orchestra Aileen Stanley

I'VE GOT THE TRAVELLING "CHOO-
CHOO BLUES" — Contralto with Rega Or-
chestra Aileen Stanley

fPEGGY O'NEIL — Tenor & Quartet with Or-
chestra Sam Ash & Shzumon Four

THE LAST LITTLE MILE IS THE LONGEST
— Tenor with Orch Lewis James

rLOST YOUR MIND — Baritone with Rega Or-

4340 chestra Shelton Brooks

^^•^•j MURDER IN THE FIRST DEGREE— Bari-

[ tone with Rega Orch Shelton Brooks

r MONDAY MORNING BLUES— Vocal Quartet

The Norfolk Jazz Quartet
STANDING ON THE CORNER — Vocal Quar-
tet The Norfolk Jazz Quartet

. fIN A MONASTERY GARDEN — (Incidental
4342 i Voices by Gounod Quartet — Bird Voices
10-in 1 Sibyl Sanderson Fagan) . . . Hager's Orchestra

85c! 'love in lilac TIME— Valse— Whistling

I Solo with Orch Gertrude Willey

[MILLIONS D'ARLEQUIN — (Drigo's Sere-
^^^^ nade) — Cello Solo with Piano. . . .Julius Berger
^g'^- 1 MELODY IN F — (Rubinstein) — Cello Solo

* i. with Piano Julius Berger

70101
10% in.
$1.25

4344
10-in.
85c.

4346
10-in.

85c.

4341
10-in.
85c.

4324
10-in.^
85c.

4325
10-in.
85c.

4326
10-in.
85c.

4329
10-in.
85c.

4345
10-in.<|
85c

THE HEATH'RY BREEZE— (Irish Reel) —
— Accordion Solo, Piano Accomp.,

Peter J. Conlon, Accordion
Joseph J. Gaury, Piano
MEDLEY OF HIGHLAND SCHOTTISCHES
— Accordion Solo, Piano Accomp.,

Peter J. Conlon, Accordion
Joseph J. Garry, Piano

CAROLINA LULLABY— Waltz,

Green Brothers' Novelty Band
WHERE THE LAZY MISSISSIPPI FLOWS—
Waltz Mau-kel's Orchestra

PAPER DOLL — Fox-trot,

Rudy Wiedoeft's Palace Trio
TEA CUP GIRL— Fox-trot,

Julius Lenzberg's Harmonists

^WHO'LL BE THE NEXT ONE (To Cry Over
You) — Fox-trot — Incidental Saxophone by
Sam Feinsmith) . . .Julius Lenzberg's Harmonists
i SIGHING JUST FOR YOU— Fox-trot— (Inci-
dental Cornet Obbligato by Abe M. Small),

Rega Dance Orchestra
THE MEMPHIS BLUES— Fox-trot,

Tim Brymn and His Black Devil Orchestra
CAMP-MEETING BLUES— Fox-trot,

Tim Brymn and His Black Devil Orchestra

PUCKER UP AND WHISTLE— Fox-trot—
(Incidental Singing by Billy Jones, Whistling
by Margaret McKee) . . . .Rega Dance Orchestra
^NESTING TIME — Fox-trot . Rega Dance Orchestra
I LOST MY HEART TO YOU— Fox-trot,

Markel's Orchestra
ORANGE BLOSSOMS— Fox-trot,

Market's Orchestra
MY MAN (Mon Homme) — Fox-trot,

Green Brothers' Novelty Band
WAIT UNTIL YOU SEE MY MADELINE—

. Fox-trot Banjo Wallace's Orchestra

TEA LEAVES— Fox-trot,

Ben Selvin and His Novelty Orchestra
MOONLIGHT— Fox-trot,

Ben Selvin and His Novelty Orchestra
I'LL KEEP ON LOVING YOU— Fox-trot,

Natzy's Hotel Biltmore Orchestra
SUNSHINE— One-step,

Natzy's Hotel Biltmore Orchestra

4333 \ CROONING— Fox-trot,

1 ft J Erdody's Hotel Pennsylvania Orchestra

85^ I WHAT COULD BE SWEETER ?—Fox.trot,

' [ Erdody's Hotel Pennsylvania Orchestra

4334 rCHERIE — Fox-trot . . Rudy Wiedoeft's Palace Trio
MOONBEAMS (Intro. Chorus of "Hi-Yo") —

Medley Fox-trot Perry's Syncopators

IRISH MEDLEY WALTZ (Intro.: My Wild
Irish Rose, When Irbh Eyes Are SmUing,
Mother Machree) — (M. Perry, Accordion —
Joe Green, Xylophone) — Medley Waltz,

Rega Dance Orchestra
OLD FAVORITES (The Sidewalks of New
York, Sweet Rosie O'Grady, Comrades,
The Bowery) — Medley Waltz — (M. Perry,
Accordion — Joe Green, Xylophone),

Rega Dance Orchestra

4321
10-in.
85c.

4336
10-in.
85c.

4337
10-in.<!
85c.

4338
10-in
85c

4339
10-in,-i
85c.

4327
10-in.<
85c.

4328
10-in.
85c.

4330
10-in.-
85c.

4331
10-in.^
85c.

4332
10-in. <!
85c

10-in
85c

4335
10-in.
85c

GENERAL PHONOGRAPH CORPORATION

OTTO HEINEMAN, President

25 West 45th Street New York City, N. Y.

June iS, 1521

THE TALKING MACHINE WORLD

With handy cans of Gralonola oil your salespeople
can use their spare time by going to customers'
homes, oiling their Graionolas, and playing a few
records. This service builds record sales.

Columbia Graphophone Co

NEW YORK

NEW BRUNSWICK ARTIST

Miss Florence Easton, Famous Operatic Artist,
Now Exclusive Brunswick Artist — Records
Will Be Released at an Early Date

The Brunswick-Balke-Collender Co., Chicago,
has announced that Miss Florence Easton,
famous dramatic soprano and one of the most
popular artists in the Metropolitan Opera Co.,

Miss Florence Easton

has signed an exclusive Brunswick contract.
Miss Easton's records will be released shortly
and will undoubtedly meet with a hearty wel-
come from Brunswick dealers everywhere.

For a number of years past Miss Easton has
been one of the featured artists of the Metro-
politan Opera Co. and has attained exceptional
success in the most exacting roles. She has been
enthusiastically praised by musical critics
throughout the world and in adding Miss Easton
to its fast-growing list of exclusive artists the
Brunswick Co. well deserves the congratula-
tions of its trade.

FIRE DAMAGES MUSIC STORE

The Pincus & Murphy music store located in
the Rapides Theatre Building, Alexandria, La.,
was badly damaged by fire on May 25.

The monthly bulletin issued by the Mickel
Bros. Co., of Des Moines, for May contains
three interesting articles, one by J. Warren
Stevens, manager of- the Mickel Co.'s Marshall-
town store, on the "Value of Location," an
article on "Service" by L. A. Murray, of Daven-
port, and an article on "Store Equipment" by
C. B. McGregor, of Creston, la.

CONCERTS HELP DEALERS' SALES

Concert Manager for Pathe Artists Links Up
Their Appearance With Sales Campaign of
Local Dealers — Good Results Ensue

Mark Byron, concert manager for Pathe ar-
tists, has been exceptionally successful in link-
ing up their appearance in various cities with
the sales department of the local Pathe dealer.
Mr. Byron has recently conducted concerts in
Pittsburgh, Pa., Johnstown, Pa., Worcester,
Fitchburg and Fall River, Mass. In each city
the local Pathe dealers were given a place in the
limelight which resulted in many immediate sales
as well as an invaluable increase in prestige.
In Worcester, where Mullholland and Debruille
appeared on May 4, thirteen Actuelles were sold
as a direct result of Mr. Byron's co-operation
with the local dealer.

The concert is usually conducted under the
auspices of some local society. Supplementing
the appearance of the artist, Mr. Byron arranges
a series of Actuelle recitals before groups of
local townspeople. At these recitals the dealer
is given an opportunity to get in touch with a
very valuable selection of prospects. In Worces-
ter fifteen Actuelle recitals were held, in Johns-
town eleven and in Pittsburgh twelve.

The schedule for Pathe artists for the month
of June shows a wide latitude of territory cov-
ered and undoubtedly will have a stimulating
effect upon the record sales in the cities in which
they appear during the Summer months.

The development of the Actuelle needle-cut
record has received much of the attention of the
Pathe staff. Not only the recording but the
record itself has been perfected to a high degree.
Almost unbelievable wearing qualities are claimed
for it.

Bristol & Barber, New York City, recently
wrote a highly complimentary letter to the head-
quarters of the Pathe Freres Phonograph Co.,
in Brooklyn, N. Y., stating that one of their
dealers had played an Actuelle record for two
solid days without its showing any wear.

SECURES MUCH MORE FLOOR SPACE

Brilliantone Steel Needle Co. Arranges for Larger
and Splendidly Equipped Quarters

The Brilliantone Steel Needle Co., New York
City, has long felt the necessity of increased
facilities for the handling of its large needle
business. During the month of May it was able
to secure space, approximately four times that
of the former offices, on the sixth floor of the
same building at 347 Fifth avenue. In addition
to the space occupied by the general office force,
there are well-appointed private offices for both
Byron R. Forster, president of the company,
and Harry W. Acton, secretary. An attractive
salesroom has been fitted out and another room
has been provided for the sales staff.

Mr. Forster recently returned from Montreal,
Canada, where he had gone in the interest of
the Brilliantone needle.

THE CABINETland ACCESSORIES COMPANY

Otto Goldsmith, President
145 East 34th St. New York City

We are
Sole Metropolitan Distributors of

The CIROLA

Price Now, $35.00

Regular Trade Discount to Dealers

Write or Phone for Representative to call

The New Cirola Dance Needle

is now ready. Use it to get the
best results. Send for sample.

Get All Your Accessories
from One Source

Lundstrom Converto Cab-
inets
Bubble Books
Record Albums
Record Delivery Envelopes
Motrolas

Gilt Edge Needles

Record-Lites

Fibre Needle Cutters

Tonofone Needles

Cabinets

Talking Machine Toys

Brilliantone Needles

Fletcher Needles

Red, White & Blue Need' es

Polishes and Oils

Repeaters and Rotometers

Wall-Kane Needles

Record Cleaners

Dust and Moving Covers

Motor Spring Safety Device

Have you seen our new
Console table ?

THE TALKING MACHINE WORLD

June 15, 1921

ial

5IC

Appointment

An Impressive Tribute to the Supremacy of the

VOGALION

CABLEGRAM

H. B. Tremaine, Esq.,
Aeolian Company, New York.

Have great pleasure in advising you that
the Vocalion is now being used in both the
Royal Academy and the Royal College of
Music for educational purposes.

A. J. Mason, Mgr.

The Aeolian Co., London

THE above cablegram, notifying us
of the installation of the Vocalion
for educational use in England's
two foremost institutions of musical
instruction, is an impressive
tribute to the instrument.

Its real significance is that it
proves the Vocalion to be
rapidly attaining the same posi-
tion abroad which it occupies
in America; a position of un-
questioned supremacy in the
phonograph field.

Teachers are trained to detect
every fault and imperfection in

a musical performance. Their tests of a
phonograph are more searching and
severe than any others to which the
instrument can be subjected.

In such tests there is no con-
sideration other than genuine
musical superiority. And
wherever they have been made,
whether by those specially
trained to criticize, as in this in-
stance, or by those with natural
musical discrimination, the Vo-
calion invariably demonstrates
its unequivocal title to leadership
among instruments of its type.

VOCALION PRICES
Conventional Models from $60. With Graduola, $150. Period Models from $300

THE AEOLIAN COMPANY

NEW YORK

LONDON

PARIS

MADRID

SYDNEY

MELBOURNE

June 15, 1921

THE TALKING MACHINE WORLD

5^^H]fivUNTINC FOX-TROT TUNE BY THE WRITER OF

MAN'S FANCY" (THE MUSIC BOX SONG)

Sweet Lips

r ^^^^^

"You cani go wrong
vjith any Feist'Song"

EDISON'S $10,000 PRIZE OFFER

Offers to Pay That Sum for Best Phrase of Four
or Five Words Describing Edison's Musical
Creation — Big National Publicity Campaign

One of the striking advertisements appearing
in the June national magazines is that signed by
Thomas A. Edison, in which he offers to pay
"$10,000 for the best thoughts on one of my
problems." The text of the ad is as follows:

"In 1851 Ralph Waldo Emerson said: 'Could
I only have music on my own terms, whenevet"
I wished the ablution and inundation of musical
waves, that are a bath and a medicine.' Emer-
son spoke the thoughts of millions, and voiced
a need of all humanity.

"It is obvious that the phonographic repro-
duction of music affords the only means of pro-
viding music of practically every variety, wher-
ever and whenever it is desired; without this
means even those who live in the great centers
of music can hear it only at conventional hours
— and then not always the kind of music they
most need and desire.

"To make the phonographic reproduction of
music serve the need expressed by Emerson it is
necessary that the reproduction shall preserve —
undiminished and undistorted — the true beauties
of the original music. The greatest shortcoming
of the phonograph has been its lack of realism.
It is this shortcoming which I have sought to
remove. The result is a degree of realism in our
new phonograph which is baffling to even the
most expert ears when direct comparison is
made between living singers or instrumentalists
and the reproduction or Re-Creation of their
work by our new instrument.

"Were Emerson alive to-day I feel that our
new phonograph would be accepted by him as
a satisfactory answer to the need which he ex-
pressed. At any rate, the psychological research
work which we have been conducting for nearly
two years indicates that the well-known and
almost incalculable benefits of music can be de-
rived, in full measure, from the proper use of
this new instrument.

"Psychologists, physicians and other scientists
appreciate that our object is to provide music of
the best sort, under conditions that will insure
the largest benefits. The new phonograph which
we have developed is merely the instrumentality
by which I am endeavoring to place truly fine
music at the command of every household.

"A great many people have said that they re-
gard this new instrument as the best phonograph
in existence. While such statements are naturally
gratifying to me, I find that the importance of
our work in the field of music is somewhat ob-
scured by the fact that so many people continue
to think of this new instrument merely as a
phonograph. They may think of it as the best
phonograph — ^but it still is only a phonograph
to them.

"I want a phrase which will emphasize that
our new instrument is not a mere machine, but

that it is an instrumentality by which the true
beauties and the full benefits of music can be
brought into every home.

"The phrase should not contain more than
four or five words. I want a dignified expres-
sion which will clearly distinguish the instru-
ment from all other sound-reproducing devices.

"I have authorized that $10,000 in prizes be
paid for the best ideas submitted.

"(Signed) Thomas A. Edison."

In this connection it is pointed out that details
of Mr. Edison's offer can be obtained from the
Edison dealer situated nearest the party inter-
ested. Meanwhile Edison dealers are carrying
ads in the local papers supplementary to the
general publicity of Thomas A. Edison.

BATTLE OF THE BIRDS

Durham, N. C, June 4. — The magnetic drawing
power of the well-known Pathe red rooster was
demonstrated in this city a short time ago when
a hostile chicken hawk was drawn to his death
by the compelling force of the Pathe trade-
mark. In describing the interesting episode a
local newspaper says: "The Burtner Furniture
Co. has a large Pathe rooster posted on the big
glass front of its building. Tuesday morning a
crash was heard and it was thought someone had
thrown a rock against the glass. Investigation
found a big chicken hawk breathing its last
upon the pavement. The hawk had seen the

Pathe rooster in the window and had dropped
down to get it, striking the glass so hard that
it broke its neck and died within a few minutes."

OBTAINS RECORD THROUGH AD

Unable to Obtain Record in Music Stores, Kan-
sas City Man Advertises and Succeeds

A Kansas City man, S. C. Sherman, was ex-
ceedingly anxious to obtain a talking machine
record manufactured by the Victor Talking Ma-
chine Co. more than six years ago. A thorough
canvass of the local music stores proved un-
successful, as did also an appeal to the Victor
factory at Camden, N. J. Mr. Sherman received
word from the factory that the record was no
longer being manufactured and that they had
none in stock, but he was determined to obtain
the record if such a thing were possible, so he
inserted an advertisement in the Kansas City
Star with the result that he obtained what he
sought. The foregoing is indicative of the
lengths resorted to by music lovers when in
search of a favorite selection.

The Continuous Phonograph Player, Inc., of
49 Real Estate and Law Building, Atlantic City,
has just been incorporated with a capital stock
of $125,000 for the purpose of manufacturing
talking machines, etc. The incorporators have
not been named.

NETWORK OF ELECTRIC INTES^URBAN FREIGHT LINES

yK]!

\STR\BKJrb^J^U IJj

WASHINGTON HAS UNEQUALLED FACILITIES FOR SHIP-
PING TO POINTS IN ALL DIRECTIONS .THESE FACIL-
ITIES PLUS PERSONAL CO-OPERATION ARE THE
COMPONENT PARTS OF C0HEN6-HUGHES SERVICE

THE TALKING MACHINE WORLD

June 15, 1921

Use Magnavox Equipment

AND INCREASE YOUR PHONOGRAPH AND RECORD SALES

The Magnavox
equipment, type
MV-1, as shown
here on the left, is
completely
equipped to amplify
the music from a
phonograph or
piano* or the
speaker's voice. It
is entirely fool
proof, does not
wear out and is
always ready for
its own particular
type of work.

*Note : To amplify piano
music, hold hand transmit-
ter firmly against sounding
board of piano, either up-
right or grand type.

AS A BUSINESS BOOSTER

MAGNAVOX

Music and Voice Telemegafones Are Unique

Commodities must be sold these days. Selling effort
has taken the place of order taking. What better
salesman in the phonograph game than the always
accommodating MAGNAVOX? It plays your records
with perfect reproduction many times amplified on
any type of machine. It demonstrates and sells
phonographs, records and needles to the greatest
number of people with the minimum of labor on your
part. It will reproduce your sales talk loud or soft at
a finger's touch. Simple, practical and efficient, it
will utilize electrical power to do the same amount of
sales effort as could be put forth by many men. It
will pay you to get in touch with the distributor
nearest you.

MAGNAVOX DISTRIBUTORS

J. O. Morris, Inc.,
1270 Broadway, New York City

J. W. Sands Company,
123 East 5th SL, Dayton, Ohio

Minneapolis Drug Company,
Minneapolis, Minn.

Telephone Maintenance Company,
17 North LaSalle St., Chicago, 111.

Sonora Distributing Compzuiy,
1707 Elm St., Dallas, Texas

I. Montagnes & Compsmy,
Ryrie Bldg., Toronto, Canada

Kiefer-Stewart Company,
Indianapolis, Ind.

The Magoavox Co., Oakland, Cal.

Southwestern Drug Company,
217 South Market St., Wichita, Kan.

The Magnavox Co., 1270 Broadway, New York City

THE TALKING MACHINE WORLD

June 15, 1921

LATEST PSYCHOANALYSIS FEAT

Hubby Cured of Snoring Through "Suggestion"
Due to a Talking Machine Record

Mrs. Spoogle was having tea with Mrs. Dinkle,
Crash! One of Mrs. Dinkle's best tea cups
spHntered on the floor. "Oh! I'm so sorry,"
apologized Mrs. Spoogle, "but I am becoming a
nervous wreck. My husband snores so at night
that I can't sleep a wink."

Mrs. Dinkle straightened up from the opera-
tion of removing the remains of the tea cup and
nodded in a knowing way. "I know just how
>ou feel. My husband snored unil I cured him.
That is, he did, but he doesn't now. I cured
my Bill's snoring after I had taken my seventh
lesson in psychoanalysis. It was in that lesson
that I learned that even my Bill had a subcon-
scious mind."

"You don't say so!" marveled Mrs. Spoogle,
listening eagerly.

"So I deduced from what I read in lesson
three," Mrs. Dinkle continued, "that Bill's snor-
ing was a product of his subconscious mind. I
immediately set out to curb his sleeping songs
by appealing to his subconscious mind, which,
according to lesson five, never sleeps.

"One dull Sunday afternoon I was reading in
the parlor while Bill napped on the couch in the
adjoining room. He made the most awful noises,
ranging from a moo cow to the water running
out of the bath tub. The time was ripe, thought
I, for my first practical psychoanalytical experi-
ment.

"I went to the 'talker' and adjusted the
loudest needle I could find. I then played
Tosti's 'Goodby,' as sung by Caruso. My dear,
when Caruso struck those high B notes I
fcouldn't hear a thing, not even Bill's snoring, but
when the song was over Bill was as silent as a
mouse. I peeped at him to see the efifect of my
experiment and found that his mouth was open,
as it usually is when he snores, but no sound
came from it. He seldom snores nowadays. He
is psychically trained.

"You see, Mrs. Spoogle, Tosti's 'Goodby' ar-
rested the unconscious functions of Bill's sub-
consciousness."

"I see," said Mrs. Spoogle, who didn't, "and
I'm going to buy my Alex a Tosti's 'Goodby,'
if only to drown out his moo cowing."

OUIT HOWLING "HARD TIMES"

Some Straight-from-the-shoulder Remarks of an
Oklahoma Man

The Cabinet and Accessories Co., wholesale
distributor of talking machine accessories, New
York City, recently received a letter from one
of its customers in Calvin, Okla., on the back
of which was a general message which was par-
ticularly timely: "Let us quit howling 'Hard
Times.' We have howled it ourself, and we
have heard it howled until we are sick and tired
of it. We are all in the same boat. Let's quit
it and show the fighting qualities that are in us;
let's work hard, quit worrying and get out from
under the load we are carrying. Let us all pray
together, pull together and enjoy with each other
the proverbial cornbread, buttermilk and turnip
greens. Here's for success in 1921 in spite of
Low Cotton."

INVENTS NEW SOUND BOX

Minneapolis, Minn., June 6. — E. P. Moffit, of
this city, has perfected a device which he calls
his "oscillating sound box." This device consists
of a unique connection between the tone arm
and the sound box, which, Mr. Moffit states,
.causes the needle to automatically maintain itself
at all points in the record in a substantially
(tangential relation to the groove. Mr. Moffit
jlias perfected this device after extensive labora-
|tory experimenting and many members in the
local trade have evinced keen interest in his in-
vention.

The rust rots the steel which use preserves.

DEATH OF LEWIS HANSEN

Lewis Hansen, formerly connected with the
record sales department of the Columbia Gra-
phophone Co., New York, died recently at
Jamaica Hospital, Jamaica, L. I. Mr. Hansen,
who was twenty-four years old at the time of
his death, resided at Flushing, L. I. He is sur-
vived by his mother and- a brother.

MARKETING A NEW PORTABLE

The Wonder Talking Machine Co., of South
Norwalk, Conn., and New York City, manufac-
turer of motors, tone arms and small types of
talking machines, is now marketing a new port-
able style produced with a carrying case. This
product is being manufactured in large quantities
and while it is a sturdy machine, made to with-
stand rough usage, it is sold at a popular price.

Let your ambition in life be to do small
things in a great way; great things in a quiet
way.

WILL OPEN RETAIL STORE

Fred H. Walter to Open Exclusive Brunswick
Shop in Lowell, Mass. — Was Formerly Whole-
sale Manager of Kraft-Bates & Spencer, Boston

Boston, Mass., June 6. — Fred H. Walter, man-
ager of the wholesale department of Kraft-Bates
& Spencer, Inc., of this city, Brunswick dis-
tributors, has resigned from his position to open
a retail store in Lowell, Mass., where he resides.
Mr. Walter is succeeded by Kenneth Finney,
who has been associated with the Kraft-Bates &
Spencer wholesale department for some time
past.

According to his present plans, Mr. Walter
will open an exclusive Brunswick shop at 108
Merrimac street, Lowell, Mass. The warerooms
will be called the "^Bungalow Shop," and the in-
terior decorations will carry out this idea as
closely as possible. Mr. Walter is a Brunswick
enthusiast, and his thorough knowledge of retail
merchandising should enable him to attain signal
success as a Brunswick dealer.

Q UALIT Y

QUALITY alone causes repeti-
tion of purchase. Whether the
product be expensive or cheap, it is
the quality for the price which causes
repetition of buying. It is the un-
questionable and superlative quality
of Victor merchandise which is one
of the biggest factors in making
Victor dealers so successful.

And it is the true co-operative quality
of our dealer service which causes so
many dealers to use our institution.
You know Victor quality, but do
you know the qviality of our service.^
TRY IT.

Buffalo Talking Machine Co.

Buffalo, N. Y.

THE TALKING MACHINE WORLD

June 15, 1921

UNIQUE SUMMER SALES IDEA

"NEW MUSIC SHOP" OPENS

CARRIES PHONOGRAPH ON TRAVELS

Manager Brennan, of Wurlitzer Victor Depart-
ment, Makes Appeal to Boat Owners — SeUs
Many Table Model Victrolas Through This
Publicity, Which Is Admirably Presented

Johnson City Now Has Modem Store Carrying
Complete Victor Line

The Rudolph Wurlitzer Victor department,
at 121 West Forty-second street, New York, is
making extensive drives in every direction for
Summer business. The latest innovation intro-
duced by Herbert A. Brennan, manager of this
department, is a threefold broadside, which has
been sent to every owner of a boat, j'acht or
canoe in and around New York City. The out-
side cover has a blue background wth white let-
ters forming a boat, and a table model Victrola
is shown on the deck of this boat.

Nautical vernacular is used throughout the en-
tire broadside, giving it a decidedly marine
atmosphere. The inside of the broadside shows
the three table model Victrolas, which can be
used in boats or canoes, giving the space re-
quired for each model. This unique appeal to
the yacht owner has met with favorable com-
ment by every one who has seen it, and con-
siderable business has been obtained from the
use of this folder. Individually designed pub-
licity of this kind always makes the strongest
kind of appeal.

The desires of Johnson City, N. Y., residents
for a thoroughly modern music store have at
last been realized in the opening of the "New
Music Shop." The management is featuring a
full line of Victrolas, Victor records and musi-
cal merchandise. Four sound-proof rooms, where
the prospective customer can listen to records
being plaj-ed without interruption, have been
constructed.

A complete repair department is conducted in
connection with the shop where a full line of
accessories and parts needed for Victrolas and
other instruments are kept in stock to meet the
needs of purchasers.

Motion Picture Actress Entertains Fellow Trav-
elers With Small Phonograph

A new fad in the shape of a small phonograph,
which she calls her "traveling companion," has
been adopted by Miss Sylvia Jocelyn, motion
picture actress of Hollywood, Cal. Miss Jocelyn
carries the machine along vnth her on all her
travels to pass away the time and, incidentally,
entertains fellow travelers. The machine was
carried by Miss Jocelyn for the first time when
she started from Hollywood for a visit to friends
and relatives in the East, including Syracuse,
Burlington, Vt.; Tampa, Fla., and Brooklyn.

The machine is a miniature model, is carried
in a small leather case and the music is of a
quality equal to that of a larger machine.

MORE ROOM FOR REFLEXO CORP.

The Reflexo Products Corp. has taken largely
increased space at 347 Fifth avenue, where it
has been located for several years. The volume
of sales of the Gilt Edge needle, produced by
this company, is growing constantly and its
popularity has spread to China and Australia,
from which countries substantial orders have
been received.

INCREASES CAPITAL STOCK

The Jewel Phonograph Co., of Indianapolis,
Ind., announces an increase in the number of
its directors from four to six and an increase in
the capital stock of the company from $75,000 to
$100,000.

The Elite Phonograph Corp., of Manhattan,
X. Y., has been dissolved.

Patented U. S. February 22, 1921

Canada, January 25, 1921

Winterrath Composition Amplifier

405 Evergreen Avenue, Brooklyn, N. Y.

Manufacturer of the IMPROVED PHONOGRAPH AMPLIFIER

AMPLIFIER WITH GRILL REMOVED
Amplifier set behind frame as shown below

Measurements
from center
of Neck

Neck 1% ins.

Throat 3% ins.

16% ins. Length

Width

If any changes in size kindly
make sketch as above

All Inside Measurements
Thickness of material % inch. Weight from three to five pounds.

Our one-piece Amplifiers are unbreakable. Our amplifiers are guaranteed not to warp — they are damp-proof. These amplifiers can be laid
in water for any length of time and will not lose their shape. Made to order any size or shape, from our own composition and by our own

process. Send sample amplifier and we will duplicate it.

On all stock sizes Neck 1% inches and throat Z^h inches.

Order by Number

No. Length Width Height No.

13 16% in. 17% in. 8% in. 23

14 17 " " " 24
1.5 17% "

16 18 " " " 26

17 18% "

SIZES IN STOCK

All stock amplifiers finished
in quantity lots.

in a light ivory gloss enamel. Can be finished in any color.

IS
19
20
21

15%

16%

17%

14% In.

No.

47
48
49

7% in.

OVAL

Length
16 in.
16% "
17

17% "
18

28
29
30
31
32

AMPLIFIERS

Width
IS in.

16% in.

Height
10 in.

16% in.
17
17% "
18

18% "
ROUND .\MPLIFIERS

No.

38
39
40
41
42

Length
16 in.
16% "
17

17% "
IS

16 in.
16% '•
17

17% "
18

Width
15% in.

16% In.

Height
12% in.

7% in.

Length
15% in.
16

16% "
17

16 In.
16% "
17

17% "

Width

Height

No.

Length

Width

Height

11 ^ in.

11 in.

17 in.

13 in.

17% "

18% "

12 _ In.

12 in.

16% In.

14 In.

14 _ in.

17% "

Prices $1.75 in Dozen Lots F. O. B., N. Y.

CONVINCE YOURSELF
Send us $2.50 and we will send you any one of these stock sizes, for your approval

return amplifier, and we will refund your money.

TERMS: 2 per cent 10 days or 30 days net, to houses with satisfactory commercial rating. To others, 3 per cent discount, cash with order

Special Prices in Quantity Lots

If not up to our guarantee,

June 15, 1921

THE TALKING MACHINE WORLD

''Hokum'' is a fox-trot by the great Art Hickman's
Orchestra. And "Cherry Cherokee" is a medley by
them too. This record's a wild war cry to every
merry dancer. Stock up and see the business this
dance record makes you do. A-3402.

Columbia Graphophone Co.

NEW YORK

PITTSBURGH TRADE GETS RESULTS BY STRENUOUS WORK

Sales Show Up Remarkably Well — Proof That It Pays to Advertise — Governor Vetoes Much-
desired Bill — Edison Caravan Convention Interests — ^New Stores Opened — Victors in Schools

Pittsburgh, Pa., June 9. — ^While trade condi-
tions in the talking machine industry in the
Steel City have not been as satisfactory the past
month as the major portion of the dealers would
have desired, it can be said that sales for the
month of May showed up remarkably well in
comparison with the same month a year ago and
also in some of the talking machine shops it was
stated that April sales records were surpassed.

The industrial situation in the Pittsburgh dis-
trict has undergone little if any change for the
better over a month ago. The large iron and
steel mills are not operating at anything like
capacity to date, and it is safe to say that it
may be another month before conditions change
for the better. Orders for iron and steel are
coming in slowly and in such small quantities
that it will require a large quota to make any-
thing like a decided impression on the number of
idle men that now frequent the Pittsburgh ter-
ritory.

With idle men there is the inevitable slowing
up of buying, and it will require busy mills and
active factories to bring back the trade that the
talking machine fraternity is accustomed to. In
some of the talking machine shops the past week
small cards were observed which read as fol-
lows: "No, Hard Times Are Not Coming, But
Soft Times Are Going." This little sentence
contains a world of truth that is plainly seen by
the various dealers here who handle talking ma-
chines and records.

Advertising Campaigns Get Results

In order to attract business, many of the deal-
ers are using liberal advertising space in the
newspapers, especially the smaller weekly pub-
lications that serve given communities. In these
papers the dealer can, with a reasonable cost,
present his case to his neighbors in a very satis-
factory manner. Other dealers are circularizing
the sections in which they do business, many of
them using the New Records Magazine in a
well-selected mailing list. Other dealers are
going direct after business and are sending some
of the sales staff to prospective patrons, the
visit being made at the pleasure of the patron.

That business can be done in this manner was
shown by an authenticated instance the past
week where a man answered a key advertise-
ment of a downtown Victrola dealer. When the
inquiry came in a 'phone call was utilized for
making an appointment. Within three hours one
of the salesmen was at the house of the inquirer
and an hour later the same salesman and his
prospect were in a demonstration booth. As a
result a Victrola XI was sold, together with an
assortment of records passing the $30 mark.

There is, it is noticed, an optimistic feeling
among the talking machine dealers, who are
convinced that in due tirrie there will be a "turn
of the tide," and when the industries of the
Pittsburgh district are in full swing again, as
they will undoubtedly be in due time, it will

have a marked effect on business of all kinds
and stimulate buying.

Waiting for Wage Readjustments
H. J. Brennan, manager of the Pittsburgh
Talking Machine Co;, Pathe distributor, is con-
vinced that in due time there will be a "turn in
the road" that will lead to better business condi-
tions. In speaking to The World representative
Mr. Brennan said: "We are preparing for what
I believe will be a very satisfactory business in
the Fall, just as soon as the wage scales of the
large industrial plants and the railroads have
been readjusted. The business for the talking
machine trade in the Pittsburgh district is here
and can be secured. We show our faith in the
future of the trade as far as the Pathe line is
concerned in keeping out on the road our entire
sales force. There is every indication that the
Pathe line will have a successful run this sea-
son."

Systematic Advertising Brings Results

John Henk, the well-known general manager
of the Columbia Music Co., exclusive Columbia
dealers, is carrying on a systematic advertising
campaign which, he stated, brings results. Mr.
Plenk stated that while trade was showing a sort
of hesitancy, he felt that this state would be
remiedied in due time and that better business
conditions would follow. Mr. Henk is one of

the veteran talking machine dealers of the Pitts-
burgh district and has. one of the leading shops
in the city.

Governor Vetoes McDade Bill

The McDade Bill, which had been passed by
both the Senate and General Assembly of the
Pennsylvania Legislature, and was endorsed
by the talking machine trade and the musical
trade in general, due to the fact that the bill
provided for the exemption of talking machines
from seizure on landlords' warrants, after due
notice had been given to owners of houses,
apartments, etc., was vetoed by the Governor.
The bill was introduced in the Legislature in
January and met with little or no opposition.
However, some weeks ago it became apparent
that the Governor was inclined to veto the bill.
Letters were sent to him from interested dealers
in the hope of convincing him that talking ma-
chines should be placed in the same status as
pianos and organs. But to no avail, as the execu-
tive approval was withheld and the bill failed.

H. E. Young, manager of the Victrola depart-
ment of McCreery & Co., stated to The World
representative that he was pleased with the re-
sults of business for the month of May. He
stated that the call is for high-grade goods.
Victrolas for Altoona Schools

In response to a call by the educational au-
thorities of Altoona, Pa., Miss Lillian A. Wood,
supervisor of the educational department of the
Victrola department of the C. C. Mellor Co.,
spent several days in the schools of that busy
(Continued on page 74)

VICTOR IN ILLINOIS ANDiVICINITY

Q An exceptional service to acceptable Victor Dealers is offered
by a distinctively Victor Organization.

Q The map is your guide and if we are in proximity to you we
are your logical wholesaler.

G, Ask a Putnam-Page Dealer what he thinks of our organiza-
tion.

Q Then ask us about our individual service to individual dealers.

PUTNAM-PAGE COMPANY

Exclusive Victor Distributors

PEORIA, ILLINOIS

74 THE TALKING MACHINE WORLD June is, 1921

A NEW FLETCHER PRODUCT

Reproducer
and Connection

for

Dealers, Send for
Prices and Terms

NEW EDISON

Plays all Records

FLETCHER-WICKES CO.

6 EAST LAKE STREET, CHICAGO, ILL.

PITTSBURGH TRADE GETS RESULTS

{Continued from page 73)

central Pennsylvania city demonstrating to teach-
ers and pupils the work of the schoolroom Vic-
trola. That her work was highly appreciated
and successful was shown by the substantial
recognition fully accorded Miss Wood, who
selected a list of Victor records that will be used
in the school. Miss Wood also spent some time
in Altoona previously for the benefit of the
Victor dealers there, and did most effective
work. She is under the direction of the whole-
sale Victor department of the C. C. Mellor Co.,
which is under the management of Thomas T.
Evans, who aims to have all Victor dealers in
his territory who wish the services of Miss
Wood to be pleased.

Mr. Evans is viewing the immediate future
with keen satisfaction relative to Victor business
and believes that he will be able to surpass for
the next few months the volume of business
handled in similar periods a year back. The
service department is a new feature of the Mel-
lor Co. that is being developed rapidly for the
accommodation of Victor dealers, and it is stated
that plans are under way for the installation of
a modern printing plant in the wholesale depart-
m_ent so as to expedite the work of that growing
part of the Mellor organization.

Attended Edison Caravan Convention

H. M. Swartz, assistant manager of the Buehn

Phonograph Co., Edison distributor, and E. J.
Condon, H. C. Trader and J. K. Nichol, of the
sales staff, attended the Edison Caravan sessions
in New York. A number of Pittsburgh zone
dealers accompanied them. A. A. Buehn, treas-
urer of the company, will attend the Edison
Caravan sessions in Chicago. Mr. Buehn stated
that business for May in the Edison line showed
up remarkably well, considering present-day in-
dustrial conditions. He is very optimistic con-
cerning the future of the Edison line in this sec-
tion. The retail Edison Shop is under the man-
agement of L. A. O'Neill, who is preparing for
a brisk Summer season. By reason of its loca-
tion the Edison Shop is always cool in Summer
and is a favorite resort for Edison enthusiasts
and their friends.

H. Milton Miller, manager of the Sonora
Phonograph Co., of Pittsburgh, stated that his
roadmen were reporting trade conditions better
than they had anticipated. New dealers are be-
ing placed and the outlook for Fall trade, Mr.
Miller stated, was most bright.

Kaufmann's Celebrities

Mrs. C. H. Walrath, the well-known manager
of the Vi.ctrola department of Kaufmann's (The
Big Store), was one of the participants in the
Golden Anniversary celebration of the establish-
ment which was started fifty years ago. In
honor of the event a series of Golden Anniver-
sarj' concerts were arranged to be carried on
all through the month of June, free of charge

to the public. The first public concert was held
June 2 in the Kaufmann Auditorium, and was
featured by the appearance of Anna Case, the
famous Metropolitan Opera Co. star. She was
greeted by an audience that tested the capacity
of the huge auditorium. Other artists to be
heard under the auspices of Kaufmann's are
Marie Rappold, Anna Fitziu, Paul Althouse,
Florence Macbeth, Harold Bauer, Evelyn Scot-
ney, Percy Grainger, Mishel Piastro, Helen
Stanley, Arthur Hackett, Leo Ornstein, Nelle
and Sara Kouns, David Bispham, Helen Jefifrey,
C}'rena Van Gordon, Leopold Godowsky, the
Salzedo Harp Trio, Rafaelo Diaz and Clarence
Whitehill.

Opens New Store in Bedford, Pa.

S. H. Koontz, the well-known music and talk-
ing machine dealer of Bedford, Pa., held a formal
opening of his new store on May 20 which was
well attended. The Bedford Band, of which Mr.
Koontz is the leader, was present and rendered
a number of selections to the edification and
delight of 'a large crowd. Mr. Koontz has a
modernl}' equipped and up-to-date store.
On Chamber of Commerce Trip

C. R. Parsons, manager of the talking machine
department of the Rosenbaum Co. and a mem-
ber of the Pittsburgh Chamber of Commerce
quartet, participated in the Golden Rule Tour
of the Chamber through western Pennsylvania,
Ohio and West Virginia. Mr. Parsons, for the
tour, placed on one of the cars a Victrola XVI
and a number of Victor records.

Occupy New Quarters

The National Phonograph Co., manufacturers
and distributors of the Ultraphone and also
retail dealers in the Brunswick and Vocalion,
have taken possession of their new building and
storeroom at 633 Liberty avenue. It is a most
complete talking machine shop and a pleasing
addition to those already located there.

Reports Business Progress

S. H. Nichols, manager of the Pittsburgh
offices of the Columbia Graphophone Co., stated
that business for May showed an increase over
the same month a j'ear back and that he antici-
pated June would be a highly satisfactory month.
Mr. Nichols said: "The man in the talking
machine trade to-day who is landing the busi-
ness and making sales is the dealer who goes
out and hunts his customers. The time has gone
past for a dealer to remain in his shop and await
patrons. They are to be found, but they must
be sought. Our campaign among Columbia
dealers to have them start the truck sales move-
ment is meeting with success, and many dealers
who have invested in a truck are so pleased
with the results in actual sales that their sole
regret is that they did not start the truck sales
plan earlier."

George H. Rewbridge, manager of the whole-
sale Victor department of the W. F. Frederick
Piano Co., is very hopeful for better business
conditions as the year grows older. He is
strongly of the opinion that more Victor mer-
chandise will be sold in the Pittsburgh territory
this season than ever before.

ATTENTION

Phonograph Manufacturers and Dealers

Market Records Under Your
Own Label

We will furnish you with every
essential to make you a factor in the
record business. Advertise yourself,
and be free to get the bulk of the pro-
fits. WRITE FOR INFORMATION.

United States Record Manufacturing Curporation

PIERCE AVE. LONG ISLAND CITY. N. Y.

June 15, 1921

THE TALKING MACHINE WORLD

"RED SEAL DERBY" HELPS TO STIMULATE RECORD SALES

C. C. Mellor Co. Designs a Clever Chart to Promote Selling Races Among Record Salesmen — De-
signed to Arouse Sporting Interests — Serves as Check on Popularity of Artists and Records

Pittsburgh, Pa., June 4. — With a view to stimu-
lating Victor record sales for the dealer the
wholesale Victor department of the C. C. Mellor
Co., this city, has what is known as the "Red
Seal Derby," a race to be participated in by the
dealer's salesmen.

A miniature race course is laid out on a large
card and the contestant is eligible to enter the
race after he has made sales totaling $55 or more.
For each five dollars in sales the contestant
advances one point and the salesman who is first
to record $500 in record sales crosses the finish
line and is declared the winner. The course pro-

also of the exact records that were sold. This
information should afford a key to the artist and
the type of music most favored in any one par-
ticular locality.

Before being offered to the retailers the Red
Seal Derby will be given a practical tryout in the
well-known Pittsburgh store and it is declared
that within a period of four weeks Red Seal rec-
ords to the value of $1,667.55 were sold. It is
understood, of course, that only sales of Red
Seal records are counted in the race, and this
feature has made a strong appeal to retailers
with substantial stocks of such records.

Special "Track" for

vides for six contestants and with suitable prizes
ofifered to the winner the progress of the race is
calculated to keep the sales race up to a high
pitch.

Around the edges of the card are squares bear-
ing the names of various Red Seal artists and
various organizations making Red Seal records.
As each sale is made a check-mark is made in the
square appropriated to the particular artist
whose record has been disposed of. At the end
of the contest, therefore, the manager has an
accurate record not only of the total amount of
sales made during the period of the derby, but

Record-selling Races

The accompanying reproduction gives some
idea of the general character of the Red Seal
Derby layout, which has been copyrighted by
the C. C. Mellor Co.

TIMELY HINTS IN PATHE NEWS

Interesting and Helpful Pointers Set Forth That
Must Hold Dealers' Attention

NEW JEWEL
AUTOMATIC STOP

Simplest and most effective
automatic stop made.
Watchlike in its accuracy,
yet of the most substantial
construction. No parts to
get out of order. Can be
installed in a moment on
any make of
phonograph.
Set correctly
and it always
works. Can be
set in a second.

JEWEL PHONOPARTS CO.

154 West Whiting Street
CHICAGO

Many interesting topics are discussed in the
current issue of Pathe News, a paper published
by Pathe Freres Phonograph Co., Brooklyn,
N. Y., in the interest of the Pathe dealer.

Attention is called to the June bride as being
the best of phonograph prospects, and also the
wisdom of making a strong appeal to the Pathe
owner through his or her children. The subject
of making the window sell more goods is force-
fully presented. Many successful selling expe-
riences of other dealers provide inspiration.
Following the usual custom, many excellent ad-
vertising suggestions for the Pathe dealer are
given. A new column headed "Foreign Record
Topics," and edited by Dr. Joseph Kalman, head
of the foreign record department of the Pathe
Freres Phonograph Co., appears with this issue.
This column is interesting to a high degree and
many excellent ideas in the selling of foreign
records are set forth.

PASSES PREFERRED DIVIDEND

Directors of the Columbia Graphophonc Mfg.
Co. have announced that action on the preferred
dividend due at this time had been deferred. The
company had been paying at the rate of l.)4 per
cent.

It was said that "in view of the present busi-
ness conditions which are affecting the opera-
tions of this company, in common with practi-
cally all other lines of industry, the directors
deferred the quarterly dividend on the preferred
stock." Earlier in the year the company passed
its dividend on the common.

Quality

100 pkgs. to a Carton

Medium, Loud, Extra Loud

Metal Display Stand

PQpp A beautiful display stand in
P fx p P colors holding 100 boxes of
* NUPOINTS, Free with trial

outfit. This makes a practical silent sales-
man for the dealer's counter.

Here Is the Ideal Dealer Outfit

Dealer's
Price
$7.00

100 packages of
Nupoi'nt Needles
(40 ex. loud, 40
loud, and 20 me-
dium). One Dis-
play Stand. Free
sample envelopes,
window strips,
display cards.

Retail
Value
$15.00

Order From Your Jobber

JOBBERS
Some jobbing territories still open.
Write for samples and our proposition.

Nupoint Mfg. Co.

1208 W. 59th St.
Chicago, 111.

Our Factory Representatives
LOUIS A. SCHWARZ, INC.
1265 Broadway, New York
525 Forsythe Bldg., Atlanta
21 E. Van Burcn St., Chicago.

THE TALKING MACHINE WORLD

June IS, 1921

PIANO RECORDINGS

Lovers of piano music for the first time find available phonograph
records which will reproduce the TRUE TONE and VOLUME of
the piano. The most convincing test of piano recording may be made
by noting in a record the vibrations of the strings when a full chord is
struck with the loud pedal ^ open. In CRITONA RECORDS the
vibrations will be heard dying out to the last degree exactly as if one
were listening to the instrument itself. We invite your consideration
of this remarkable phase of CRITONA piano records.

The most successful recordings of the piano up to the present time
have only been an approximation of the tone of the instrument. Though
"musically interesting" the quality has never been the true tone of the
piano. Select at random any of the CRITONA piano records listed
below and compare with the best records previously recorded of this
instrument. You will at once note the marked fidelity with which
CRITONA records re-state the tones of the piano. The metallic sound
IS NOT in evidence, and the restrictive vibrations of the strings do not
now deplete the overtones of their value. The full, resonant, string tone
and the brilliant, true piano quality unmistakably reach the ear, with
the overtones so fully developed that the longing for the real music of
the piano is completely satisfied.

PIANO SOLOS

EIGHTT-nVE CENTS EACH— lO-inch, D. F.

T15 COME BACK TO EKIN (Claribel). Piano Solo, '21 THE ROSABY (Nevin). Piano Solo Phil Ohman

MOTHER MACHBEE (Olcott-Ball). Piailo^'^^Solo?^*" ""^^^ GLOAMING (Orred-Harrison). Piano Solo,

Phil Ohman ^'''1 Ohman

"16 DIXIE'S I/AVD (Emmett). Piano Solo Jack Glograu .„„ T-»or« t>/^cmc< r^-c oTninm^ > ^. „ ,

OLD FOLKS AT HOME (Foster). Piano Solo .Phil Ohman .22 LAST BOSE OF SUMMEB (Moore). Piano Solo.

-n MELODY IN F (Bubinstein). Piano Solo.. Jack Glogau ^""^ Ohman

ANNIE LACBIE (Douglas-Scott). Piano Solo. Phil Ohman .\CLD LANG SYNE (Burns). Piano Solo.. Jack Glogan

718 I LOVE THEE ( ). Piano Solo Phil Ohman -„, i-oiini' awwifT tirturf n „^ ™-

GOOD-BYE (Tosti). Piano Solo Phil Ohman '"^ HOME, SWEET HOME (Payne-Bishop). Piano Solo,

719 HEABTS AND FLOWEBS (Tobani). Piano Solo, m T, wt xrv Tnw r>- a, t**",

Phil Ohman OLD BLACK JOE (Foster). Piano Solo Jack Glograu

"'"pILo^ s1,?o^':..^^^.^'''.'.^^^..^f'".^"^'":^hTgLan C^'Irm7(M*^^ S^^^^ . ENDFABING

YOUNG CHARMS (Moore-Stevenson). Piano Solo.

720 SILVER THBEADS AMONG THE GOLD (Be.xford- Jack GlAiran

Danks). Piano Solo Phil Ohman ^

SWEET ADELINE (Armstrong). Piano Solo. .Phil Ohman GLOW WOBM (Lincke). Piano Solo Jack Glogau

W e suggest that dealers order — now — your selection of
numbers on this list and determine for . yourselves the
genuine merit of Critona Records. Write for catalogue.

CRITERION RECORDS, Inc.

1227 Broadway

New York City

June 15, 1921

THE TALKING MACHINE WORLD

INDIANAPOLIS DEALERS RIGHT "ON DECK" AFTER TRADE

Stewart Publicity Wins Praise — Brunswick Artists Heard — Miss Streeter's Great Educational Work
— Many New Edison Dealers — Pathe Shop Reopened — Sonora Line With Herz Store — Other News

Indianapolis, Ind., June 4. — Nearly every city
in the trade territory of the Stewart Talking
Machine Co. contains billboards owned by an
outdoor advertising company which is co-oper-
ating with the Victor jobbers in the maintenance
of the first complete outdoor poster advertising
campaign ever conducted through any Victor
agency in this locality.

The posters bear a handsomely reproduced
likeness of the Victrola XVII in natural colors
with a background showing a gay dancing party
and a ballroom decorated with varicolored Jap-
anese lanterns. The dealer's name is given equal
display with the word "Victrolas," and the whole
effect of the poster is most interesting and com-
pelling.

Practically every city in the territory con-
tains the boards placed to dominate the traffic
of the city and to gain what is called the greatest
possible amount of circulation.

B. O. Wilking, president of the Ready File
Co., of Indianapolis, has bought the patent and
manufacturing rights of the Wade Fibre Needle
Cutter, and will soon begin manufacturing the
device in this city. Mr. Wilking has appointed
the Stewart Talking Machine Co., Victor jobber,
as distributor for this territory.

E. L. Snapp, of the Brooks & Snapp Drug Co.,
Paris, Ky., in the territory of the Mooney-
Mueller-Ward Co., Pathe distributor, is now
conducting the Pathe department of his firm
imder his own name. Mr. Snapp has been able
to place several Actuelles in the schools and
IS doing an otherwise large business in his com-
munity.

J. M. Wallace, of the Wallace Music Co., Pathe
dealers of Marion, Ind., visited the office of the
distributors recently and reported somewhat
slack business, which he does not expect to be-
come much better before Fall. This firm has
just placed a Pathe model 17 in the Soldiers'
Home at Marion. The home recently was con-
verted by the Government from a home for Civil
War veterans to a convalescent hospital for
World War veterans.

The Isham Jones Orchestra, Brunswick artists,
is meeting with much success in Indiana. On
May 16 it played at a second engagement for the
Elks' Club at Elwood. It was accorded an ova-
tion when it played at the Indianapolis Canoe

Why Break Records?
Just File Them!

That is if you have the wonderful Record filing sys
tern which is a feature of

The Marvelous MAGNOLA

We^tcKirjJ tKe Music Come Out

This is only one feature of many that will command
your interest and attention. Let ut send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ. Prssldent
Gtneral Offlm Southtrn Wholeialt Brantk

711 MILWAUKEE AVENUE 1930 CANDLER BLDQ.

CHICAGO ATLANTA. SA.

Club and plans were made to have it return in
the near future for an engagement of two or
three nights. It played during the month of
May at Lafayette, Terre Haute, South Bend,
Goshen and Fort Wayne. The result of these
and other engagements has been to largely in-
crease sales of Brunswick records, according to
the Brunswick-Balke-Collender Co., of this city,
distributors.

The Frelinger Music Co., exclusive Brunswick
dealer at Lafayette, has moved into a new build-
ing on the south side of the Square and reports
steadily increasing business in that territory.

Brunswick dealers are sending many queries
to the distributors concerning the new financial
proposition of the company whereby the dealers
are relieved of the burden of carrying time
paper.

C. P. Herdman, manager of the talking ma-
chine department of the Baldwin Piano Co., re-
ports continued good business in the Brunswick
machines recently taken on by that firm. He has
employed E. V. Johnson, formerly of the Pathe
shop, as an outside salesman.

Business is not good now, says O. C. Maurer,
manager of the Sonora department of the Kiefer-
Stewart Co., but he sees indications of much
better business in the early Fall. The new
Sonora Etude, to retail at $100, is being received
by distributors, he says, and is being distributed
to agencies and it apparently is going to be
decidedly popular.

"Our most satisfactory single bit of business
in May," said Mr. Maurer, "was done when we
signed up the A. Herz department store, of
Terre Haute, as Sonora agents for that city.
The store is one of the largest in the State and
we are anticipating big results from so progres-
sive a firm."

Miss Minnie Springer, of the Victor depart-
ment of the Taylor Carpet Co., says her depart-
ment did a larger business in May than was done
in the corresponding month last year. April
also, she said, was a better month than April last
year. Miss Springer has detailed one of her
salesladies. Miss Norma Bronson, to attend the
salesmanship school at the Victor factory. An-
other of her salesladies. Miss Lottie Mitchell,
will be married this month to Earl Mitchell, of
Indianapolis. She will continue her work as
saleslady.

The Circle Talking Machine Co. has increased
its capital stock from $20,000 to $40,000. This
has been done, said Manager Whitman, for the
purpose of providing for increased business.
Other salesmen will probably be added this
Summer, he said.

Packed houses have greeted the return of the
Eight Victor Artists in this territory. Victor
dealers, under whose auspices the concerts were
given, report that they not only realized more
than expenses on the concerts, but that they are
still enjoying sales from the stimulated interest
in Victor records made by these artists. In
Louisville the artists appeared under the aus-
pices of the Krausgill Piano Co. and in Terre
Haute under the management of the firms of
A. Herz, Root Dry Goods Co. and W. H. Paige
& Co.

Miss Margaret Streeter, of the educational de-
partment of the Victor Talking Machine Co.,
was a guest of the Stewart Talking Machine Co.
and the seven Victor dealers in Indianapolis for
several days early in May. She did extensive
educational work in the city and among the
schools of the Indianapolis territory.

Front-page newspaper publicity was obtained
by J. A. Coffing, Victor dealer at Attica, when
he entertained a number of teachers of the
Attica schools at a Victrola recital given at his
store. After the program Mr. Coffing served his
guests with refreshments.

More than one hundred and fifty people lis-
tened to a Victrola concert arranged in the pub-
lic library at Rochester, Ind., by W. A. Howard,
Victor dealer of that city. To present the Vic-

trola in its artistic rather than its commercial
aspect, Mr. Howard obtained the co-operation
of a teacher of piano and music theory and a
teacher of music in the public school. These
two people told a story of each record before it
was played and succeeded in establishing a feel-
ing that the artist himself was present in person
rather than that the music came from a record.

"There is every reason to believe that the talk-
ing machine business will be back to normal
before long," said E. H. Jarrard, manager of the
talking machine department of the Capital Paper
Co., wholesale distributors of Kimball phono-
^ graphs. "By July first, it has been estimated, all
idle railroad men will be back at work. This
one factor will miean that a mighty big buying
group has been brought back into the market.
Also billions of bushels of grain will be moved
for the farmers this Summer. In most instances
there will be a two years' crop instead of one.
Farmers will be buying freely again before long,
I believe."

Business for the month of May among Edison
dealers of the State shows a very steady im-
provement over preceding months, according to
H.' G. Anderson, general sales manager of the
Kipp Phonograph Co., Edison distributor.

"Quite a number of our dealers' sales for May,
1921, show a decided gain over May, 1920," said
Mr. Anderson. "Recent group meetings con-
ducted throughout our territory were the most
successful ever held. Ninety per cent of our
dealers attended the meetings and practically
every dealer expressed himself as well repaid by
the many new ideas and new sales promotion
plans developed. Our school for Edison sales-
men, recently established, is proving very popu-
lar with the dealers. New salesmen are sent to
us and they are thoroughly schooled in selling
the New Edison. They also are given a thor-
ough course in mechanical construction."

"Beat 1920" is a slogan that has been adopted
by W. O. Hopkins, of the Edison Shop, and he
and his salesmen are working hard to make
good with .the slogan. They are getting much
new business through the Mood Change Chart
parties, the most interesting of which, and
probably the most successful, was given before
the singing classes and musical appreciation
classes of the Technical High School. Mr. Hop-
kins obtained at this party some exceptionally
(Continued on page 78)

TINTED PHOTOGRAVURE OF McCORMACK

or your choice of any of the following Vic-
tor artists' portraits: GALLI-CURCI,
K R E 1 S L E R, S CHUM AN N-H E I NK. A
imited quantity of these tastefully-colored
likenesses, suitable for framing in draw-
ing room or demonstration booth.

Send Postage ONLY

These photogravures arc FREE to \'iclor
Dealers, who send requests on firm station-
ery and enclose Scents in stamps to cover
mailing. They arc being sent free to intro-
duce our three-dollar set of Famous Victor
Artist portraits. Requests for free photo-
gravures will be filled as long as a limited
supply lasts. Snid immrdialt-lv.

STEWART

FrVTALKING MACHINE CO..
^v.'i Victor Jobbers

INDIANAPOLIS

THE TALKING MACHINE WORLD

June 15, 1921

The Quickest and Biggest Hit of the Year

CHERIE

go yfron0
Feist son^'.'

INDIANAPOLIS TRADE GETS RESULTS MOOREHOUSE=MARTENS' NEW STORE FEATURES STRIKING SONORA SIGN

(Continued from page 77)

intelligent reports. Requests for similar parties
have been received by Mr. Hopkins from sev-
eral high schools in the State. He has given the
parties at every fire station in this city at the
request of the assistant fire chief.

In line with his determination to "beat 1920,"
Mr. Hopkins will take his entire sales force,
with the exception of one clerk, to the Edison
Caravan convention at Chicago June 19 and 20.

The Pathe Shop has been opened after being
closed a month following the fire that resulted
ill damage amounting to $15,000. The loss was
covered by insurance. The shop has been re-
decorated so that it is much handsomer than
before.

T. W. Hendricks, manager of the talking ma-
chine department of the Pearson Piano Co., is
going to devote himself to the Victor,. Edison
and Vocalion records, with particular attention
to the Victor, of which he had a stock of 26,000
on April 1. Mr. Hendricks says he finds busi-
ness continuing to be more steady, with the de-
mand chiefly for high-grade instruments.

Widener's Grafonola Shop has received its
first shipment of Granby phonographs, for which
it will be distributor for Indiana and part of
Kentucky. W. G. Wilson, manager, says he
will begin his advertising campaign on them
about the middle of June, giving particular at-
tention to the quality and the low cost of period
models.

Charles J. Orbison, Federal prohibition director
for Indiana, was a speaker at a district conven-
tion of Edison dealers held at Evansville. "The
man who lies down under the tree and waits for
the cherry to drop into his mouth is out of luck;
it's the fellow who shins up the tree and grabs
the cherry that is going to get it," said Mr.
Orbison in reference to the work that every
salesman faces at the present time.

Old Building Destroyed by Fire — New One
Erected on Same Site — Million-dollar Store
Opened — Dedicatory Exercises Held

OPEN BRANCH OF BRUNSWICK SHOP

A new branch of the Brunswick Shop has been
opened in the Avenue Bank Building, Oak Park,
111., by H. E. Geise, of Oak Park, and S. W.
Henderson, of River Forest. Brunswick phono-
graphs and records will be handled exclusive!)'.

Columbus, O., June 8. — Although it is little more
than a year since the old store was destroyed by
fire, the new million-dollar Moore-
house-Martens establishment was
formally opened last Tuesdaj^ on the
site of the old store. Governor Harry
Davis and Mayor Thomas made the
formal dedication and Col. John Y.
Bassell and officials of the store as-
sisted in the dedicator)' exercises.
The store was open to the public, hnt
no goods were sold. The opening
program is to continue throughout
the week, each day being set aside
for some special group.

Of special interest is the talking
machine shop, which is located in
the basement. Here an Edison or
Victrola machine of any size or type
can be purchased. The shop is pleas-
ingly finished in delicate ivory and
blue tints and is a model of con-
venience for its patrons. Sixteen
sound-proof booths have been built
for the demonstration of records, and
the record files are so arranged that
customers can find the records they
seek without reference to catalogs.

Photographs of the record-making
artists are incorporated in the fix-
ture containing their respective pro-
ductions. The demonstrating in-
struments in the booths are equipped
with Motrolas, elixninating the
necessity of frequent rewinding. A
new concert telephone has been in-
stalled which permits friends of the
store to hear concerts by favorite
artists in their own homes. Lester
I. King is manager of the new phono-
graph department, officials of the
store announced Mondaj'. Many
congratulatory telegrams were re-
ceived.

There appeared in a recent issue of the New
York Tribune an unusual photograph showing
the mammoth Sonora sign that is displayed on
the building on Forty-seventh street between
Broadway and Seventh avenue, in the heart of
the "Great White Way.'' This giant electrical

,\p,UIU.I92l

To build a well-rounded career, be square.

Experience teacheth us that resolution
help in need.

TONE ARMS and SOUND BOXES

Especially designed for portable phonographs. Special designs
made to order. We also manufacture portable motors playing
four ten-inch records. Strictly high grade and fully guaranteed.
We can better your equipment and save you money. Samples
on request.

TRIANGLE PHONO PARTS COMPANY

722 ATLANTIC AVENUE BROOKLYN, N. Y.

TELEPHONE STERLING 1120

Sonera Sign Featured in New York Tribune

a display, which is 107 feet in length, can be seen
from a great distance, and as it is in the center
of the theatre district it is viewed daily by thou-
sands of people. It has been shown in at least
six moving picture plays, countless newspapers
and magazines, and was even included in the
back drop curtain of the "Ziegfeld Follies" for
almost a vear. .

TO DISTRIBUTE THE MASTERPHONE

The James L. 'Hatch Music House, of Altoona,
Pa., has been appointed distributor of the Mas-
terphone sound reproduction device for Altoona
and vicinity by the manufacturers. The Master-
phone Corp. of America, New York.

June IS, 1921

THE TALKING MACHINE WORLD

PARLOR PARTIES" FOLLOW SALES BRUNSWICK MUSIC STORE FORMALLY OPENED IN DUBUQUE

Houston Concern Has Evolved Exceedingly Ef-
fective Advertising Plan of Increasing Sales

Houston, Tex., June 1. — The Jonathan Cox
f'honograph Co., of this city, has adopted a
novel advertising plan which is proving very
satisfactory. Whenever a machine is delivered
tc a customer a "parlor party" is arranged.
Friends and neighbors and anyone known to be
interested in music are invited. Programs, in-
cluding popular, secular and sacred music, are
arranged by Mrs. Statley, manager of the record
department. This plan is proving very popular
and many sales of phonographs and also of rec-
ords to those who already possess talking ma-
chines can be traced directly to it.

BIG VICTOR RECORDS IN DISPLAY

Oberlin Furniture Co. Features Coming of
Eight Victor Artists to Kankakee With a Win-
dow Display of Unusual Character

Kankakee, III., June 4. — The appearance of the
Eight Famous Victor Artists in this city re-
cently was celebrated by the Oberlin Furniture
Co , Victor dealer, with an elaborate and un-

Striking Victor Record Window?

usual Victor display, the feature of which was a
series of eight immense reproductions of Vic-
tor records, each with a typical Victor label,
on which appeared the name of one of the eight
artists in place of the usual song title. Each of
the records was over three feet in diameter and
the eight of them, set at various levels, prac-
tically filled the window. The display attracted
much attention.

VITULLO & ULISSE START BUSINESS

Their New Music Shop in East Utica, N. Y., a
Handsome Structure on Busy Street

Utica, N. Y., May 30. — A new music store was
recently opened at 672-674 Bleecker street. East
Utica, by Vitullo & Ulisse, both well-known
Uticans. The establishment is decidedly one of
the most handsome and well-arranged business
structures in that busy part of town. All the
recognized lines of musical merchandise, such
as pianos, players, sheet music, player rolls, etc.,
are handled by this house, including the Victor
and Columbia lines of machines and records.
Three sound-proof booths for record and player
roll demonstration have been installed.

BANGOR HAS NEW HOUSE

Rice's Shop Opens Its Doors in Fine Structure
With Complete Musical Lines

Occupying handsome quarters in the new Stet-
son Building on Central street, near Hammond
street, Bangor, Me., Rice's Music Shop recently
had an auspicious opening, the proprietor, H.
Edward Rice, personally greeting the hundreds
of his friends and patrons who came to inspect
the store and congratulate the owner. The new
shop will carry a full line of musical merchan-
dise, sheet music and orchestrations and talking
machines. Manager Rice is the leader of the
orchestra that bears his name and was manager
for ten years of the music department of An-
drew's Music House on Main street, tiiat city.

"The criticism of enemies is more valuable
than the praises of friends, because friends de-
sire only to gild our defects."

The Brunswick Music Store, of Dubuque, la.,
formally opened last month, is one of the
best-appointed piano and phonograph ware-

and two for the demonstration of player-pianos.
There is also a big display room for pianos and
an attractive player roll and sheet music depart-

Views of New Music Store Recently Opened in Dubuque, la.

rooms in that city. The appointments of the
store were installed under the supervision of
Fred. J. Feller, manager, and the equipment in-
cludes eight sound-proof booths for phonographs

ment. The lines handled include the Estey,
Milton and Gulbransen pianos and player-pianos
and the Brunswick phonograph and the new
Brunswick records.

The SPHINX MOTOR

The only real advance in Phonograph Motor

Construction

Better Designed
Better Built
Better in Operation

SPHINX GRAMOPHONE MOTORS, Inc.

21 EAST 40th STREET, NEW YORK

THE TALKING MACHINE WORLD

June 15, 1921

^^^^^

Manufacturer ot

Exclusive Cabinet Hardware and Accessories

60 Grand Street New York City

STYLE SHOW WEEK INTERESTED THE TRADE IN CLEVELAND

Lectures and Demonstrations Valued — Dealers Concentrate on One Style — New Stores Opened —
Columbia Dealer News — Victor Record Exchange Started — Edison Activities — Other Live News

Cle\-eland, O., June 7. — Furniture interests who
feature talking machine departments presently
will be benefited in increased business in both
divisions as the result of a style show week for
furniture held by the Cleveland Retail Furni-
ture Dealers' Association. The main object was
not to sell furniture immediatelj', but to increase
the public interest in good home interiors and
increase that same public interest in home own-
ing. Thousands of persons visited the retail
stores conducting this exposition and thousands
attended the lectures and demonstrations con-
ducted by Ross Crane, head of the extension de-
partment of the Chicago Art Institute, who was
brought here especially for this event. Leaders
in the enterprise already report that numerous
prospects for both furniture and talking ma-
chines have been developed which will be
worked upon as their plans for entering new
homes mature.

■ Firms that could benefit in both talking ma-
chines and furniture business through this me-
dium included the S. Kohn & Sons Co., the Vin-
cent-Barstow Co., Brown Bros., Bing Co., Henry
Leopold Co., CHfton Furniture Co., Mayer-Marks
Co., Starr Piano Co., all of whom sell one or
more makes of the Victor, Columbia, Pathe,
Cheney, Starr, Brunswick or other machines and
records.

Of particular significance to the talking ma-
chine trade was the use of Pathe period models
by Professor Crane in his demonstration lec-
tures, which were conducted at Masonic Audi-
torium. It was claimed by Mr. Crane that the
Pathe adhered truthfully to period design and
in his lectures he pointed out the fact that no
home may be considered complete without music
in one form or another.

Some Concentrated Advertising

Campaign for interesting the people in all
models of the Victor talking machine through
concentration of publicity upon one model is
being conducted by twenty-five dealers, members

of the Talking Machine Dealers' Association of
Northern Ohio.

This move, in the opinion of C. K. Bennett,
general manager, the Eclipse Musical Co., Vic-
tor jobber, is expected to give added impetus
to the new business of firms that have opened
in the last few weeks, or contemplate holding
their openings during June. And this in spite
of the setback to general business through the
strike of approximately 40,000 operatives in the
building, printing and other trades through May
and into June.

Many New Stores Opened

The latest enterprise to make its bow in
Cleveland proper is the new establishment of
C. C. Lipstreu, long identified with the talking
machine trade at Payne avenue and Forty-first
street. The formal opening of the new Lip-
streu store at Lexington avenue and East Fifty-
fifth street was held May 27. The location is in
the same territory, but more advantageous to
increased business, according to Mr. Lipstreu.
The opening was heralded with newspaper pub-
licity and 1,200 invitations to individuals were
sent out. Local musical talent entertained and
souvenirs were distributed.

An unique method of impressing the Lipstreu
establishment upon the minds of the people was
adopted. Every visitor was given a blank card
with ten lines. At the top the name and ad-
dress of the holder was written. Then ten rec-
ords, all reminiscent of the Civil, Spanish-
American and World Wars, were played, and
the names of these airs were written in the ten
blank spaces. Those naming all the records had
their names printed in the newspapers and were
entitled to any record free that they might
choose.

At Cuyahoga Falls, O., the W. M. Hale Co.
marked its official talking machine department
openings with the distribution of balloons and
Victor dogs. Attendance was in excess of 1,300,
according to M. C. Smithisler, manager of the

Sales from the Window

WITH a story dramatically told in their dealer's window,
our customers are nullifying the general apathy of the
buying public.

Window displays that convey a distinct selling message, such
as are created and lithographed by the Einson Organization, are
today the logical and most economical means for maintaining
and increasing Phonograph and Record sales.

Call us in to work with you on the idea of your window display.
From sketch to lithography, you will have the benefit of
specialists in window display advertising.

HMyOMUTHO

Executive Offices, Art Department. M anufacturing Plant

327 East 29th Street,

NEW YORK CITY

new department. The Hale establishment is not
new in Cuyahoga Falls, having for many years
been identified with the jewelry trade. Prestige
from this source is expected to be an added
factor in talking machine business for the im-
njediate future.

More new stores or departments make their
appearance with the advent of Summer in the
Cleveland district. Conspicuous among these
is the Victor department of the Scheuer-Frankle
Co., Sandusky, which uses practically the entire
first floor for this division, opening with five
hearing rooms and with provision for several
more booths to be added later. The strike of
building trades operatives did not interfere with
the opening and a big attendance of people from
Sandusky and surrounding towns was had. Miss
Ruby Cummings comes here to take charge of
the new department.

The formal opening of the Windsor-Poling
Co., Akron, O., was held May 31, a feature be-
ing the presentation of the store to the visitors
by Earle Poling, formerly traveling representa-
tive for the Eclipse Musical Co., and who has
for several years made similar openings success-
ful for other dealers in the territory. Miss Char-
lotte Roderick, formerly of the May Co. talk-
ing machine organization, will be a member of
the Windsor-Poling staff.

The R. Svehla Music House is completing
plans for a formal opening of its new home on
the West Side. Long identified with the music
industry in the West Twenty-fifth street sec-
tion of Cleveland, this firm presently will blos-
som out in new front and interior that will make
it one of the distinctive talking machine enter-
prises of the community. M. S. Fenn, long
identified with the talking machine trade in this
section, has been appointed general manager.
The record and accessories departments will
have a prominent place in the forward part of
the store and in the rear will be several hear-
ing rooms opening off a reception room. The
sales staff will have the benefit of a sales edu-
cational campaign, to be conducted by Mr. Fenn.
Special attention will be given toward increas-
ing record sales, so that customers will come
to recognize the establishment as a record head-
quarters. The Victor record ordering system
will be used, it being claimed by Mr. Fenn that
this feature forestalls the overstocking of any
particular record.

Still another new establishment for South Side
folk has been opened by John Ortli, in the
Ortli Music House in lower West Twenty-fifth
street. Mr. Ortli has a large following among
the musical people of Cleveland, having long
been associated with Cleveland orchestras. The
Brooks phonograph and the Okeh records will
be featured here.

Columbia Dealers Visit Cleveland

Special trips for Columbia dealers in the
Cleveland territory are being planned regularly
by J. L. Du Breuil, general manager, the Colum-
bia Graphophone Co., and Stanley B. Lee, pub-
licity director, largely for the purpose of intro-
ducing the new store recently completed in the
Cleveland headquarters of the company. This
store is as complete as modern merchandising
ingenuity can make it. Nothing is lacking to
make it the most attractive to visitors and of-
ficials at Cleveland demonstrate to dealers just
how business is being increased for them
through use of this model store's features.
Many dealers plan to install stores complete,
either in their present or future locations, and
all are using some of the features set forth in
this display according to H. C. Cooley, head-
quarters manager.

Sales interests in and out of the talking ma-
chine industry in this section were benefited by
the address of C. K. Woodbridge, sales manager

June 15, 1921

THE TALKING MACHINE WORLD

IT d FV'C GRAPHITE PHONO
1 J a. J SPRING LUBRICANT

lUley'i Lubricant nwka the Motor make sood
Ii prepared Id the proper coosistcncv, will not nin out, dry up, or
become sticky or rancid. Retmlns io Its origitul form IndeliDltely.

Put up in 1 , 5, 1 0, 25 and SO-pound cant (or dcakit.
Thif lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name of

FTTRFIfA NOISELESS talking

M:j\JM%.MiiM\t^ MACHINE LUBRICANT

IVriU for special proposition to Johben.

ILSLEY-DOUBLEDAY & CO.. 229-231 Front St., New York

of the Columbia Graphophone Co., who spoke
before the national convention of the Taylor
Society here this week. He pointed out faults
in both the salary and commission systems of
payment to salesmen. Mr. Woodbridge sug-
gested a point system, by which a salesman
would be paid not only for his sales, but for all
activities that tend to increase business for the
firm and himself. Present methods create a
tendency to oversell, which handicaps the re-
tailer, according to Mr. Woodbridge.

Several Columbia dealers in the Cleveland dis-
trict have started to rebuild their stores, under
supervision of H. Allen Dalley, vice-president,
the Van Veen Co. Mr. Dalley made the tour
through Ohio with J. L. Du Breuil, general man-
ager of the Cleveland district, and Karl Karg,
member of the Cleveland organization.

The regular monthly meeting of the Columbia
sales organization in the Cleveland territory was
held this week. Reports of both city and out-
of-town representatives showed that a marked
increase in business for dealers is being at-
tained through the use of the Columbus house-
to-house rural truck sales and fancy gift-record
envelope plans.

Association Starts Record Exchange
A unique feature for Victor dealers through-
out Ohio and campaign for increasing the mem-
bership to 200 has been started by the Northern
Ohio Talking Machine Dealers' Association in
the establishment, June 1, of a record exchange.
Miss J. A. Agate, at present with the Euclid
Music Co., becomes assistant secretary and man-
ager of the record exchange. Miss Agate's ap-
pointment follows the retirement as secretary of
Ed B. Lyons, sales manager, the Eclipse Musi-
cal Co., who has advised President Grant Smith
that increased demands from clients of the
Eclipse require that he relinquish his post with
the Association. It is the belief of the Asso-
ciation officials that the new record exchange
will fill a long-felt want of dealers and serve
to bring about the creation of one of the largest
organizations in the country.

Going After the Sporting Trade
In business building practices the plan of
E. A. Friedlander, manager of the Bailey Co.
talking machine department, stands out. Mr.
Friedlander is catering especially to the profes-
sional sport folk, baseball, boxing and other
adepts. He does not let the opportunity pass to
advertise this to the people who admire those
baseball or fight artists, and increased business
is coming thereby. The move started with the
sale of a Victrola to a private individual who pre-
sented it to the Cleveland Baseball Club. Sale
of a similar machine followed to Doc Johnson,
first-baseman. Then Roger Peckenpaugh, short-
stop, took an Edison, and so it has gone since
then. Johnny Kilbane, prize fighter, is buying
all his records at the Bailey Co. because "Eu-
gene knows how to pick out the ones with plenty
of Irish in them," he asserts.

Some Edison Activities
Increased record demand at the Phonograph
Co. has resulted from the use of an unique sys-
tem inaugurated by Harry Tucker, sales man-
ager. Members of the staff have compiled lists
of machine owners from the office ledgers. These
persons have been called upon on the telephone
and asked to hear a dozen records on trial. Rec-
ords are sent to the homes, and almost invari-
ably sales have followed immediately. The
mood change charts of the Edison also are be-
ing used successfully here. A new department
has been created and through this the schools,
colleges and other institutions are being visited,
as well as the homes. Results are being ob-
tained largely through concentrating upon the

announcement of physicians that music is now
recognized as having certain curative powers.

A Victor Club has been formed by the Sell
Bros., Delaware, O. Every present customer of
the firm who suggests a buyer of a machine
will be rewarded with a certain number of rec-
ords in proportion to the size of the sale. The
plan is being advertised throughout the country,
and although in efifect only a few weeks has
been productive of big results.

What is expected to be the largest billboard
campaign ever conducted by a talking machine

SALES CAMPAIGNS BRING RESULTS

Pathe Dealers Who Make Special Efforts Are
Fittingly Rewarded

Many exceptional results are reported by
Pathe dealers in widely separated sections of
the country from the extensive sales campaign
which they are conducting. H. F. Maier, Bergen-
field, N. J., through intensive efforts sold ten
Pathes and secured eleven excellent prospects

Height, 12^ inches; depth, 20 inches; width, 18 inches

Retails at $40.00

house will be started soon by the Buescher Co.,
which has taken the full quota of boards as-
signed to one firm in Cleveland. This firm has
been using billboards successfully in a small
way, but results justify expansion in that direc-
tion, according to I. H. Buescher, general man-
ager.

A. H. Lichtig, lately prominent in other busi-
ness in Cleveland, has joined the Kennedy-Green
Co. Mr. Lichtig will have charge of the inside
business of the firm, and will receive callers from
out of town.

within eight days in a territory that has not
yielded much since the first of the year. An-
other exceptional campaign was conducted by
the Lea Lewis Co., of Danville, Va., who, on the
first day of its campaign, sold si.x Pathes. In
Alabama the Louis Pititz D. G. Co. succeeded in
selling twenty-five Pathes in one week. Many
other reports from other sections of the country
are being received which clearly indicate that
the dealer inspired with the "go get 'em spirit"
is getting the business.

CHARMAPHONE
NEW MODEL No. 3

Here, too, is a fast summer
seller. Mahogany finish,
quality cabinet — best equip-
ment. A good profit maker
in any season.

Send for new illmtrated
catalog of complete line

CHARMAPHONE COMPANY

39 West 32nd St., N. Y. City Factory: Pulaski, N. Y.

QUICK PROFITS

During HOT WE A THER

Here are the summer specials,
bringing quick cash sales and
good profits.

Our new model Charmaphone
No. 2 will sell on sight.

Model No. 2

ght. 9/^jnjes;^depth. 14 inches; Made f or Camps, Outings and
Retails at $20.00 Travel.

Loud, clear tone — a sturdy
machine for outdoors.

And at a price

The talking machine world

June 15, 1921

Eighth Branch of Indianapolis Music Concern
Opened in Greensburg, Ind.

Indianapolis, Ind., June 2. — The Pearson Piano
Co. has opened a new store at Greensburg, undei
the management of Dan Williams, manager of
the store at Shelbyville. Greensburg is a town of
5,000 population and the new store has been
opened as a temporary proposition, the per-
manency of which will depend on the business
developed in the next few months. Mr. Pearson
says the opening of the store was attended by
m.ore than 4,000 people.

This makes the eighth Pearson store in the
State, in addition to the one in this city. The
seventh store was recently bought by Mr. Pear-
son at North Vernon from G. R. Williams,
father of H. P. Williams, manager of the Pear-
son store at Columbus. The younger Mr. Wil-
liams is managing both the Columbus and North
Vernon stores.

E. W. Stockdale, manager of the Indianapolis
store, reports business more stable, with high-
priced instruments continuing to sell better than
the less costly instruments. General conditions,
he thinks, point to a steady betterment of trade
that will end with business close to normal in the
Fall and Winter.

On the VICTOR

On the COLUMBIA

SUPERIOR UNIVERSAL REPRODUCER

CA Mellower, More Musical Tone on AllMahesof Records

SAMPLES ON APPROVAL
Superior Reproducer with 21 -VE Victor Elbow — Sample Prepaid
to Dealer, Nickel $4.15 — Gold $5.35
Retails $6. 50 and $8.50
Superior Reproducer with 21 -CC Columbia Connection — Sample
Prepaid to Dealer, Nickel $4.45 — Gold $5.95
Retails $7.00 and $9. 50
Superior Reproducer with 21-P Connection for O. S. Pathe — Sample
Prepaid to Dealer, Nickel $4.45 — Gold $5.95
Retails $7.00 and $9.50

Quantity Prices on CApplication

d^M^akes the Owner of an Old Machine a
"Live" Record Buyer

Superior Specialties for Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

MOVES TO LARGER QUARTERS

Famous Singers Records Now Located in New
Home — Will Issue General Catalog

COLUMBIA NEWS GLEANINGS

Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co . spent a few
days last week in Montreal and Toronto, visit-
ing the Columbia headquarters in these impor-
tant cities. He found business conditions very
satisfactory, with the dealers optimistic in their
comments anent the future.

Henry Kahn, of Kahn"s Music Shops, Boston.
Mass., accompanied by Mrs. Kahn, visited the
Columbia executive offices last week, making a
tour of inspection of the eight floors occupied by
the company in the Gotham National Bank
Building. Mr. Kahn spoke favorably of busi-
ness conditions in New England, stating that he
was making preparations for an active Fall busi-
ness.

E. O. Rockwood, general credit manager of
the Columbia Co., spent a few days last week
at the Columbia branches in Boston and Phila-
delphia.

The Famous Singers Records, Inc., formerly
located at 231 Lenox avenue, New York, has
moved to 249 West Thirty-fourth street, where
it has greatly increased facilities and is in a
position to handle the requirements of its trade.
The executive personnel of this company con-
sists of Frank A. Lappan, business manager, who
has had extensive experience in the recording
field, and John Stege, who has specialized in
recording for a number of years. Mr. Lappan
will be in general charge of the business, with
Mr. Stege in direct charge of recording.

Chas. K. Davis has been appointed musical
director of Famous Singers Records, Inc., and a
number of records have been produced under
his able direction. Mr. Davis was formerly
director of the Orpheum Quintet and the orches-
tras which played at the Cafe Boulevard,
Churchill's and Temple Bay Hotel.

The Music Shop.- Barllesville, Okla., to deal
in musical instruments, has been incorporated
with a capital stock of $25,000.

For the purpose of developing trade in Cuba
and adjacent islands in the South, Louis Unger,
sales representative of the Brilliantone Steel
Needle Co. of America, sailed late last month
by the "Calamares" for Havana, where he con-
templates establishing agencies.

THE OLDEST AND FASTEST SELLING TEN-PLAY NEEDLE

ON THE MARKET

Retails at
lO cents

per box of
50 needles

Each needle
guaranteed
to play
10 records

THE FAMOUS STEEL NEEDLE WITH THE GOLD FINISH

This metal and glass display
case given away free with
orders of 3 cartons

Magnedos are in
great demand since
Dance Records
have become so
popular, because
they eliminate the
nuisance of frequent
changing of needles

SOLD BY ALL THE
LEADING JOBBERS

NEEDLES

50 needles to box, equa
300 ordinary steel
needles

MAGNEDOS PRODUCE SWEETER AND CLEARER TONE
MAGNEDOS REDUCE SURFACE NOISE

MANUFACTURED
BY

SUPERTONE NEEDLE WORKS

18 WEST 20th STREET
NEW YORK

A LIVE COLUMBIA DEALER

F. C. Jacobs Doing Thriving Grafonola Business
at Stevens Point, Wis.

Stevens Point, Wis., is a town of about 7,500
population and F. C. Jacobs, Columbia dealer
in that thriving community, is an old pioneer in
the music industry. He has spent many years

Window Display Featuring Columbia Record

in the business and through the use of consist-
ent and effective publicity is known throughout
this section of the countrj' as "The Columbia
Man."

The photograph shown herewith, featuring a
window display-prepared by Mr. Jacobs in be-
half of the Columbia record, "Where the Lan-
terns Glow," is typical of the publicity methods
used by this progressive Columbia dealer.

BRYANT WINS PROMOTION

The general sales department of the Colum-
bia Graphophone Co., New York, announced this
week that J. Bryant, formerly connected with
the general sales division at the executive of-
fices, has been appointed assistant manager of
the St. Louis branch, succeeding A. W. Roos,
resigned. Mr. Bryant has been connected with
the company for a number of years and will
undoulbtedly render valuable assistance to E. M.
Morgan, manager of the St. Louis branch.

B. Pinkham, who has been a member of the
general sales department for the past few years,
has been appointed to take care of the particu-
lar work heretofore handled by Mr. Bryant in
the Grafonola division of this department.

NEW SMALL PORTABLE MACHINE

The Charmaphonc Co., whose executive offices
are at 39 West Thirty-second street. New York
City, and whose factory is in Pulaski, N. Y., has
just placed on the market a new small, portable
model talking machine. This style, known as
the Charmaphone. No. 2, is particularly adapted
for camps and outings and made to sell at a popu-
lar price.

June 15, 1921

THE TALKING MACHINE WORLD

JOHN H. WILSON, Mana^er

324\VASMIN6TON ST.,BOSTON,MASS.

DOiTON

ENGLAND

Boston, Mass., June 7. — Quite generally through-
out the talking machine field in this territory
indications continue to point to a more encour-
aging state of affairs. This, at any rate, is the
impression gained from reports of jobbers and
dealers alike, who, without attempting to gloss
over affairs as they stand at present, assert quite
unanimously that the situation is steadily im-
proving, although slowly. On the whole, busi-
ness during May, judging from reports, showed
to considerable advantage over April, and while
the trade generally makes due allowance for the
normal Summer quiet that ignores no line of
business they see ahead the prospect of fine
activity in the early Fall.

The general outlook for the upward trend
of pretty nearly the entire industrial world is
noted with satisfaction, but perhaps more par-
ticularly does the talking machine trade find sat-
isfaction in reputable reports of general condi-
tions in New England, especially. There is, for
instance, the report of Frederick H. Curtiss, Fed-
eral Reserve agent of the Federal Reserve Bank,
Boston, for May, following his usual monthly
survey of industrial conditions in this territory.
In this report it is stated that unemployment is
generally held to be less than during the Winter,
due partly to "better conditions existing in sev-
eral of New England's predominant industries,
such as textiles and shoe manufacturing." The
talking machine industry has already felt the
improvement that has obtained in some of the
manufacturing centers, jobbers particularly
noting this in their transactions with dealers in
cities where a short time back the depression
was especially marked.

Improvement Reported at Steinert's

Steady improvement generally and well-sus-
tained record business is reported by Kenneth
E. Reed, wholesale manager of M. Steinert
& Sons Co., Victor distributors. Mr. Reed ex-
pressed himself as optimistic with regard to the
outlook, and stated that so far as the house of
Steinert is concerned all goods obtainable from
the Victor factory continued to be received at the
Boston headquarters without restriction. More
particularly with regard to the record situation,
Mr. Reed expressed satisfaction over the fact that

Steinert Service Serves

Have you made use of our
Educational and Personal Service Bureau?
Let us help you with Practical Store Ideas.
Promotion of Educational Work in the Schools a Specialty.
At your command — anywhere in New England.

An unsurpassed Record Stock enables us to give the New England Victor
Dealer — most complete and quickest Record Shipments.

Build up your Record Stock now — through our Back Order Record Service.
Back Order Record Forms — sent on Request.

M. STEINERT & SONS

VICTOR WHOLESALERS

35 Arch Street :: :: :: :: :: :: Boston

with improved shipments from the factory there
would appear now to be opportunity to replenish
record stocks, doing away with the inconvenient
and rather unsatisfactory condition that has
hitherto prevailed in this respect.

Small Tjrpe "Talkers" in Demand
At the present time the local trade is devot-
ing attention perhaps more particularly to the
sale of the small type talking machines, making
the customary drive on these styles with the
opening of the vacation season. While these
machines have been to the front only a relatively
short time reports are that quite satisfactory re-

sults are being obtained. The majority of deal-
ers are showing attractive window displays of
the machines, urging upon the public the desir-
ability of the instruments for camps and cot-
tages during the Summer.

Spoke on "Music Appreciation"

"Music Appreciation" was the subject of a
talk which Miss Grace Barr, of the Steinert Co.,
gave before a gathering of 200 school teachers
in Portland, Me., toward the end of the month.
Miss Barr has within recent months been espe-
cially active in such work, letting slip by no op-
portunity to advance the cause of the talking
machine in the school, and with results that have
been very gratifying.

Two Golf Enthusiasts

Now that real golf weather has set in — although
enthusiasts will insist that almost any old weather
is golf weather — Robert Steinert, of the Steinert
Co., and Wholesale Manager Reed are getting
in some fine work on the links hereabouts.
Within a short time Mr. Steinert undoubtedly
will be heard from in tournament play, now that
the season is in full swing. Probably no two
followers of the game watched with greater in-
terest the recent international amateur tourna-
ment in England than Messrs. Steinert and Reed,
and, like all other Americans, were greatly dis-
appointed that the American contingent did not
fare better in the tilt across the Atlantic.

Eastern Co. Provides Autos for Road Men

Herbert Shoemaker, general manager of the
Eastern Talking Machine Co., Victor distributor
catering to a large clientele throughout New
England, takes a distinctly encouraging view of
conditions, noting gradual improvement and
prospects for excellent business later on. Mr.
Shoemaker makes it a point to follow closely
the conditions obtaining in the general indus-
trial field, ajid finds the situation at present
pointing inevitably to improvement that will be
quite marked in the early Fall. The Eastern Co.
has recently provided Buick automobiles for its
road men, and this motor equipment, according
to Mr. Shoemaker, is proving a valuable invest-
ment, both in point of adding to the reputation
of the house and in giving service to dealers.
The car doors bear in attractive form the name
{Continued on page 84)

THE TALKING MACHINE WORLD

June 15, 1921

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 83)

Eastern Talking Machine Co., around an artistic
reproduction of the famous Victor dog, the sign
constituting an excellent advertisement for both
the Ea:stern and the Victor. Since the recent
announcement of his engagement to be married,
the latter part of June, Mr. Shoemaker has been
the recipient of congratulations from a host of
well-wishers in and out of the talking machine
trade.

Reasons for Optimistic Viewpoint

At the headquarters of the Musical Supply &
Equipment Co., handling the Sonora, Manager
Joseph H. Burke reported that business during
May ran well ahead of April, with everything
pointing to a gradual return of more nearly nor-
mal conditions. Dealers trading with this house
manifest a more optimistic attitude, according
to Mr. Burke, who is convinced, from experience,
that there is business to be obtained if you only
go out after it. Mr. Burke has been going after
it and has been getting it, and so have Sonora
dealers who have not lain back to wait for it to
come to them.

Richard Keyes, who recently has been engaged
in the West, has lately returned to the M. S. &
E. Co. staff here, and is looking after the in-
terests of the Magnavox, which is handled here
exclusively by the Musical Supply & Equip-
ment Co.

What Manager Wheatley Reports

Manager Wheatley, of the local headquarters
of the Aeohan-Vocalion, reports May business
to have run ahead of April by a good margin,
and he, like others in the talking machine trade,
entertains only encouraging views for the future.
A sale of second-hand, shop-used goods held
recently at the Boj'lston street warerooms was
very successful.

Harry Beach Visits Local Trade

Harry Beach, vice-president of the Unit Con-
struction Co., and Gus Mayer, of the same firm,
were visitors to the local trade late in May, call-
ing on the Victor jobbers — Oliver Ditson Co ,
the Eastern Talking Machine Co. and the M.
Steinert & Sons Co. Mr. Mayer hit Boston after
a trip through the West, and to the representa-
tive of The World said that wherever he went
he found things to be showing steady improve-
ment.

Arthur J. Cullen Visits the South

Toward the latter part of the month Arthur J.
Cullen, of the Lansing Sales Co., left town for
a two weeks' business trip through the South.
W. W. RadclifTe, of the Hallet & Davis Piano
Co., left at the same time, bound South also.
Robert F. Bensinger Visits Harry Spencer
Harry Spencer, Brunswick distributor here,
had as a visitor for a few days late in the month

HORTON-GALLO-CREAMERCP

NEW HAVEN

"MIS MASTCHS VOICE"

CONNECTICUT

VICTOR SERVICE SPECIALISTS

The Summer Season offers the
Victor dealer additional oppor-
tunities in Vacation business.
Let us co-operate with you in
securing these extra profits.

Robert F. Bensinger, son of President B. E.
Bensinger, of the Brunswick Co. Mr. Spencer,
in addition to reporting the opening up recently
of a number of new Brunswick accounts, finds
business very satisfactory, the present month
having shown a good-sized increase over April.
Frank J. Berghaus Resigns

Frank J. Berghaus, formerly for twelve years
with the house of Kraft, Bates & Spencer, has
resigned from his position with the F. C. Hen-
derson Co., which not long ago took over the
Bo3^1ston street retail store of Kraft, Bates &
Spencer Co., following the decision of Harry
Spencer to devote his attention exclusively to
Brunswdck distribution in this territory.

Open Many New Accounts

A number of new accounts recently have been
opened up by the E. B. Shiddell Co., handling
Okeh records for New England, according to
Mr. Shiddell, who further reports that business
with his house is very satisfactory.

$50,000 Issue of Preferred Stock

An extension of business, significant of grow-

ing operations of this company, has been under-
taken by the Delta Co., Inc., of Lowell, Mass.,
manufacturer of talking machine needles and ac-
cessories. The company has placed upon the
market, for popular subscription, a $50,000 issue
of 8 per cent preferred stock, carrying a bonus
of one share of common stock for every two
shares of preferred. The officers of the company
include Dr. Frank B. Johnson, of Boston, presi-
dent, and Allen B. Estey, of Brookline, treas-
urer. The company reports that the extension
has become necessary to meet present demand
for its products.

Grey Gull Record Publicity
In its local advertising campaign the Grey Gull
record store recently opened up on Summer
street, in the heart of the shopping district, is
capitalizing the fact that Grey Gull records are
the "only ones made complete in New England."
The idea is set forth as follows: "Grey Gull
records, being the only records recorded and
manufactured complete in New England, nat-
urally have every advantage in presenting the

TWO POINTS OF CONTACT

BOSTON 'iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii' NEW YORK

FOR DITSON SERVICE

Double service that is founded on
successful experience in handling the
problems of the retailer and proves of
genuine assistance.

BOSTON
Oliver Ditson Co.

NEW YORK
Clias. H. Ditson & Co.

V I C T O R

EXCLUSIVELY

June IS, 1921

THE TALKING MACHINE WORLD

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 84)

latest hits to New England people before they
are available on records manufactured elsewhere.
The selections marked with a star (in the advt.)
in the printed list have either not yet been
even issued by any other manufacturer, or at least
are extremely difficult to obtain except at Grey
Gull dealers." Reports are to the effect that
the Summer street store has been operating since
its establishment with very satis-factory success.
Jobbers Help Success of McCormack Concert

A highly successful concert in aid of the suf-
fering women and children of Ireland was given
by John McCormack, the celebrated Victor
artist, in Symphony Hall on the afternoon of
Sunday, May 22. An audience that taxed the
capacity . of the hall was on hand, and among the
distinguished guests was Lord Mayor O'Neill
of Dublin. Credit for the success of the concert
was due in part to the advertising given the
event by the Boston Victor distributors — M.
Steinert & Sons Co., the Eastern Talking Ma-
chine Co. and Oliver Ditson Co.

Fred E. Mann Visits Portland Trade

The middle of the month Manager Fred E.
Mann, of the Columbia Co., in his Studebaker
car took a trip among the Maine agencies of the
company, and on his return after nine days re-
ported that he was greatly encouraged over the
situation he found in 'that territory. Mr. Mann,
who was accompanied from Portland by W. R.
Ingalls, the salesman in that territory, visited
thirty-four towns and called on more than fifty
dealers and covered 1,150 miles. Some of the
manufacturing centers he found rather hard hit.
but many of the dealers through the use of auto
vans were doing a good suburban business.
Attractive Osgood Window Display

Chester J. Sylvester, head of the talking ma-
chine department of the C. E. Osgood Co., has
just been exhibiting an attractive window of the
new convertible talking machine and library
table of Colonial design which has been attract-
ing a great deal of attention. The machine in-

C" iniiiiiiii Ill
JAJ MIM.M......

II II I I I Ill H I I

For Every Month

of the Year

Dealer helps of practical value have long been an
important factor of Cressey & Allen service to the
progressive Victor Dealer.

In every month of the year there is a timely, vital
dealer help that we have prepared for just that par-
ticular month. It is not guess-work, but knowledge
based on experience that has made our dealer service
a practical success.

CRESSEY & ALLEN

PORTLAND, MAINE

i'iiiinfiiniiiiiiMMini.iiiiiiiminimii""i

stalled is a Victrola VI and the com,bination has of last month, and he was much encouraged to

found a ready sale,

Columbia Dealers Meet

Manager Fred E. Mann, of the Columbia Co.,
who is planning a western Massachusetts trip
within the next few weeks, presided over the
usual monthly dealers' meeting the latter part

find the better feeling that obtained, for May, up
to that time, was found to be a far more pro-
ductive month than was April, which was everi
better than March. Plans for a vigorous cam-
paign during the succeeding months were made.
{Continued on page 86)

KRAFT-BATES--SPENCER

' NEWENGL-AND DISTRIBUTORS

INC.

PHONOGRAPHS AND RECORDS

A PHONOGRAPH IN A CLASS BY ITSELF

THERE is only one phonograph which can play all makes of records exactly
as they should be played, without the use of bothersome attachments. Dealers
who have investigated thoroughly know that it is The Brunswick.

Some other phonograph may play one or two makes of records correctly,
without using attachments.

Another phonograph may play one or two makes of records by using
attachments.

But no phonograph, except The Brunswick, plays all records correctly, with-
out using attachments.

KRAFT, BATES & SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.

Tonofone
Steel Needles

Victrolene
Record Brushes

Record Flashers
Khaki Covers

THE TALKING MACHINE WORLD

June 15, 1921

THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 85)

Treasurer, Salesmanager and Lawyer

Several years* experience in office routine and
management. Now treasurer and sales manager of
two corporations. Seeks new association. Espe-
cially adapted for wholesale phonograph and record
business having clientele of over five hundred
dealers, with full knowledge of their credit rat-
ings, etc. Highly efficient on sales, collections and
thoroughly understands commercial paper. Will in-
vest small capital. Address Box "962," care of
The Talking Machine World, 373 Fourth Ave.,
New York City.

Fred E. Mann, by the way, was chairman of
an unusual entertainment entitled "Who's Who
in the Blighted Lamp," a burlesque, which was
pulled off at the Boston City Club a few nights
ago with great success. Mr. Mann also was in
the cast, and as a prominent member of this big
civic organization he does a lot to keep things
a-booming.

Hopkins at Dedication of Masonic Temple

George W. Hopkins, of the Columbia Co.,
came over to Boston during the latter part of
May to assist at the dedication of the new Ma-
sonic Temple in Concord, Mass., the local lodge
of which he is a past master.

Columbia Dealers Getting Together

Practically all of the preliminary work looking
to the formation of the Columbia Dealers' As-
sociation of New England has been accomplished,
according to Arthur C. Erisman, manager of
the Grafonola Co. of New England, and prime
mover in the proposed organization. Persuaded
that there is great good to come from such an
organization, Mr. Erisman is actively and ener-
getically spreading his enthusiasm for the project,
setting forth to the hundreds of Columbia deal-
ers in the New England territory the advan-
tages which real organization inevitably brings.

It is Mr. Erisman's idea to make it 100
per cent strong, and to this end he in-
sists that it is the duty of each and every
Columbia dealer to support the Association with
his membership, thus contributing not only to
something that will be of real service to all, but
to the upbuilding of the music trades generally.
It is up to the New England Columbia dealers,
Mr. Erisman states, to get busy on this proposi-
tion and show the spirit that does not wait for
the other fellow to do something first. With a
lOO per cent organization, Mr. Erisman sees
benefits to all members which can scarcely be
conceived in advance.

Prime Evidence of Business Activity

That New England dealers expect, and are
preparing for, good Fall business is evidenced by
the number of inquiries and requests for esti-
mates received by Frank B. Curry, of this city,
manufacturer of modern equipment for phono-
graph stores.

Mr. Curry has finished, in the last few weeks,
a number of attractive installations. Among
them are the Schwartz Music Shop, Dorchester,
Mass.; F. S. Henderson & Co., Boylston street
warerooms, in Boston, and James Ahearn,
Ffamingham, Mass. The Schwartz installation

consists of four large booths, two record cases,
one counter and a sheet music rack. The Hen-
derson installation consists of six booths, and
that of James. Ahearn an entire new department.

Mr. Curry's activities, while centered in New
England, have not been confined to that section
of the country entirely. He is now- preparing
an equipment for Wertz & Doran, of Brooklyn,
N. Y., consisting of three booths, record case
and counter which will be attractively finished
in silver gray.

The Model Grafonola Shop
"An excellent idea for my shop" and "A sale
display that is certainly different" were the re-
marks of two Columbia dealers who were re-
cently inspecting a record display in the large
window of the Model Grafonola Shop in the
Boston branch of the Columbia Graphophone Co.
The Model Grafonola Shop in this branch, which
is under the management of Fred E. Mann, is
one of the series of model shops just installed
by the Columbia Graphophone Co. in its various
branches.

This Model Grafonola Shop is similar in size
and design to the other shops built by Columbia
for its branches, covering a width of twenty-two

Interior View Boston Model Grafonola Shop

feet and a depth of forty feet. It is a full-
size model in every respect, featuring Col-Van
construction, which has been developed and
perfected after years of study and expe-
rience. Included in this equipment are two dis-
play windows, backed by special-designed win-
dow screens, the foyer of a Grafonola show-
room, two display corners suitable for the dis-
play of period model Grafonolas, two different
sized hearing rooms, exposed record racks and a
wrapping counter for the display of small acces-
sories. The ivory-colored arch in the center of
the shop and the blue panel designs serve as the
main background for this Model Grafonola
Shop.

J. J. Moore, Jr., Dealer Service supervisor of
the Boston branch, makes his headquarters in
the model shop and dealers are constantly mak-
ing use of the practical ideas embodied in the
construction of the shop to increase the attrac-
tiveness and efficiency of their own establish-
ments. One of the many dealers in this terri-
tory who is planning to erect a model shop is
W. L. O'Brien, of Hudson, Mass., whose new
store is practically a duplicate of the model shop
in the Boston branch.

The broader the service the better the re-
sults. The better the results the more oppor-
tunities for service.

" Nameplates With a Personality"

Foi Manufacturets and Dealers of Talking Machines,
Phonographs, Musical instruments, etc.

E. V. YEUELL CO., Maiden, Mass.

When You'll Think of Nameplatea
You'll Think of Yeuell.

IF!

And that isn't all. Take a PERFECTION ATTACH-
MENT into your hands. Examine it. Man! There is
workmanship to gladden the heart of any expert. In
gold or nickel finish — the best you ever looked at.

Think what this means to your business. Think hard!
Then spend two cents to bring our catalog. Two cents!

— One of the best investments you've made since you
opened your shop!

-"PERFECTION ATTACHMENTS"-

FOR EDISON, VICTOR AND COLUMBIA PHONOGRAPHS

NEW ENGLAND TALKING MACHINE CO.

' MANUFACTURERS

I 16 BEACH STREET BOSTON, MASS.

I Factory Representative

i|; L. A. SCHWARZ. Inc., 1265 Broadway, New York City

June 15, 1921

THE TALKING MACHINE WORLD

Consider These 12 Points Well

then get in touch with as. We assare yoa of prompt and efficient terrice.

1st — Each dep't is designed to meet the dealers'

requirements.
2nd — Every booth is made as sound-proof as

wood and glass can be made.
3rd — Every section in each booth is complete

from top to bottom.
4th — All glass in each section is set in felt.
Sth — Any pattern of glass can be selected, and

it's all quality A.
6th — Each ceiling in each booth has ventilation

facilities.

7th — Any design can be had in Single or Double

Construction.
Sth — We match any sample of color or finish.
9th — There are no small parts to sort out and

put together.
10th — Special arrangement is made when erecting

booths on tile, marble or concrete floor.
11th — No order is too large or none too small to

get prompt and efficient service.
12th — Our prices are very moderate.

FRANK B. CURRY

72-74 Dedham St., Boston

ANNOUNCES NEW RECORD

R. M. C. Record Will Be Made and Marketed
by Record Mfg. Co. — Will Continue to Press
for Trade — To Have Monthly Issues

Framingham, Mass., June 6. — The Record
Mfg. Co., with offices and factory in this city,
will shortly place on the market a new record,
which will be known as the R. M. C. record.
The company plans to manufacture and market
every month from ten to twenty of the newest
popular dance numbers and popular songs, to-
gether with standard and classical selections.

In a chat with The World L. F. Burns, fac-
tory superintendent, stated that the company is
well equipped to take care of this new phase
of its business and that it will continue to press
records for the many record companies for
whom it has been pressing for some time past.
The factory is now equipped with hydraulic
presses throughout and twenty new presses have
been recently added to the equipment.

AN ENTERPRISING BATH DEALER

Bath, Me., June 8. — There is one concern here
that seems to be forging ahead in commendable
shape and that is the Mikelsky Music Co., which
is located on Main street. Miss Sophie M. Mikel-
sky is the head of the business and she has with
her a brother and five sisters, all of whom are
veritable hustlers. What Miss Sophie doesn't
know about the business isn't worth knowing
and. she keeps three auto trucks canvassing the
surrounding country, with the result that she has
been able to place any number of Columbia ma-
chines in homes that otherwise might be with-
out music. The Mikelsky sisters bid fair to
soon become known throughout all of Maine.

The J. M. Kurtz Music Co., of Augusta, Ga.,
has secured the exclusive agency for the Kimball
line of phonographs, pianos and players for
South Carolina and greater part of Georgia.

TWO POPULAR RECORD RECEPTACLES

Words and Music by
L. W. HOUGH, Factory Representative
20 Sudbury St. Boston, Mass.

piiiiiimTniiiiiiiiiiiniimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim^

I A SERVE-SELF PLAN I
I OF SELLING RECORDS I

By CHAS. H. SMITH

One of the largest department stores in a
city of about two hundred thousand recently in-
stalled a novel schemJe in its record department.
This firm sells a great many talking machine
records and the usual way of selling them — of
having a girl in attendance on each customer
playing the records while the customer listens
— would involve the employment of a great many
record girls. Instead, only three or four girls
are needed. These girls are able to wait upon
as many as fifty customers at one time in very
short order, thus effecting a big saving for the
merchant with a "thirty-second service" which
the store advertises.

This is how the plan operates. At one end
of the balcony is a long counter with stools and
comfortable chairs before it. Behind it in cases
are thousands of records. Around the entire
balcony is a string of small rooms tastefully
decorated and carpeted and each containing two
or three chairs and a large-size talking machine.
The customers go to the record counter, get
the records they wish to hear and take them to
the individual parlors containing the machines
and then play their selections over, using the
kind of needle they prefer — steel, fiber or
tungsten — thus obtaining just the volume of
music they like. If they care to they can play
each record over twice or three times before
making a final selection — something they would
not care to ask a record girl to do.

This service on the serve-self plan is very
popular with a great mlany people, as it enables
them to get very prompt service — the girls
merely handing out the records — and they are
able to listen to their selections in the privacy of
individual parlors and play them as they like
to hear them without feeling under any obliga-
tions to anyone. Furthermore, there is no one
to urge them to like a record. They return the
records to the record counter when they have
heard them and either purchase or not, just as
they please. The balcony contains thirty indi-
vidual "listening" parlors.

SPAIN'S NEW TARIFF HITS U. S.

Washington, D. C, May 30. — The new Spanish
customs tariff made effective May 21 favors
nations with depreciated currency and is more
unfavorable to American products than the last
tariff. The changes in the new Spanish tariff
will not apply to merchandise accompanied by
documents, which show that shipment was made
by rail or vessel before May 21. Most-favored-
ration treatment is eliminated by the tariff,
hut there is an invitation to all nations to nego-
tiate favorable treatment in return for reciprocal
concession to Spanish exports.

LANSING KHAKI
COVERS

The Pioneer Moving Cover

High
Grade

Govern-
ment

Khaki

Dealer's Prices NOW:

$gQQ

medium
size

43"x20"x23K"

large size

49"x23"x243/("

%^ 35 extra large

52"x22H"x23i/

Fitzall Leather or No. 3x Strap
$2.50

Piano Moving Covers $18.00

SLIP AND RUBBER COX ERS
FOR PHONOGRAPHS AND PIANOS

Eliot and Warrenton Sts.
BOSTON, 11, MASS.

THE TALKING MACHINE WORLD

}v\F. 15, \'J2\

Competition Is Easily Met With

PATENTED DEC. II. 1917

Talking Machine Cabinets

IT is now a market where price appeals. The economy idea is
rampant. Here is where the Lundstrom Converto Cabinet
combined with a genuine Victrola IV or VI gives a customer the
advantages of a full cabinet machine at a marked saving.

Through our reduced prices you can now meet the competition of
low-priced unnamed machines and provide the known quality
Lundstrom Converto-Victrola combination.

All Standard Lundstrom models
have been improved by the ad-
dition of casters and ferrules.

The C. J. LUNDSTROM Mfg. Co^

LITTLE FALLS, N. Y.

Lundstrom "Converto" Cabinets are
broadly covered by patents. Infringe-
ments will be promptly prosecuted.

Converto

Wholesale Distributors

Albany. N. Y Gately-Haire Co.. \nf..

Atlanta. Ga Elyea Talking Machine Co.

Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes, Inc.

E. F. Droop & Sons Co.

Birmingham. Ala Talking Machine Co.

Buffalo, N. Y Curtis M. Andrews

Burlington, Vt American Phonograph Co.

Chicago, III Lyon & Healy.

Cincinnati, Ohio Budolph Wurlitzer Co.

Cleveland, Ohio Cleveland Talkinr Machine Co.

Columbus, Ohio The Perry B. Whltsit Co.

Dallas. Texas Sanger Bros.

Denver, Colo The Knlght-Camphell Music Co.

Des Moines, la Mickel Bros. Co.

Elmira. N. Y Elmira Arms Co.

El Paso, Tex. W. G. Walz Co.

Houston. Texas The Talking Mach. Co. of Te.-5as

Indianapolis, Ind Stewart Talking Machine Co.

Jacksonville, Fla ..Florida Talking Machine Co.

Kansas City. Mo J. W. Jenkins' Sons Music. Co.

Schmelzer Co.

Memphis, Tenn O. K. Houck Piano Co.

Milwaukee, Wis Badger Talking Machine Co.

Mobile. Ala Wm. H. Reynalds

Newark, N. J Collings & Co.

New Orleans, La Philip Werlein. Ltd.

New York City Emanuel Blout

Cabinet & Accessories Co.. Inc.

Knickerbocker Talking Machine Co
Omaha, Nebr Ross P. Curtice Co.

Mickel Bros. Co.

Peoria. Ill Putnam-Page Co.

Philadelphia. Pa C. J. Heppe & Son

Penn Phonograph Co.

H. A. Weymann & Son. Inc.

Pittsburgh. Pa Standard Talking Machine Co.

Portland. Me Cressey & Allen. Inc.

Richmond, Va The Corley Co.. Inc.

St. Paul. Minn W. J. Dyer & Bro

San Francisco. Cal Walter S. Gray Co.

Syracuse. N. Y W. D. Andrews Co.

Toledo. Ohio Toledo Talking Machine Co.

Washington, D. C Cohen & Hughes. Inc.

E. F. Droop & Sons Co.

June 15, 1921

THE TALKING MACHINE WORLD

Here's good news for all Columbia dealers.
Barbara Maurel Is back! She sings those
two famous love songs, "Oh, Promise Me"
and "I Love You Truly." Here's a combina-
tion that will put cash in your till. A-3396.

Columbia Graphophone Co

NEW YORK

MODEL SHOP AROUSES INTEREST

Columbia Dealers Quite Enthusiastic About
Model Grafonola Shop Recently Introduced in
Columbia Co.'s Kansas City Branch

Kansas City, Mo., June 6. — The sales staffs as-
sociated with the Columbia Graphophone Co.
dealers in this territory were introduced to the
iiew Model Grafonola Shop in a most unique
way, for E. A. McMurtry, manager of the local
branch, provided them with a signal surprise on

set of lights which gave the sales people the first
view of the interior of a retail shop. As each
battery of lights was turned on the details were
emphasized more strongly and finally there was
displayed a modern Columbia Grafonola shop,
complete in every detail.

The guests were astounded, for they had not
imagined that an actual shop of regular dimen-
sions, fully equipped and modern in every de-
tail, would be presented for their approval. J. C.
Clinkenbeard, Dealer Service supervisor of the
Omaha branch, stepped out of the shop into the
doorway and invited the sales folk to examine
the Model Shop thoroughly.

The shop is the pride of the whole Columbia
organization and the dealers are using it to ex-
cellent advantage. Equipped with its up-to-date
hearing rooms, modern record racks, efficiency
display fixtures and period model display plat-
forms it affords an ideal for any dealer, whether
he is located in a large city or a small town.
It is all standard Col-Van construction, and
can be adapted to suit the requirements of every
type of store or location.

THE BRUNSWICK IN MEXICO

Headquarters Established at Monterey and
Mazatlan on West Coast and Nogales on Border

The Brunswick-Balke^Collender Co. an-
nounced recently that headquarters had been
established in Mexico at Monterey and Mazat-
lan on the West Coast and Nogales on the
border. The addition of these three cities to
the Brunswick chain in Mexico gives it effective
representation in this country. The company
was recently advised by Wm. H. Stanley, its
Mexico City representative, that the Brunswick
line is steadily increasing in popularity through-
out Mexico, and that the dance records in par-
ticular are meeting with a ready sale.

DEATH OF A. H. JACOT

President of Ideal Music Co., New York, Dies
After Brief Illness — Well Known in Trade

HAS BRUNSWICK LINE IN DES MOINES

Record Department of Model Grafonola Shop

the occasion of the recent Columbia party in the
new home of the branch.

The guests had just completed an inspection
tour of the first floor and were waiting to see the
main offices. It had been announced that a sur-
prise was in store for them and everyone was
trying to guess what was going to happen. The
word was given, and after the lights were turned
out all that was visible was a brilliantly lighted
Columbia sign, which stood out in mid-air with
seemingly no other background. In the next
instant the brilliant lights of two full-sized dis-
play windows were flashed, followed by another

Des Moines, Ia., June 8. — Davidson Bros., of
this city, one of the largest furniture houses in
this part of the country, has arranged to handle
a complete line of Brunswick phonographs and
records. This house has had considerable expe-
rience with the Brunswick line in the past, as the
line has been featured in its Waterloo branch.
Frank Kiethly, district manager of the Bruns-
wick Co. at Des Moines, closed this important
deal, which gives the Brunswick product splen-
did representation in this city.

George E. Buss, Edison distributor of New
Philadelphia, O., is one of the 4,000 Edison deal-
ers from the four corners of the globe v»hose pic-
ture appeared in the April number of the Ladies'
Home Journal. The group was snapped at the
annual convention held last July in Chicago.

A. H. Jacot, president of the Ideal Music Co.,
29 John street. New York, exclusive Victor re-
tailer, died recently at his home in Stapleton,
S. I., after a brief illness. The funeral was at-
tended by a number of Mr. Jacot's friends in
the trade, . including J. Newcomb Blackman,
president of the Blackman Talking Machine Co.,
New York.

Mr. Jacot was one of the pioneers of the..talk-
ing machine industry, having been the founder of
the Jacot Music Box Co., which many years ago
was an Edison and Victor jobber. He was also
secretary of the Eastern Talking Machine Job-
bers' Association, an organization which was
active in the early stages of the wholesale trade,
and for many years was identified with numerous
talking machine activities.

The concerts which are conducted the first of
each month by the Anderson Music House, of
Charles City, la., are attracting large audiences
and considerable praise.

MASTER WAX

BUSINESS BLANKS

The Wax and Novelty Company

67-69 Paris Street, Newark, N. J.

Manufacturers of

Special Waxes for Recording and Black Diamond Business Blanks

The Black Diamond Blank for Dictating Machines is made'of the finest materials and
will give cheaper and more satisfactory service than any other blank.

We would be glad to discuss a sales proposition from different territories for our
output.

F. W. MATTHEWS Telephone Mulberry 1176

THE TALKING MACHINE WORLD

June IS, 1921

TRAOC MARK

ENAr>o Mfo. Co.

CsnAs Rapids , Iowa

A MOTOR WORTHY

OF itjs guarantee

Seal

THE GOODNESS -SEALED IN
THE TROUBLES -SEALED OUT

^TTAT^ ATMTCT • The Serenade Motor with each of its parts
vD vJxVcC jTxxH X CjJUj is absolutely guaranteed for the purpose for

which it is intended for a period of FIVE (5) YEARS.

SERENADO MFG. CO.

CEDAR RAPIDS, IOWA

iiiiiiiiiiiiiiiiiiiiilllllJIIIIIIIIIIIIIIIIIIIIIIIIIIII^^ iiiiiiiiiii iiiiiiiiiii I mil I mill iiiiiiiiii Ill mill iiiiiiiiiiiiiiiiiiiipiii

June IS, 1921

THE TALKING MACHINE WORLD

INTEREST IN MUSIC GROWS IN SOUTHERN CALIFORNIA

Music Week Scores Big Success — ^^Business Is of Fair Volume — Boothe Talks of the Convention —
Welcome for Salyer — Columbia Surprise Party — Important Association Meeting — Other News

Los Angeles, Cal., June 6. — Music Week com-
menced in L,os Angeles and surrounding towns
on Sunday, May 29, with an enthusiasm ex-
ceeding the expectations of the most sanguine,
and additional interest will doubtless grow as the
week progresses. The effect of this great musi-
cal festival will be not only to accomplish the
purpose which was intended, namely establish-
ment of the community spirit through music,
but it will doubtless stimulate the desire to own
more and better musical instruments.

Phonograph and talking machine business, ac-
cording to reports from the various houses, was
very fair for the past month and compared very
favorably with the corresponding period of last
year.

J. W. Boothe Returns From Convention

J. W. Boothe, general manager of the music
department of Barker Bros., has returned from
the Chicago national convention. He reports
that the retail talking machine merchants from
all over the country who attended the conven-
tion expressed great satisfaction over the out-
come of the special session with regard to the
formation of a national association or com-
mittee for retail talking machine men. There
was never any intention of separating or being
distinct from the National Association. There
are a number of associations listed as associa-
tions on the letterheads of the National Asso-
ciation, which are in reality and in fact commit-
tees within the. National, so there can be no ob-
jection to the committee of retail talking ma-
chine men calling themselves the N. T. M. A.
The main object, after all, is to see that the
comm,ittee or association (within the National
Association of Music Merchants) functions. It
was pretty well demonstrated at Chicago that
there was a need for such an organization.
Walter S. Gray in Los Angeles

Walter S. Gray, president of the Walter S.
Gray Co., phonograph accessory supply house
of San Francisco, spent a week in Los An-
geles visiting the trade. He motored from San
Francisco; he declared that it was his intention
to visit Los Angeles at least every sixty days
and combine business with pleasure. Arthur
H. Soule has been appointed traveling repre-
sentative for southern California for the Walter
S. Gray Co. and has already made many friends
in the trade.

Frank J. Salyer Returns to Old Love

After temporarily taking up an altogether dif-
ferent line of business, which proved successful
but non-satisfying, Frank J. Salyer has returned
to the talking machine field. Irving Westfall,
manager of the talking machine department of
the Southern California Music Co., has secured
Mr. Salyer's services for his department.
Sonora District Manager Here

Morley Somers, district manager of the
Sonora phonograph division of the Magnavox

Co., Sonora distributor for the Pacific Coast,
visited Los Angeles last week. Mr. Somers has
established offices at 310 East Third street, Los
Angeles, and will devote considerable time to
developing Sonora business in southern Cali-
fornia.

New Grafonola Department Opened

Remick's Song and Gift Shop, on Broadway,
has for some time been making extensive altera-
tions and additions and on Saturday the new
Grafonola department on the lower floor was
formally opened to the public. The new
department is handsomiely decorated and
every attention was given by L'Anglaise, Los
Angeles manager, to devices and arrange-
ments for facilitating the selling of instruments
and records, as well as for the convenience of
the public.

Good Business in Whittier

J. D. Scouller and E. M. Nelson, proprietors
of the Whittier Music Co., report excellent sales
in their Victrola department. Mr. Scouller was
for some time manager of the Edison depart-
ment of the Fitzgerald Music Co.

Columbia Surprise Party

A surprise party was planned and very success-
fully carried out by the Los Angeles sales
force of the Columbia Graphophone Co. The
surprise party was for L. C. Ackley, newly ap-
pointed manager of the San Francisco branch,
and, from all accounts, there was no simulation
in his surprise. W. F. Stidham, manager of
the Los Angeles branch, started two automo-
biles— his own Buick and Harry Allen's; the
surprisers numbered eight and included Manager
Stidham; C. Mack, Los Angeles city salesman;
Harry Allen and Frank E. Newmann, southern
California field salesmen; W. O. Ryle, Los An-
geles Dictaphone manager; H. N. Elliot, of the
Long Beach Music Co.; C. W. Pfisterer, assist-
ant manager of the Los Angeles branch; L. V.
Felger, proprietor of the Broadway Music Shop
of Santa Maria. At San Luis Obispo the Harry
Allen machine broke down, so the whole party,
with their baggage, piled into the Stidham auto
and reached San Francisco in record (Colum-
bia) time. Surprised and surprisers had a good
time, pow-wowed, swapped ideas and yarns, and
returned home safely.

Open House for Elks

J. W. Boothe, general manager of the music
department of Barker Bros., announces that
Barker Bros, will keep open house to all Elks
during the National Convention, which will be
held in Los Angeles in July. All visiting Elks
are cordially invited.

Subject of Payments Discussed

At the last general meeting of the Music
Trades Association of Southern California the
subject of payments on talking machine outfits
was discussed. It was the unanimous opinion
of members that where an outfit included rec-

RECORDING
PLATING
PRESSING

Phonograph Manufac-
turers and Dealers are
offered an opportunity to
have recorded and manu-
factured exclusive records
of their own selection and
under their own label or
trade mark.

Complete facilities for
engaging talent, record-
ing, plating and pressing
10 in. disc records.

Commercial department
specializes in records for
advertising and sales
demonstration.

Inquiries solicited.

The New York Recording
Laboratories, Inc.

1140 Broadway
NEW YORK, N. Y.

ords the first payment should at least equal the
price of the records. For instance, if the outfit
consisted of a hundred-dollar machine and $25
worth of records the first payment should be no
less than $25 (the cost of the records). The dis-
cussion arose through the action of a member in
advertising an outfit like the above for only
$12.50 down, in conformity with the Association's
resolution of a minimum first payment of 10 per
cent.

Wegman Bros., makers of talking machines at
45 Clinton avenue, Rochester, N. Y., suffered
damage estimated at $10,000 as a result of a fire
which broke out in the company's plant recently.
The loss was covered by insurance.

Victor Dealers,

Your needs in Victor repair parts will be taken

care of promptly.

THE TOLEDO TALKING MACHINE CO.

TOLEDO, OHIO

WHOLESALE

EXCLUSIVELY

THE TALKING MACHINE WORLD

June IS, 1921

PROGRESSIVE POLICIES
IN SAN FRANCISCO TRADE

Association Resolutions Help Stabilize Trade —
Stem Activities at End — New Stores Opened
— Music Week Idea Grows in Favor — Aeolian
Line With Hanson — News of Month

Sax Francisco, Cal., June 4- — The general busi-
ness situation on the Pacific Goast has not im-
proved in the last two weeks and the outlook
is rather unfavorable for the near future, owing
to various labor troubles and the consequent
shipping difficulties and building curtailment.
Unemployment is a serious problem and will be-
come worse unless there is a speedy settlement
of wage disputes. Retail business is quite gen-
erally reported quiet throughout California and
wholesale business is only fair. Industrial ac-
tivity is at the lowest ebb. Merchants handling
talking machines and other music lines do not
expect a normal demand until the people be-
come convinced that prices are permanently re-
adjusted. The working people, of course, are
retrenching now in all directions by absolute
necessity.

Progressive Policies Inaugurated

Progressive policies have been outlined by the
newly organized Music Trades Association of
Northern California, which will undoubtedly do
much to stabilize conditions in the trade and
promote harmony of the true co-operative type.
At a recent meeting of the Association the fol-
lowing resolutions were adopted:

1. To standardize trade practice so that deal-
ers will refrain from interfering with sales when
completed by another firm it is provided that a
sale should be considered made (a) when a con-
tract has been signed by the customer and the
instrument delivered, (b) when a delivery has
been made on open account, (c) when a contract
has been signed by the customer and a deposit
on the first premium made of a minimum of $10
for a piano and $5 for a talking machine.

2. Providing for the offering of a reward hy
the dealer interested to all repairmen and tuners
for information leading to the recovery of lost or
stolen talking machines or pianos. The reward
is to be a percentage of 10 per cent on talking
machines and 5 per cent on pianos, calculated
on the basis of "balance due'' on such instru-
ments respectively, with a minimum reward of
$5. The secretary is also instructed to collect
numbers and descriptions of all lost machines or
pianos.

3. The secretary' to collect from members

Scotford Tonearm and Superior Reproducer

lUustratinfe STYLE 1 FINISH
A combination of Japanned and Plated Parts

Sample Prepaid, $7.00 Nickel— $9.00 Gold

Quantity Prices on CAvphcation

each week slips showing unsatisfactory accounts
and "pulls" and from these complete a list to be
sent to all members.

4. The maximum length of contract for sale
of talking machines to be fifteen months. The
minimum amount of first payment to be 10 per
cent of the full price. The contract is to con-
tain the name of the model and retail price.

5. No commission on talking machines sales
be paid to other than regular employes.

6. Talking machines not regularly carried by
a dealer must not be displayed in the window.

7. The practice of giving away player rolls
with player-pianos is to be abolished.

Permanent offices of the Association have been
opened in the Phelan Building, San Francisco,
Room 806, and a permanent secretary, M. B.
Bowman, appointed. A drive for membership
is under way and already the majority of the
dealers in the interior have signified their inten-
tion to join.

Frederick Stern in Trouble

The Mercantile Finance Corp. and the Stern
Talking Machine Co., both of which organiza-
tions were promoted by Frederick Stern, who
was president of the enterprises, have come
into serious difficulties with the authorities this
month. An attachment for $5,000 was placed
by the Western Phonograph Co., to which con-
cern it is alleged that $25,000 is owed. It is
further claimed by attorneys representing the

Independent Jobbing Co.

SPECIALIZE IN

Improving Record Business
for Dealers with OKEH SERVICE and

Records

INDEPENDENT JOBBING GO.

122 E. CENTRE ST., N. GOLDSBORO, N. C.

Superior Specialties for Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

Pathe Co. and others that the corporations have
liabilities totaling over $200,000. The most seri-
ous charges of all are those of fraud in stock
selling made by stock purchasers. Mr. Stern
has been arrested„and the books of his company
are being investigated by expert accountants.
He is at liberty on $5,000 bail. The Mercantile
Finance Corp. is the holding company for the
Stern Talking Machine Co., which is the backer
of several phonograph stores in San Francisco
and vicinity. The Pathe and Rex talking ma-
chines were featured extensively and apparently
a big business was built up in a few years. Many
of the stockholders are employes. The affairs
of the companies will be threshed out in the
United States Court.

Open Stanford Music Shop

John M. Camp, formerly of Sherman, Clay &
Co., and O. G. Stratton, of San Jose, have
opened the Stanford M-usic Shop at Palo Alto.
The new concern carries talking machines, fea-
turing the Sonora phonograph and pianos and
other musical merchandise.

Open Branch Store in Oakland

The California Phonograph Co., of San Fran-
cisco, has opened a branch store at 1432 San
Pablo avenue, Oakland, which carries Victor
goods exclusively. This store is under the man-
agement of Edgar I. Jessen, a wide-awake and
progressive young man who has had much ex-
perience in the talking machine business, both
with the California Phonograph Co. and other
concerns.

Hale Bros., of this city, announce that they
will be exclusive Victor dealers hereafter.
Great Columbia Campaign

L. C. Ackley, the new manager of the local
office of the Columbia Co., has infused a spirit
of co-operation among the Columbia dealers
in northern California and the co-operative ad-
vertising campaign recently launched by the ex-
clusive Columbia dealers is bearing good fruit.
The "Little Columbia, Shops" are making a
strong appeal to the public.

Music Week Idea Popular

The Music Week idea has hit the Coast hard
and those cities which have adopted the plan
ar£ rejoicing at the results. The various busi-
ness and professional organizations of San Fran-
cisco are planning to have a big "Music Week"
here soon.

Formal Opening of Hanson Music House

The Hanson Music House, 137 Powell street,
was formally opened this month and the public
has been lavish in praise of the artistic estab-
lishment. A full line of musical merchandise
is carried, Bert Davis, formerly of the .'Aeolian
Co, of California, is manager of the talking ma-
chine department, Aeolian-Vocalion goods are
featured with splendid effect. Arline Ryan, for-
merly of Bush & Lane, Seattle, is in charge of
the Vocalion record department,

Walter King, 78 Ellis street, this city, has
announced that in the future he will be an exclu-
sive Columbia dealer.

June 15, 1921

THE TALKING MACHINE WORLD

and

IPCALITX

Philadelphia, Pa., June 4.— There is a general
feeling of optimism among talking machine
dealers at this time which was noticeably lack-
ing during the month of May. \'Vhile business
was exceedingly poor during the early part of
the month a steady and decided improvement is
noticed, which, if it continues, will soon bring
the business ,up to the normal standard of for-
mer years at this time.

The machine and record situation has assumed
a decidedly favorable aspect and the former
complaint of want of stock is rarely heard.
Labor troubles are not exerting any detrimental
influence on the trade at present.

Joseph Joiner's Sphere Broadened

During the month the talking machine de-
partment of John Wanamaker fell heir to a new
manager in the person of Joseph Joiner, head
of the Wanamaker piano department. Mr.
Joiner, who was signally successful in the piano
department, is a capable man for the job and
it is likely that he will introduce some innova-
tions into the talking machine department. A
year ago ten makes of machines were handled
in this department, but they have been gradu-
ally reduced until at the present time only five
makes are listed. Mr. Joiner replaced Mr.
Quinn, who was in temporary charge following
the resignation of Grant Rowbotham, who re-
cently assumed the management of the talking
machine department of the Baldwin Co., Cincin-
nati.

Business Progress of Louis Buehn Co.

The Louis Buehn Co. reports that its busi-
ness is showing a material improvement. Sales
have been more active and during the month
the successful working of the company's period
model shop was demonstrated. It was used

almost daily during the month by the Buehn
dealers, bringing in their customers to have a
look at the period models and to make a sale
of these styles. A number of the $1,065 and
$1,265 period models were sold during the
month.

During the month the Buehn firm entertained,
among other distinguished visitors, Fred P.
Oliver, vice-president and general manager of
the Blackman Talking Machine Co., New York;
French Nester, of the Standard Talking Ma-
chine Co., Pittsburgh; C. N. Andrews, Victor
distributor for BufTalo, and E. J. Youngjohns, of
Norristown.

Misleading Advertisement Statute

The misleading advertisement statute of Penn-
sylvania, thus far, has failed to affect the music
business with one exception, that of the Cun-
ningham Piano Co. Exception was taken to
an advertisement of the company which con-
tained the following: "The only piano factory in
Pennsylvania which sells directly from the fac-
tory to the home." After several hearings the
case was dismissed by Judge Barrett as being
too ridiculous for judicial consideration.
Donovan Co.'s Successful Sales Drive

The Donovan Co., of Lancaster, Pa., has been
making a special sales drive and as a result it
obtained the names of 600 talking machine own-
ers who were not receiving Victor supplements
and 500 names of persons who did not own talk-
ing machines of any kind. The J. H. Troup
Music House, of Harrisburg, Pa., is about to
institute a campaign of a similar character.
New Pathe Dealers Appointed

The Interstate Phonograph Co., Pathe dis-
tributor, reports a recent decided improvement
in business and a steady increase is looked for

'iiiiiiiiiniiiiiiiiiiiiiMiiiiiiiiiiii

during the remainder of the Summer. A num-
ber of new accounts have been opened recently,
including a new Pathe representative in Hagers-
town, Md.

President Walter E. Eckhardt recently sug-
gested to a number of Pathe dealers in Wilkes-
Barre, Reading, Easton, Baltimore, Pottsville,
Hagerstown, etc., that a house-to-house cam-
paign be instituted. This idea was followed with
very favorable results.

Mr. Eckhardt attended the piano convention,
held in Chicago, and the local assistant of Mr.
Eckhardt, C. W. Flood, who is the sales man-
ager, recently spent the week in Baltimore,
where he closed several new deals.

E. A. Widmann, president of the Pathe Co.,
visited the local offices during the past weelc.
LeRoy Goldberg, of the Richmond Phonograph
Co., was also a visitor.

Increased Vocalion Demand

Manager Burkart, of the Philadelphia Show
Case Co., Vocalion distributor, reports a steady
and encouraging business increase during May.
Mr. Burkart, during the latter part of the
month, visited the large interior cities of the
State and also Baltimore and Washington.
Everywhere, he states, he found the general
business conditions quite fair, with the dealers
all sanguine. They all feel, he says, that the
business is going to be fine in the early Fall
and all through the season.

"In a conversation with one of the Washing-
ton dealers," said Mr. Burkart, "that gentleman
said: 'There are 75,000 Government employes in
Washington, all of whom are getting about the
same money thej^ were getting in the past five
years, and yet they are not buying. Why are
XConiinued on page 94)

IllillPil

What You Can Sell

ONCE it was "what you can get" and your ability
was judged by the capacity of the factory to turn
out the product.

Now it is WHAT YOU CAN SELL and you,
yourself, make your own rating as to sales volume.

Your sales of Victrolas and Victor Records, with the
co-operation of Buehn Service, are without limit. Many
Victor dealers are way ahead of last year, due to con-
centrating upon one product and to increasing their
salesmanship energy.

Our constructive service is of vital help to the dealer.

The Louis Buehn Company

of Philadelphia

.^nililiiiniiiiiiiniiiiiiiiiiiiiiiiiiiiMiiiiiMliiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^ iimi iiiiiiiiiiiiiiiiiiiin i mini niiiiiin m i i irlliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin iiniiiiiiiiiiiiiiiiif

Illillliilllllllllllllllllllllllllllllllllllllllllllllllllllllilllllllllllillilli^ illlllllllllllilllllllllllllllillillliililllllllllllllllllllllllllllllllllllllllllllllllllll^

THE TALKING MACHINE WORLD

June 15, 1921

SUMMER PLEASURES

AND

SUMMER PROFITS

are waiting for dealers who are

selling Records. Our dealers are selling them. The reasons

why will help you sell them.

SONORA CO. of PHILADELPHIA

1214 ARCH STREET PHILADELPHIA

THE TRADE IN PHILADELPHIA AND LOCALITY — (Continued from page 93)

thej' not buying? For the reason that they have
joined what is being termed a buyers' strike.
There are certain conditions to be adjusted to
bring about a breaking of this strike, and the
railroad situation is one of the most important.
There is nothing to indicate a real reason why
business should not be good'."

Buys Porch Bros. Stock

F. A. North & Co. have purchased all of the
Victor stock of Porch Bros., Johnstown, Pa.
Add Demonstrating Booths

T. Hayes Harmon, of Chambersburg, is add-
ing a number of new demonstrating booths to
his store.

Kiefer Band Records for Vocalion

This has been Kiefer week in Philadelphia.
Lieut. J. P. Kiefer, head of the municipal band
here, has written two military marches which
he has called "The Iron Division" and "The
Buckeye State," which are being played at all
Kiefer concerts on the City Hall plaza this
week. Both selections have been recorded by
the Vocalion Co., and the Vocalion and records
are used at these concerts.

Columbia Co. Activities

Manager Cummin, of the Columbia Co., local
distributor of the Grafonola, during the month
visited practically all of the firms that sell
Columbias in the State. He returned home re-
porting that the Columbia dealers in every sec-
tion note a gradual increase in their business

which they expect to be most satisfactory by
Fall and through the Winter.

The recently elected president of the Colum-
bia made a first visit to the firm during the latter
part of the month, and among other visitors
were: Frank Crumit, of the Greenwich Follies
Co., who makes records for the Columbia; J.
W. Maus, of Shamokin; Neal Connaghan, Mt.
Carmel, and R. L. Porter, the field sales man-
ager of the Columbia. Recently the firm secured
a new dealer at South Bethlehem — the Bethle-
hem Music Store, Second and Webster avenues.
Picnic of Columbia Forces June 15

The "Note-the-Notes" Girls' Club of the
Columbia is giving a benefit at the Stanton all
this week. The object is to raise sufficient
money to secure a bungalow for the Summer
for the girls to go on their vacations and to
spend the week ends. The annual picnic of the
entire Columbia force — always a most enjoy-
able event — will be he,ld on June 15, but the
place has not yet been selected. The same club
has just had an open-air meeting on the Bel-
mont Plateau.

Lorenzo Addresses Dealers

Mr. Lorenzo, the new Dealer Service man
of the Columbia, has been taking active hold
of the work here and has been infusing much
spirit into the local dealers. On the last Satur-
day of the month he arranged a sales meeting
for the Model Shop, which was addressed by

Greater Sales

Greater Prestige

The buying public more and more is demanding greater
value for each dollar it spends.

The dealer selling VICTOR products has a decided selling
advantage.

Our wholesaling facilities are unsurpassed. Weymann
Service insures the dealer best results.

VICTOR PRODUCTS

Musical
Merchandise

Q. R. S.
Player Rolls

H. A. WEYMANN & SON, Inc.

1108 CHESTNUT STREET

PHILADELPHIA

' The Best in Everything Musical Since 1864"
Write for catalogue and special stock list

Mr. Cummin, and which was very well at-
tended. He reports that the Columbia business
has been picking up in a satisfactory way. C.
A. Oschman, who has just joined the firm as city
salesman, has been with the Lauter Piano Co.
for nine years and was manager for that com-
pany in Easton, Pa.

The Columbia dealers in this district have
taken quite kindly to the company's record ex-
change for the benefit of the retailers.

Banquet of Perm Co.'s Traveling Staff

The traveling staff of the Penn Phonograph
Co., Victor distributor, together with T. W.
Barnhill, president, and H. F. Miller, secretary
and treasurer of the company, held a dinner dur-
ing the last week of May at the Hotel Hanover,
this city. The gathering was informal in every
respect and after the dinner a general discussion
took place. Ideas were interchanged freely and
the meeting proved of great value to all who
attended.

Weymann's Big Record Trade

H. W. Wej'mann, of H. A. Weymann & Son,
Inc., of this city, Victor distributors, reports
that Victor records are coming through in fair-
sized shipments and they are now able to com-
plete many of the back orders which have been
accumulating and that they are now able to
keep their stock in such a condition as to be
able to fill orders on demand. He states that
there has been a notable improvement during
the past week on orders being received for
styles 4, 6, 11 and 14 and which orders it was
possible to fill the same day. Mr. Weymann
stated, in closing: "Prospects in our territory
are most promising and I look for a substantial
business in the Fall."

Wurlitzer Co. Will Be Exclusive

The Wurlitzer Co. is now cleaned out of all
the machines and records owned by its prede-
cessor, and will shortly be an exclusive Victor
shop. It is having a number of fine booths
built for the machines and the extent of the
counter space has been doubled.

Emerson Dealers Meet -

The Emerson Philadelphia Co. held a very im-
portant and interesting meeting here during the
month, which was attended by more than fifty
Emerson dealers in this territory. The leading
speaker at the meeting was Louis D. Rosenfeld,
who was accompanied by Charles Usher. The
former is the manager of the foreign record
department and the latter one of the field repre-
sentatives.

The meeting was an all-day affair and was
very much enjoyed by those who attended. He
spoke optimistically of the future Emerson out-
look and what pleased them immensely was his
statement that the Emerson had planned an
extensive advertising campaign in this terri-
tory, which has already been begun. Mr. Rosen-
feld also showed the dealers how a record is
made, including the difficulties that are encoun-
tered. He also had several test records with
him to show the record-making process. He

June IS, 1921

THE TALKING MACHINE WORLD

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 94)

also had with him and played some new Jew-
ish records, which were greeted with great en-
thusiasm as being the best Jewish records that
have thus far been heard in this city. These
records have just been put on sale.

Callers at Sonera Headquarters

Among recent visitors to the Sonora Co.'s
offices here were Mr. Bennett, a traveling man
from the General Phonograph Corp., and F. J.
Coupe, vice-president of the Sonora Co. The
Sonora Philadelphia Co. established five new
dealers in May.

To Install Large Vocalion Sign

Blake & Burkart, at Eleventh and Walnut
streets, report that they have been doing very
well with the Vocalion and they are about to
hang a large electric Vocalion sign in front
of their store.

Penn Phonograph Co. Doing Well

The Penn Phonograph Co. reports that its
business has been most satisfactory through
the entire month of May. It is looking for a

steady improvement throughout the Summer
and an active trade in the early Fall. Many
of their dealers report that they are finding
business better than it was last year, and. the
Penn Co. also states that its business is, as a
matter of fact, a little ahead of last year.
Great Demand for Victor Dogs
The Penn Co. has been receiving very large
orders for its miniature Penn Victor dogs dur-
ing the month. In two weeks this company sold
18,500 dogs. One of the largest orders was for
3,000 dogs, which was received from the Wind-
sor-Poling Co., Charleston, W. Va. The Scran-
ton Talking Machine Co. sent in an order for
1,000 and the distribution met with so much suc-
cess that it phoned for 500 additional dogs, plain,
and 50O with the name of the firm on them.
Large orders also came in from the Nanticoke
Temple of Music and the Scranton Temple of
Music.

The Penn Co. is at present distributing to
all of its dealers a little button to be used on

the lapel of the coat, containing the Victor
trade-mark — "His Master's Voice." It has
added to its sales force a new man, D. Wilson
Mayberry, who has just finished several weeks
of training and a Red Seal course at the Vic-
tor factory. He is about to take the road.
Helped in Donovan Sale

In the recent sales drive conducted by the
Donovan Co., of Lancaster, Pa , 2,000 Penn Vic-
tor dogs were given away, resulting in increased
business for the Donovan store and the line of
instruments handled.

Planning for an Active Fall

There is a decided feeling of optimism in the
retail talking machine trade in this city and
while the next two months may show a little
slowing up, dealers are planning for an active
campaign for trade in the early Fall.

You wouldn't think of shutting off a Caruso
record till it's done: when you've got a good
thing to say see that you finish it.

PLAY BALL!

Is the cry in every city, town and village all over the land today

The baseball season affords every Victor dealer an opportunity to make an exceptional
window display and with the use of the Penn-Victor dogs representing the contending
teams attract great crowds to his window.

We Will Specially Decorate 25 Penn-Victor Dogs

of your order and cast your name in the pedestal at no extra cost, on an order of 500
Penn-Victor dogs. We also supply at cost electrotypes for circular or newspaper adver-
tising if requested, crediting same when returned.

Twelve dogs will be decorated in blue uniforms and twefve in red
(painted on) and one will be decorated to represent the Umpire.

The dealer can then arrange a baseball diamond in his window and use a goodly number
of the regularly painted dogs as spectators.

Victor]

(Half Size)

Mr. Victor dealer, don't
miss this chance to adver-
tise yourself and the Vic-
tor Talking Machines and
( Victor Records.

Whidozv Display of the Kranc-Smith Piano Co., Baltimore, Md. They gave away five thousand Penn-Victor dogs.

DISTRIBUTORS:

Albany. N. Y C.aUly Ilaire Co,. Inc.

Atlanta. Ga Klyea Talking Machine Co.

Baltimore, Md Cohen & Hughes.

E. F. Ilroop & Sons Co., Inc.

Birmingham, Ala Talking Marhlne Co.

Boston, Mass Oliver Ultaon Co.

Eastern Talking Machine Co.

The M, Stelnert & Sons Co.
Brooklyn. N. Y..Amerl<an Talking Machine Co.

O, T. Williams Co.

Buffalo. N. Y liulTalo Talking Machine Co.

Burlington. Vt American Phonograph Co.

Butte. Mont Orton Bros.

Chicago. Ill Chicago Talking Machine Co.

Cincinnati. 0 Olilo Talking Machine Co.

Cleveland. Ohio Cleveland Talking Machine Co.

The Bk'.Upso Music Co.
Denver, Colo The Knlght-Campbell Music Co

El Paso. Tex

Elmlra. N. Y

Honolulu, T. H...
Indianapolis, Ind.
Jacltsonville, Fla..
Memphis. Tenn. . . .
Kansas City. Mo..
Milwaultee. Wis...
Minneapolis, Minn.

Mobile, Ala

New Haven. Conn.

Newarl(, N. J

New Orleans, La..
New York City....

Penn Phonograph Co., Inc.,

. .W. O. Walt Co.

. Eimlra Arms Co.

. Bergstrom Music Co., I.ttl.

..Stewart Talking Machine Co.

..Florida Talking Machine Co.

..llouck Piano Co.

..J. W. Jenkins Music Co.

. . IJadger Talking Machine Co.

. .UeckwIth-O'Neill Co.

. . Wm, H. Reynalds.

..The ilorton-Callo-Creamer Co.

. .CoUlngs & Co.

..Philip Werleln. Ltd.

..Emanuel Blout

C. Bruno Jc Son.

Charles H. Dllflon Co.

Knickerbocker Talking Machine Co.

New Torit Talkinc Machine Co.

Victor Distributors
Wholesale Only

New York City Ormea. Inc.

Silas E. Pearsall Co.

Louis A. Schwarz, inc.

Omaha, Neb Mlckel Bros

Philadelphia, Pa Jl. A Weymann & Son.

i'ittsburgh. Pa W. V. Frederick Piano Co.

Portland, Me Creasey & Alien, Inc.

Richmond. Va. . . The Corley Co.
Rochester. N. Y....E. J. Chapman.

St. Louis. Mo Koerber- Brenner Co.

St. Paul, Minn... W. J Dyer & Bro.

Toledo. Ohio The Toledo Talklni Machine Co.

Washington, D. C... Cohen & Hughea

K. P. Droop Ic Sons Co

Robt. C. Rogers Co.
Dealers not served by any of these distributors will be
told direct by us or we will charge through your pre-
ferred distributor If so requested.

913 Arch Street, Philadelphia, Pa.

THE TALKING MACHINE WORLD

June 15, 1921

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95)

RAYBURN CLARK SMITH TELLS OF EUROPEAN CONDITIONS

President of Unit Construction Co. Sees Great Future for Talking Machine Trade in Great
Britain — Instalment Sales and Artistic Wareroom Equipment Favored — Conditions in France

PHn.ADELPHiA, Pa., June 6. — Raj-burn Clark during the strike of stewards in England many
Smith, president of the Unit Construction Co., influential men and members of the nobility
of this city, returned from Europe during the volunteered to take their place on the voyage,
latter part" of May, after several months spent He was among those fortunate to be served by
in England and the Continent. His return to titled stewards. Commenting on European con-
ditions after his return,
Mr. Smith in an inter-
view with The World
said in part: "In Eng-
land I found conditions
upset from the various
strikes which had been
brewing. Of course, the
general strike which
was predicted never oc-
curred, but it had its
undermining effect on
business, nevertheless.
In fact, when I arrived
in London, early in
April, it reminded me
greatly of an arm)'
camp. This was because
of preparations caused
by the expected gen-
eral strike. The coal
strike is also t)'ing up
business generally. Con-
ditions might be attrib-
uted to general indus-
trial unrest.

"The gramophone in-

Rayburn Clark Smith (third from the left), Mrs. Smith and fellow pas- dustry is less affected
sengers ready to embark on the London-Paris air trip. Pearl White, than the general run.
famous moving picture star, is seen in aviatrix costume It is temporarily off

this countr}- was made on the "Aquitania" on normal, but there is a wonderful future ahead of
the trip which received so much comment in this industry in Europe. I say this for the rea-
the newspapers. It will be remembered that son that the consumption of gramophones is

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiriiiiiiiiiiiiiiiiiiiiiiiiiii

The organization of the

Interstate Phonograph
Company, Inc.

is not only prepared to stock a retail Pathe
Merchant acceptably, but also to teach his sales
people the most approved selling practice applied
to successful phonograph and record placement.
Let us explain to you how we can increase your
business and build up a lasting good will with
Pathe Merchandise.

(Pathe Franchise available wherever not actively represented)

Name Plates for Talking ■
Machines, Pianos, etc. 1

High Class Workmanship 1
Write us for further information I

National Decalcomania Co. 1

220-230 N. 60th St. , Philadelphia, Pa. 1

probably not 25 per cent of ours. The deferred
payment plan, or, as they call it in London, the
'hire purchase' plan, is just being introduced
on the other side. Up to the present time the
buying of the gramophone constituted a cash
transaction. Many other American merchan-
dising ideas are being put into effect. Also the
use of audition rooms is being actively taken up
by English houses.

"One of the largest and most beautiful talk-
ing machine wareroom equipments, not only
in London, but in the world, will be opened up
in the London warerooms of the Gramophone
Co. during this month. It is expected this will
have a stimulating effect on the entire British
trade. During the five months I was in London
I had the pleasure of calling upon all of the
leading dealers in that great city and many of
the principal dealers in other sections of Eng-
land. As a result of the survey of this field the
Unit Construction Co. is making extensive plans
to introduce "Unico" equipment throughout
England and the Continent. An educational
campaign projected by the English dealer is
winning the English people to the musical at-
tributes of the gramophone. Jt is no longer
considered as a musical toy and the English
dealer is, therefore, securing the proper fittings
for his wareroom for the merchandising of an
instrument of art."

Mr. Smith, accompanied by Mrs. Smith, had
the interesting experience of a four-hour trip
by airplane from London to Paris. This pas-
senger-carrying service between these two great
capitals has been perfected to a great degree.
The passenger is called for at his hotel and
taken to the flying field and at the other end of
the journey is taken from the flying field to his
hotel. Mr. Smith stated that the appointments
were excellent and that a remarkable view was
obtained at all times throughout the flight.
Among the fellow passengers of the trip under-
taken by Mr. Smith was Pearl White, the fa-
mous motion picture star, to whom an airplane
is no longer a novelt}', as she has already won
her pilot's license.

In speaking of conditions in France Mr.
Srnith stated: "I found business conditions de-
pressed. There was a shortage of money and
people did not seem to have recovered as yet
from the depletion caused by the war and
seemed to be waiting for reparation money from
Germany. While in France I had the oppor-
tunity of making a short trip through the
devastated regions where the battles of the great
^^'orld War had been fought."

When in London Mr. Smith made an inspec-
tion trip to the Gramophone Co.'s plant at
Hayes. While not as large as the plant of the

ANDSELL

RECORDS

AND SELL

Mr. Dealer — We can supply
you with records by the

World's Most Famous Artists

Also

Latest Monthly Issues
at attractive prices.

Keen Talking Machine Supply Co.

49 N. 10th ST., PHILADELPHIA, PA.

Interstate Phonograph fti^^

1026 CHESTNUT ST., PHILADELPHIA.PA.
1016-1024 WABASH AVE., CHtCACO,lLL. ^

k llllllllllllllllllllllllllllllllllllllllllllllllllllilllllllllllll) A

June IS, 15»21

THE TALKING MACHINE WORLD

THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96)

Victor Talking Machine Co., at Camden, N. J.,
Mr. Smith stated that it was remarkably well
equipped and operated on a high plane of effi-
ciency. The entire product of the company,
both gramophones and records, is manufactured
in its entirety in this plant, no outside produc-
tion being used.

BELIEVERS IN WINDOW DISPLAY

Penn Phonograph Co. Arranges Historical and
Holiday Windows That Win Favorable Notice
— President Bamhill's Prize Possessions

Philadelphia, Pa., June 2. — The exceptional
growth of the talking machine industry in the
last twenty-five years was cleverly depicted in a
recent window display by the Penn Phonograph
Co., Victor wholesaler, at its headquarters in this
city.

On the left side of the window was placed a
v/ooden table covered with an old-fashioned, red-
and-white table cloth, and upon which was a
Victor talking machine which was popular in the
days of 1898, which the scene portrayed. It
was a machine type A7171 and consisted of an
iron-encased motor, screwed down to a motor
board, a brass horn, small turntable and wind-
ing crank that revolved when the motor un-
wound. A homy effect was obtained through

the introduction of a pair of old-fashioned spec-
tacles and a much-used corn-cob pipe, which
lay on the table with the talking machine.

On the right side of the window and in direct
contrast was the modern Victrola in a rich set-
ting. This display drew much attention and
numbers of people were in front of the window
from morn till night each day.

The Penn Phonograph Co. is a believer in the
value of window displays and practices what it
preaches with its own windows. An excep-
tionally attractive, patriotic display for Memorial
Bay was achieved through the use of Miss Lib-
erty, of the group of operatic figures produced
by the Penn Phonograph Co., together with
artistic drapings of the fiag and a wreath of
poppies.

In addition to the old type of talking ma-
chine which was used in the window display
T. W. Barnhill, president of the company, has
lately secured two early numbers of Victor rec-
ords. Both are single-face — one is a seven-inch
record and the other an eight-inch, and the label
bears the imprint, "Victor record, manufactured
by Eldridge R. Johnson." The seven-inch rec-
ord is entitled "Whistling Mike" and the eight-
inch, "Yankee Doodle," recdrded by Harlan and
Stanley. These two discs are hung over Mr.
Barnhill's desk and attract much attention from
the visiting Victor dealers.

"BLACK DIAMOND"

GRAPHITE

Spring Lubricant

The Lubricant

Supreme

Guaranteed not
to dry up or
become sticky
or rancid ; re-
tains its
smooth. silky
touch indefi-
nitely. P r e -
pared In just
in collapsible tulies;

the rifrht consistpncy

1, 5, 10, 25, 50 lb. cans.

Manufactured only by

HARTZELL CRUCIBLE CO.

North Side, Pittsburgh, Pa.
Manufacturers' Representatives
LOUIS A. SCHWARZ, INC.
1265 Broadway, New \ork City
21 East Van Buren St., Chicago, lU.
525 Forsyth BIdg., Atlanta, Ga.
FOR SALE BY ALL LEADING JOiiBERS

ENERGY AND ENTHUSIASM FACTORS IN SELLING RECORDS

A Dealer Described Interestingly How He Moved Old Records and Back Numbers, at the Same
Time Building Up New Trade — Proves That Advertising Pays Big When It Is Continuous

"Some time ago we found ourselves over-
stocked with some old records and back num-
bers. We thought they were very good music
and songs and could not understand why peo-
ple were not buying them. But the buying was
not very lively at that time nor were the people
buying any new records," writes a subscriber of
The World, located in a Kansas town. "At
last we decided something must be done, so we
started the ball rolling and the records selling
by a little energy and enthusiasm on our part.

"We had quite a lot of back or old records.
Such a one was, 'Who Played Poker With Poca-
hontas?' sung by Al Jolson. We arranged an
advertisement of this record in the paper. Ran
it two weeks. The space we used was double
column by four inches deep. We advertised
other records in this advertisement, but used the
above record as a main feature of the ad. .

"We ran a slide at the picture show in the
form of a teaser campaign. The first night we
used the wording of the title only. Nothing
else. The second night we printed on the slide,
'Al Jolson wants to know "Who Played Poker
With Pocahontas?"' The third night the word-
ing, 'Would You Like to Know,' etc., and we
kept this up for two weeks. We painted the
sidewalks around town with slogans about this
record. Made window trims, sent out postcards

about it, and every piece of literature that left
cur store carried something about the songs.
The postcards were sent out twice a week for
two weeks. People couldn't help but notice it.

We did not make anything on this one song,
but the profits we received from the sales of
other records more than made up for our trouble
and expenditure. Besides, we became acquainted
with many new customers and record buyers.
Advertising pays and pays big, but you have to
keep plugging at it continually. Sudden splurges
never helped much and never vvill. It takes the
steady grinding on the softest tone to wear it
away. Why not use the same principle in adver-
tising? It will work all right."

The' Editor of The Talking Machine World
commends this achievement and passes it along
for the consideration of those who are "on the
fence" regarding the importance of going after
trade — and getting it.

HELPS FOR THE REPAIR MAN

New Devices Designed to Simplify the Handling
of Talking Machine Main Springs

Everybody's Talking Machine Co., of Phila-
delphia, Pa,, well-known manufacturer and dis-
tributor of talking machine accessories, main

ucts, which are called "The Repair Man's
Friend," are shown herewith.

Tool No. 1 is particularly adapted for the re-
moval of kinks in the center of springs regard-
less of the shape of the twist. It is also adapted
to enlarging or reducing the center hole of the
spring. The product illustrated in figure 2 is a
spring vise which lends itself to the insertion of
any size spring in a simple and time-saving
manner.

No. 1 No. 2

Two Convenient Tools for the Repair Man

springs, motors, etc., is offering two new repair
tools, made to simplify the handling of talking
machine main springs. Illustrations of these prod-

BARNES=SHUCK MUSIC STORE OPENS

An artistic music house has lately been
opened in Glendale, Cal, at 211 North Boulevard
avenue, by Barnes & Shuck, the former widely
known for his compositions of popular music
and the latter with considerable reputation in
California as a salesman of musical instruments.
The concern handles pianos, talking machines,
sheet music and player rolls. Commodious,
sound-proof demonstration booths are a part
of the talking machine division of this very at-
tractive store.

Size: 121^ x llj^ x 6

"Take Your Music With You"

"CIROLA," the only PORTABLE Phonograph without sound
chamber ; has twin spring motor ; highly nickeled metal parts ; is
finished like a Piano; built like a Battleship; folds like a suitcase;
weighs 16 lbs.; plays all records better because the good fresh air is
its sound amplifier. Write for our proposition quickly. Enterprising
dealers everywhere are rapidly stocking these Spring and Summer
Whirlwinds. Covers may be had if desired.

CIROLA DISTRIBUTING CO., Inc.

Distributors of the
CIROLA PHONOGRAPH

PROMPT
DELIVERIES

204 Colonial Trust Bldg.
Phone Spruce 6337
PHILADELPHIA, PA.
U. S. A.

THE TALKING MACHINE WORLD

June IS, 1921

HALL

NEEDLES II

^ — ^ — ^ESfeD
\J.S, PATENT U

Trade Mark Regiatered

Warning:

The reputation which has been built by

the HALL FIBRE NEEDLE and the

universal use into which it has come have
been due to the special process of manu-
facture developed by this concern.

The HALL MFG. CO. intends to
protect that reputation and assures its dealers
that it will prosecute, under Letters Patent
870723, any firm which illegally attempts
to duplicate the HALL FIBRE

NEEDLE.

HALL MANUFACTURING CO.

(Successors to B & H Mfg. Co.)

33-35 W. Kinzie St., Chicago, 111.

June 15, 1921

THE TALKING MACHINE WORLD

■n«gg%JALKINgHACHINI

[Editor s Note: — This is the eighth of a new series of
articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to
the consideration of all who are devoting attention to the
featuring and developing of the musical possibilities of
the talking machine.]

A TIMELY STORY AND A MORAL

A few weeks ago the following letter was re-
ceived by the editor of this publication. Pressure
on our space has prevented its earlier reproduc-
tion, but the matter to which it refers is just as
much a matter of importance to-day as any-
thing can be.

For a good long time past we have been point-
ing out in these columns that salesmanship
means knowledge. If salesmen do not know
anything about the goods they have to sell it
will be the customer who buys, not the sales-
man who sells. And the customer will buy,
therefore, ignorantly instead of the salesman sell-
ing intelligently. Neither party gains, but both
lose by such a transaction, which is, however,
typical of the talking machine business, of the
player-piano business and of certain other
branches of the music industries.

Here is the story which furnishes my text:

"I wonder if you are interested in the ex-
periences of one who sought education via the
musical route? A short time ago an item in
the Chicago Tribune stated that all country
schools were to be equipped with talking ma-
chines. The instruments were to be used in
teaching geography and history, as well as
music. Being interested in history, I started out
to find records that would illustrate the sub-
ject. My search led me to three Loop dealers
in Chicago, three dealers in outlying sections
of the city and two dealers in a small city.

"The information I gained was enlightening,
to say the least. One salesman assured me that
all songs used in the Revolution were lost long
ago. From none could I gain information that
was at all usable.

"Now, I know from the advertisements and
pamphlets put out by talking machine producers
that there are some such records. There might
be more, and from the point of view of the his-
torian they might be more illustrative than most
of the so-called 'educational' records are. But
the salesmen seem ignorant of the fact that there
are such things produced. Some of their sug-
gestions were amusing, to say the least.

"Are you interested in the subject? Or are
you interested in what manufacturers might do
on such a subject? Yours truly,

"Jessie J. Kile, Chicago."
Decidedly, we are interested, and interested be-
cause manufacturers who make educational rec-
ords have gone into this important branch of the

business very deeply and have spent a great deal
of time and money on its development. It is not
fair that such expenditures should be wasted.

But there is another and a more important
side to the matter than even this.

A Specialty Business

The talking machine business is distinctly a
specialty business. That is to say, it is con-
cerned with making and selling goods which do
not immediately appeal to the consumer by rea-
son of any practical purpose which they ob-
viously subserve. This has nothing to do with
their value, it merely has to do with the speed
or readiness of the customer's recognition. The
customer buys groceries because the need for
groceries is an elemientary need and one which
is so common to the human being that no spe-
cial effort is required to think it. But the cus-
tomer does not buy a talking machine, at least
in most cases, or a bundle of records because of
any fierce primal elementary need for the same.
On the contrary, that need, genuine and right as
it is, has been stimulated by advertising and
must now be brought to a head by careful sales-
manship. Nothing else will give the customer
the right mental slant.

So when a man goes into the talking ma-
chine business his first need is to find out how
to sell. And when his business begins to grow
the next need is to get hold of some salesmen
and saleswomen who also know how to sell.
Now, knowing how to- sell talking machines and
records is, in reality, knowing how to sell music.
And that brings us around again to the general
subject of our series: the exploitation of the
musical possibilities of the talking machine.
Why the Ignorance?

When our correspondent went in search of
records of music, of oratory, of narrative, of
historical subjects, when she went looking for
Revolutionary songs, folk-tales of the Colonial
time, and what not, she could not find a sales-
man or saleswoman who knew that such mate-
rial is to be found in large quantities in the Vic-
tor educational catalog, and in other catalogs
issued by Victor, Columbia, Edison and other
companies. Why did not these salesmen know
this? Some of them certainly represented Victor
records and machines (to take the first example
that comes to mind). Why did they not know
the contents of their catalogs?

Mainly because it never seems to have oc-
curred to talking machine men in general that
selling records is selling a highly specialized
product, which cannot be intelligently sold until
it has been intelligently studied. Does anybody
suppose that an automobile salesman does not
know the points of his machines? Of course,
he does. He knows them all. In just the same
way the record salesman or saleswoman ought

to know the selling points of his or her goods.

The trouble extends far beyond the specific
subject of complaint. Wherever one goes it is
as plain as can be to every observer that the
customer has to do his or her own buying in
most cases. The salesman is content to find
out what the customer wants, if the cus-
tomer knows, and to get the corresponding
records out of the shelves. But that is not
salesmanship. Salesmanship comes in when a
salesman or saleswoman can find out, from the
customer's obscure and confused talk, what is
really wanted, and can then guide that taste
along natural lines into a desire for more and
better of the same stuff. That is salesmanship.
The other is mere order-taking and not very
good order-taking, either.

Merchandising and Music

It would be putting the matter quite cor-
rectly and not at all too strongly to say that the
biggest need in the merchandising of the talk-
ing machine, and especially of the talking ma-
chine record, is better understanding of music,
better acquaintance with the catalogs and greater
syrnpathy with the general idea for which the
talking machine business stands and of which it
is the em'bodiment. This idea is the idea of
giving to every owner of a talking machine, by
the sale of that machine to said owner, a key
whereby he or she can open the door into thf
land of music. Music is contained in the records
and the gift of that key is an invitation to the
possessor thereof to enter into the delightful
land and pick from the inviting branches which
spread out their arms everywhere the desired
buds and blossoms of music. But how can the
unaccustomed thought know how to choose? In
truth it cannot and does not.

The people do not know what they ought to
buy and in consequence they buy in small quan-
tities and with poorer discrimination than they
ought to employ. This is not their fault. Nor
is it the fault of the salesman in the first in-
stance that a man or woman is ignorant how
to choose music aright. But it is decidedly the
fault of the salesman if the customer remains
ignorant.

Knowledge to H.and

Miss Kile's letter points to ignorance and
indifference on the part of those who sell. But
no such ignorance or indifference need cofitinue
to exist. It is only necessary' to study the cata-
logs. The salesman who cares for the job will
also be a salesman who cares for music, who will
put in otherwise idle time playing over and be-
coming familiar with all sorts of selections, who
will read the biographies of musicians and the
stories of operas, who will learn to distinguish
between a symphony and a sonata, between an
(C ontiiutcd on page 101)

The Perils of Pauline Had Nothing on the Fellow in

"OH, THEY'RE SUCH

NICE PEOPLE"

The Biggest Comedy Song of the Season. You Can't Go to Vaudeville
Without Hearing it. Orchestras Play it in One-Step and Fox-Trot Form

BROADWAY MUSIC CORP., 145 West 45fh SIrccI, New York

100

THE TALKING MACHINE WORLD

June 15, 1921

Sell Records Under Your Own Label

Advertise your own concern, not some other concern.
Having your own record strengthens prestige and
makes money for you in many ways.

You deal with a manufacturer instead of a middle-man and can
buy records carrying your own name and trade-mark for less
than you have been paying for some other concern'' s records.

We offer you the facilities of a large estab-
lished concern which records and manu-
factures records complete m its own plant
— being one of the few concerns in the
country that does so. This concern has,
for over two years, been manufacturing
records under its own label as well as under
the labels of other concerns and indi\ iduals,
including phonograph manufacturers, retail
stores, musical institutions, fraternities and
others.

Allow us to submit samples and quote you a price in quantities,
large or small. A large catalog to select from, including all the
latest popular hits as well as standard selections. All records in
the standard 10-inch size, double disc, lateral cut.

Record Sales Agency

25 West 42nd Street New York City

June 15, 1921

THE TALKING MACHINE WORLD

101

A TIMELY STORY AND A MORAL

(Continued front page 99)

aria and a cantata. That is the sort of knowl-
edge which the customer has not and the sales-
man ought to have. How otherwise can musi-
cal possibilities of the talking machine be fea-
tured?

In fact, of course, they cannot be featured by
ignorant and indififerent salesmanship. Knowl-
edge is the need. But knowledge cannot be
justly rejected on the ground that it is hard to
acquire. On the contrary, it is easy to acquire.
The record shelves of a retail store provide an
education in music. The salesman has that edu-
cation at his hand.

PHILLIPS & CREW IN NEW HOME RECEIVER FOR CREMONA PHONO. CO.

MAGNA VOX POPULAR IN SUMMER

J. O. Morris Co. Reports Increased Activities
Among Dealers — Used for Many Outdoor
Purposes — Co-operating With the Dealers

The J. O. Morris Co., New York, distributor
of the Magnavox, sound amplifying device,
which has attained phenomenal success through-
out the country, reports increasing activities
among talking machine dealers in New York
and New England territory. The Magnavox is
being used to advantage in the ballrooms of
many hotels and also as a medium of enter-
tainment at bathing pavilions and other Summer
resorts. It is admirably adapted for dancing
purposes, as it increases the tone volume tre-
mendously.

The J. O. Morris Co. is co-operating with
Magnavox dealers in every possible way, and
the results of this co-operation are reflected in
the increased sales throughout the metropolitan
district.

EMERSON CITY SALES DEPARTMENT

Distribution of Emerson Products in This Ter-
ritory Will Be Handled Direct by Compsmy —
Irving Wendling Joins Sales Staff

H. T. Leeming, general manager of the Em-
erson Phonograph Co., announced this week
that the distribution of Emerson product in
metropolitan territory would hereafter be han-
dled by the company's city sales department,
under the direction of Harry G. Neu. The
Emerson Record Sales Co., formerly distribu-
tor of Emerson phonographs and records in
this territory, is now being liquidated, and all
of this company's previous activities will be
in the hands of the city sales department of
the Emerson Phonograph Co.

Irving A. E. Wendling, formerly connected
with the Griffith Piano Co., Newark, N. J., has
been appointed a member of the sales force of
the city sales department of the Emerson Pho-
nograph Co.

NEW OKEH RECORD ARTIST

The General Phonograph Corp., New York,
announced recently that Miss Daisy Martin,
well known in musical circles in Richmond, Va.,
and other parts of the South, had signed an
Okeh record contract and would record for
this library. Miss Martin visited the recording
lal)oratories a few days ago and made several
records which will be released in the near fu-
ture. There is no doubt but that her records
will meet with a ready sale through the South
and other points, as they are typical of modern
jazz music and the standard melodies of the
sunny South which are so greatly in favor
throughout the world these days.

REMINGTON STO^E FOR LANCASTER

Lancaster, Pa., June 1. — A new Remington
agency has been opened here by C. H. Horn and
Harvey E. Butzer. Mr. Horn was formerly
manager of the talking machine department of
Leinbach & Co. and has been in the business
for the past ten years.

New Store in Atlanta Is Commodious, Mod-
ernly Equipped and Favorably Located

Action Taken to Protect Investors — Assets
Given as $170,856 and Liabilities as $165,000

Atlanta, Ga., June 1. — Phillips & Crew, one of
the oldest and best-known music establishments
in the South, are now occupying their new home
at Peachtree and Ellis streets, in the heart of the
hotel and theatrical districts. The new store
will have one of the finest and most modern
showrooms and demonstration parlors in the
South. Provisions have been made for a recital
hall on the second floor which will accommodate
between 20O and 300 people comfortably.

The company handles the Steinway, Knabe,
Fischer and other well-known lines of pianos.
It has the exclusive Aeolian agency in Atlanta
for the Pianola and the Duo-Art reproducing
piano. It is also distributor of the Victor Co.

The music department, which has facilities to
carry more than 100,000 sheets of music, will
be operated by the G. Schirmer music stores of
New York.

Portland, Ore., June 6. — The Cremona Phono-
graph Co. has gone into receivership and Fletcher
Linn, who is both a stockholder and creditor,
has been appointed temporary receiver by Prcr
siding Judge Kavanaugh, of the Circuit Court.
The company was sued by E. N. Wheeler for
$507 for work done by him and his attorneys
told the court that the company was on the
verge of insolvency and that some step had to
be taken to protect the investors. The assets
of the company were given as $170,856 and it
was said that only $25 of this amount was in
cash, while the liabilities were placed at about
$165,000. The attorneys of both the plaintiff
and defendant concurred in the appointment of
Mr. Linn as receiver.

There can be no economy where there is no
efliciency.

KIMBALL
PHONOGRAPHS

Faithful reproduction is precisely the result
achieved in the Kimball Phonograph and a
demonstration will quickly establish our claim.

The visible beauty^ the thorough work-
manship throughout^ exclusive features^ and

a comprehensive hne of dis-
tinctive designs m upright
cabinets and console types are
factors that produce ready
sales.

The Kimball prestige and
their co-operative financing
plan for the dealer make this
line a safe and profitable mer-
chandising proposition.

Write for Agency Terms

Style J
Mahogany
Walnut

W. W. K I M B A L L CO.

KHtabllNlied 18S7

Kimball Bldg., 306 S. Walmsh Ave.
CHICAGO

102

THE TALKING MACHINE WORLD

June 15, 1921

The attractive Unico Department of the S. Kohn & Sons Co.,
Cleveland, Ohio

7 here is a Reason for Jjnico Quality

It begins with the selection of proper raw material
and is carried thru every phase of Unico endeavor

Construction Counts

Each unit is built with exacting care
to assure its enduring quality.

An idea of Unico construction of qual-
ity and permanence may be obtained
from the cross section illustrated.

Cabinet Work— Not Mill Work
NOTE !

-Core built up of chestnut

Ten separate pieces to prevent
warping and assure durability.

Birch Surface

To secure excellence of finish ob-
tainable only with hardwood.

— Moulding built on

A permanent part of the unit — •
not just applied.

Each unit built on this system of en-
during quality — explains the merit of the
Unico system of flexibility.

Cross section of Unico
Cornice

Make a Comparison

The necessity for store improve-
ment every few years to meet busi-
ness expansion is well recognized.
With the Unico System a change in
arrangement can be effected with lit-
tle loss of time and minimum labor
cost.

Therefore, Unico Equipment, as-
sembled from patented, cabinet con-
structed units, is an economical in-
vestment!

Built-in equipment is an expensive
investment. Changes are difficult and
result in loss of time and money.

Do not stop with superficial appear-
ance— insist that the quality be enduring ;
not just temporary.

The Unico System is Sales Insurance
— a guaranty that your equipment will
always be most efficient and possess at-
tractive sales qualities regardless of
changing conditions.

Unico Service is at your command! Investigate the true economy of the Unico System!

Unico Construction is Patented.

Unico Designs are Patented.

UNIT CONSTRUCTION COMPANY

NEW YORK
299 Madison Ave.
Corner 41st St.

Rayburn Clark Smith, President

58th Street and Grays Avenue

PHILADELPHIA

CHICAGO
30 N. Michigan
Boulevard

June 15, 1921

THE TALKING MACHINE WORLD

103

OPENS NEW VICTOR DEPARTMENT

New York Band & Instrument Co. Opens Hand-
some Victor Warerooms — H. Wilson Is Mcin-
ager of Artistically Arranged Department

R. Q. BRICE CHOSEN PRESIDENT

'THE STUFF THAT COUNTS"

The New York Band & Instrument Co., Ill
East Fourteenth street. New York, formally
opened its new Victor department on Saturday,
May 21, and to properly celebrate the event
two orchestras were secured to give concerts
throughout the day. The opening was attended
by music lovers from all parts of the city and

Partial View of Very Complete Equipment

floral tributes were received from many Victor
wholesalers in Greater New York.

This company heretofore handled a complete
line of band instruments exclusively, and, realiz-
ing the tremendous sales possibilities for the
Victor product, started negotiations some time
ago to secure a Victor franchise. Its efforts
were rewarded a few months ago and its new
Victor department is one of the most attractive
retail showrooms in the city.

Twelve Unico booths were installed by the
Unit Construction Co. on one side of the store
and on the facing side there is an artistic show-
room for the display of Victrolas. "One-min-
ute-service" record racks and counters near the
entrance provide for maximum efficiency.

i "The test of a man is the fight he makes, i

i The grit that he daily shows; 1

^ The way he stands on his feet and takes M

H Fate's numerous bumps and blows. E

E A coward can smile when there's naught to fear, —

E When nothing his progress bars, E

E But it takes a man to stand up and cheer E

E While some other fellow stars. -

1 It isn't the victory, after all, §

§ But the fight that' a brother makes; M

E The man whom driven against the wall, E

E Still stands up erect and takes 1

1 The blows of fate with his head held high, E

t Bleeding, and bruised, and pale, 1

z Is the man who'll win in the by and by, |

E FOr he isn't afraid to fail. E

I It's the bumps you get, and the jolts you get, |

i And the shocks that your courage stanas, 1

I The hours, of sorrow and va'n regret, j

i The prize that escapes your hands, 1

i That test your mettle ana prove your worth; i

i It isn't the blows you deal, g

E But the blows you take on the good old earth E

1 That shows if your stuff is real." 1

.ffiiiiiiiiiiiiiii{iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiii:i^^

H. Wilson has been appointed manager of the
department and his sales staff will include
George Brennan, Mary Bryant and Dorothy
Smith. They have all had extensive experience
in the Victor field and are well equipped to give
the store patrons efficient service and co-
operation.

Of the Southern Victor Dealers' Association at
Convention Held in New Orleans

The Southern Victor Dealers' Association, at
its well-attended convention in New Orleans,
La., May 18 and 19, and reported on pages 41
to 44, elected R. G. Brice, of Parker & Co.,
Charlotte, N. C, as president. Other officers
selected were: J. V. Dugan, of the Dugan Piano
Co., New Orleans, vice-president; R. P. Mc-
David, of Clark & Jones Piano Co., Birming-
ham, Ala., secretary; W. G. Cummings, Hunts-
ville, Ala., treasurer; R. G. Burton, of the
Cable-Shelby-Burton Piano Co., chairman of
the resolutions committee.

MUSIC FIRM MOVES TO DORCHESTER

Waltham Music Store to Open New Head-
quarters in Massachusetts

The Waltham Music Store, Waltham, Mass.,
whose recent closing-out sale has been under the
direction of Hugh H. MacDonald, will open a
similar shop in Dorchester, Mass., because of the
inability to find a suitable location in the former
city. A Columbia line of machines and records
will be a feature of the new store. R. F. Carl-
niark, manager of the Waltham store, will be put
in charge of the new enterprise in Dorchester,
when the site of the latter has been chosen.

A MAN OF ORIGINAL IDEAS

JOINS PEARSALL SALES STAFF

Mr. Marsh, of the Davis County Drug Co.,
Kaysville, Utah, who has recently taken on the
Brunswick line, is a man of original ideas. He
has just completed an attractive booth for the
display of the Brunswick phonograph, which
he has placed in the front of the store, thus
attracting attention to his house and his prod-
uct. He leports large Brunswick phonograph
and record sales.

Herman Steinibruck has been appointed a mem-
ber of the sales staff of the Silas E. Pearsall Co.,
New York, Victor wholesaler. Mr. Steinbruck
has had general experience in the Victor retail
field, and is, therefore, equipped to co-operate
to advantage with Pearsall clientele.

Salesmanship used to be regarded as the art
of talking. The ablest salesmen to-day listen
quite as much as they talk.

QCp NEW CARDINAL RECORDS fi^f

Ut/V NOW READY FOR DELIVERY UOX/

NEW CARDINAL JEWISH RECORDS

ALL HITS

The
Phonograph
With The
Tongue

1112

1113

A Gale Bazetzen — Orch. Accomp.,

Gus Goldstein & Co.

Der Mesader Kedushin — Orch. Ac-
comp Gus Goldstein & Co.

Got Sheink Jeden Kind Zein Mame —

Orch. Ago Jos. Feldman, Tenor

Feter Men Ken Eich — Orch. Accomp.,
Jos. Feldman, Tenor

1114

(-Kinder Shreibt a Brivele — Orch.
Accomp. . . . Morris Goldstein, Tenor

Die Lendlords — Orch. Accomp.,
i_ Morris Goldstein, Tenor

,A Mames Shlof Liedele — Orch. Ac-
■ comp. .. Rachel Rosenfeld, Soprano

1115<Die Liebe (By Jos. Rumshinsky) —
I Orch. Accomp.,

[ Rachel Rosenfeld, Soprano

The
Record
That
Talks

Jobbers and Dealers — Write for Information

CARDINAL PHONOGRAPH CO.

106 EAST 19th ST., NEW YORK CITY

FACTORIES — NEWARK, OHIO — ZANESVILLE, OHIO — PT. PLEASANT, N. J.

104

THE TALKING MACHINE WORLD

June 15, 1921

pmsn iBunBMiMfnsiiraMcasti
'l

1 5

agazme Has Real Value!

Numerous metliods are m vogue wkerety tke Victor dealer
IS steadily increasing kis sales of Victrolas, Victor Records and
Needles. Many of tkem possess real merit tut ttere is notking tkat
quite equals tke live, accurate and up-to-tke-mmute mailing list.

Keeping your name; your store; your efficient service ever-
lastingly f resk m tlie minds of tlie people in your community is tke
one big idea of tke resourceful and seasoned dealer. He kas learned
tkat by steady, forceful and dignified repetition tke results sougkt
will sooner or later be brougkt kome.

And equally important to tlie reliatle mailing list is tlie style and kind of
literature distributed — for good, clean, interesting copy will cause tLe same mail-
ing list to multiply ty leaps and bounds. IdeaUy suited for tbis purpose is tke

—} It IS a small pocket size, snappy little publication gotten up for tbe exclu-
sive use of Victor Dealers for general distribution to tbe public. It is just suck
a magazine tbat will bring tbe dealer substantially more trade, cause tbe mailing
list to become a most valuable asset and bring tbat wbicb every bonest mercbant
seeks — prestige.

Tbe "NEW RECORDS MAG-

AZINE — a montbly publication printed
m two colors on fine coated stock — lists
tbe new Victor Records of tbe current
mo ntb and IS crammed full of real buman
interest relating to music, musical subjects
Victrolas and Victor Records, tbat every
music lover will be deligbted to know.

Your wbolesaler can give you de-
tailed information regarding tbe -NEW

RECORDS MAGAZINE". Dont fail

to write bim today.

C. BRUNO ^ SON, Inc.
351-353 Fourtk i^venue

New York

Victor Distributors to the Dealer Only

MiNnNtmunraif

•y-tr. I

June 15, 1921

THE TALKING MACHINE WORLD

105

IHE RESURRECTONE

— lateral

Patented
Jan. 21, 1919

Patents Pending June 22, 1915

FREE OF BLAST
CLEAR AND SMOOTH SOUND

Order a sample now. Subject to return if not satisfactory.
"Tuned ITr I.ilic a Piano" Write for Quantity Prices

HOFFAY PHONOGRAPH CO. 59 Fourth Ave., New York City
Malters of the "Air-tiglit" Tone Arm and Hoffay Plionograpli

INVENTS COLORED TALKING MOVIES

German Scientist Perfects Device to Produce
Talking Moving Pictures in Colors

An article in a recent issue of the "Phono-
graphische Zeitschrift," of Berlin, describes an
invention by Dr. Ing. Max H. Handsdorff, a
German scientist, of motion pictures that not
only talk but which are presented on the screen
in their natural colors as well.

A description of the invention follows: "The
proof or record is taken with an ordinary cin-
ema photo machine on mechanism, the film
being about 1 cm. broader than the ordinary
film. The front of the recording machine is
fitted with delicate microphones which are able
to register the lightest and finest sounds at a
distance of over 300 yards. In these micro-
phones (better known as the Detectophone)
the sound waves are transformed into electric
energetic vibrations, and these serve in turn to
the magnetic electrical employment of a .con-
trivance for a constant source of light (low
volt electric lamps). The whole of the appara-
tus is installed in a cinema studio, and the sound
vibrations are registered simultaneously with
the taking of the film. The recording machine
is fitted with a clockwork movement in order to
gain a correct registration of sound. The re-
production follows analogous to the recording
on a projection mechanism, the only difference
being that a constant light is used (generally
electric lamps), which constantly illuminates the
film. Only such light vibrations as are neces-
sary to get the correct sound and light move-
ments for the filta pass through cells similar to
those employed in wireless telegraphy, which is
proportionate to the illumination caused by the
electric current. Here again the light vibrations
are transformed into electric vibrations. The
electric energy led through cells is used in com-
bination with loud-sounding telephone appara-
tus so-called (vocaphone), which is capable of
producing an exceedingly loud, clear, and nat-
ural tone. All these arrangements have already
been in use some time, the machine for record-
ing and reproduction being in no way compli-
cated. Further, apparatus, films, working ex-
penses, etc., are not very much more expensive
than the old system."

COLUMBIA CHANGES IN BOSTON

Boston, Mass., June 6. — Fred E. Mann, man-
ager of the Boston headquarters of the Colum-
bia Graphophoiie Co., announced the first of
the month the appointment to the direct selling
organization of John J. Moore, Jr., who has been
supervisor of the Dealers' Service department
at the Boston branch. Mr. Moore takes charge
of the southern Massachusetts territory, suc-
ceeding H. E. Gill, who has resigned. Paul H,
Hanrahan, formerly Mr, Moore's assistant in the
service department, succeeds to the position of
supervisor. Mr, Moore enjoyed a wide acquaint-
ance throughout the New England trade, and
in that capacity has to his cretlit a record of
which he can well feel proud.

HENIGAN, HESS & CO., Inc.

16(1 Poarl Street, New York City, N. Y.
EXPORT REPRESENTATIVES
for

HOFFAY PHONOGRAPH CO.

Makers of the "Resui rcctmu'" rennxluccr. "Air-
Tight" Tone- Arm and HolTay Phonograplis.

CENSUS FIGURES TELL GROWTH OF "TALKER" INDUSTRY

Figures Covering Five Years Show That Manufacturers Jumped From 18 in 1914 to 166 in 1919 —
Value of Products Increased Nearly 500 Per Cent During Same Period — Some Interesting Data

Washington, D. C, June 8.— A preliminary
statement of the 1920 census of manufactures
with reference to the manufacture of phono-
graphs, graphophones and talking machines has
just been issued by the Bureau of the Census,
Department of Commerce. It consists "of a
detailed statement of the quantities and values
of the various products manufactured during
the year 1919.

The figures indicate most graphically the
great growth of the industry during the five-year
period from 1914 to 1919, the value of the prod-
ucts increasing nearly 500 per cent during that
time. Particularly interesting is the fact that
the number of manufacturers jumped from eigh-
teen in 1914 to 166 in 1919.

The figures are based on the returns from
166 establishments with products for the year

valued at $158,548,000. At the census of 1914
there were eighteen establishments with prod-
ucts valued at $27,116,000.

In 1919 thirty-six establishments were located
in Illinois, thirty-two in New York, twenty in
Ohio, fifteen in New Jersey, thirteen in Indi-
ana, ten in Michigan, nine in Wisconsin, eight
in Pennsylvania, four in Minnesota, three in
Connecticut, two each in California, Iowa, Mas-
sachusetts, Missouri, North Carolina and Ore-
gon and one each in Montana, Rhode Island,
Tennessee and Virginia.

The statistics for 1919 and 1914 are summa-
rized in the following statement. These figures
are preliminary and subject to such change and
correction as may be necessary from a further
and more exhaustive examination of the original
reports:

Summary of Statistics for the Manufacture of Phonographs, Graphophones and Talking Machines,

1919 and 1914

1919

Number of establishments...'. 166

Value of products $158,54«,O00

Phonographs, graphophones and talking machines:

Number 2,226,000

Value $91,569,000

Records, disc and cylinder:

Number 106,997,000

Value $44,690,000

Disc records:

Number 101,085,000

Value i $42,931,000

Cylinder records:

Number 5,912,000

Value $1,759,000

Parts and supplies, not included in the finished instruments, value... $$15,778,000

All other products, value §$6,511,000

t -Includes blanks to the value of $185,186.

t Includes needles.

§ Includes custom work.

1914

$27,116,000

514,000
$15,291,000

t27,221,00O
$11,111,000

23,314,000
$10,377,000

3,907,000
$734,000
$$357,000
§$357,000

G. I. STANTON PASSES AWAY

G. I, Stanton, formerly Dealer Service man-
ager of the Okeh record division of the General
Phonograph Corp. and for many years con-
nected with the Columbia Graphophone Co., died
at his home in Chicago recently, after several
months' illness. Mr. Stanton was well known and
esteemed in the Western trade.

A. D. IMFELD MANAGES NEW STORE

A. D. Imfeld, of the Imfeld Music Store Co.,
Hamilton, O., will personally take charge of the
new Imfeld store at Oxford, O. George Schus-
ter will act as assistant manager. The store,
which features the sale of Victrolas and Victor
records, was opened only recently and is build-
ing up a nice business.

Large Southern Distributors of

Records

You May Depend Upon the Name

EVERHART & BROWN

Ours Is the Service
That Never Stops

1705 East Broad St. Richmond^ Va.

106

THE TALKING MACHINE WORLD

June 15, 1921

CONCENTRATE

for

PROFIT

The progressive dealer
realizes the value of

riJ\R^ords

merso

of the VERY LATEST Songs and Dances

CONCENTRATION

He has this opportunity
with the Emerson Com-
plete Line

Write the dbtributor on Ibt
below who is nezu-est you for
details.

EMERSON
EMERSON

EMERSON

PHONOGRAPHS

GOLD SEAL

RECORDS

PICTURE

RECORDS

NEEDLES

Emerson Wholesale Distributors

Alexemder Drug Co.

Oklahoma City, Okla.

Carpenter Paper Co.

Omaha, Nebr.

Cleu-k MusicaJ Sales Co.

Baltimore, Md.
322 N. Howard St.
Pittsburgh, Pa.
123 Water St.

Emerson Products, Inc.

Syracuse, N. Y.

Emerson Philadelphia Co.

Philadelphia, Pa.

Emerson Phonograph Co.

Chicago, 111.

Emerson Ohio Co.

Columbus, O.

Hessig-Ellis Drug Co.

Memphis, Term.

Collins Tedking Machine Co.

418 N. Capitol Ave.
Indianapolis, Ind.

Lansing Sfdes Co.

Elliot and Warrenton Sts.,
Boston, Mass.

Marshall WeUs Co.
Duluth, Minn.

Murmaim Phonograph Co.

St. Louis, Mo.

Northwest Phonograph Jobbers
Inc.

Spokane, Wash.

Rountree Corporation

Richmond, Va.

Oil up the National's* old gears,
And tighten up the springs.

Friend Dealer's in a happy mood
Most pleasantly he sings —

"I've just received these records new
Step in — and hear them played.

Here's songs and dances, ballads, too.
To please both man and maid."

(*cash register)

Content and satisfaction paint his face

For sure he knows as thro the door they throng
That jolly well before they leave his place,

Each visitor some Emersons will take along.

NEW DANCE HITS

rTWO LITTLE GIRLS IN BLUE. Medley Fox-trot,
10387J Joseph Knecht's Waldorf-Astoria Dance Orch.
I, Sunshine. One-step Plantation Dance Orchestra

fPAPER DOLL. Fox-trot.
10388 1 Joseph Knecht's Waldorf-Astoria
^.Jealous of You. Waltz Joseph Samuels

TWO LITTLE LOVE BIRDS. Fox-trot. .Great Lake's Orch.
Sultan. One-step Joseph Samuels' Music Masters

f YANKEE. Fox-trot Green Brothers' Novelty Band

(Jabberwocky. Fox-trot Plantation Dance Orchestra

'IN A BOAT, For Two. Fox-trot. . Sherbo's Little Club Orch.
I'll Keep On Loving You. Fox-trot. . Sherbo's Little Club Orch.

(WHAT COULD BE SWEETER? Fox-trot.
[My Dream Rose. Fox-trot Erdody's. Famous Orchestra

Dance Orch.
Music Masters

10389

10390

10379-

10372

rCHERIE. Fox-trot.
10383<^ Nestle In Your Daddy's Arms.

Fox-trot.

Lanin's Roseland Orch.

^mersori

Records and
Phonom-dphs

POPULAR SONG HITS

'AIN'T WE GOT FUN? Comedy Song Fred Hillebrand

In A Baby's Hands. Tenor Solo Charles Harrison

[CAROLINA LULLABY.

Fare Thee Well Love New Stellar Male Quartet

f PEGGY O'NEIL. Tenor Solo.
10374-^ RQSg Qf Athlone. Tenor Solo Hugh Donovan

Blues Character'Songs by'Lillyn Brown & Her Ja^z-Bo Syocopators

10386-

10391

Southern Drug Co.

Houston, Tex.

Co.

10384

(BAD LAND BLUES.
iThe J azz-Me Blues.

ir.7^<=JTF THAT'S WHAT YOU WANT HERE IT IS.
10366|Ever Lovin' Blues.

ew Records by Noble Sissle and His Sizzling Syncopators

1038S|3

'BALTIMORE BUZZ.
In Honeysuckle Time.

fMY MAMMY'S TEARS.
10367| Royal Garden Blues.

STANDARD SELECTIONS

(Vocal and Instrumental)

(LET THE LOWER LIGHTS BE BURNING. Criterion
10392i In the Sweet Bye and Bye Male Quartet

I SERENADE (Schubert).
10393 Uiinuet in G (Paderewski).

Violin Solos Milan

A^iolin Solo Milan

Lusk
Lusk

(MEDLEY OF IRISH JIGS.
10394|Medley of Irish Reels ; Tom Ennis

Violin Solos — Marie Dawson Morell

(VIENNESE POPULAR SONG (Kreisler)).

10378| Souvenir (Drdla)

(LITTLE SONG (d'Ambrosio).
3|Valse-Bluette (Drigo).

10380i

Emerson Records in German, Polish, Italian, and Hebrew- Jewish
are a big asset to the dealer catering to these nationalities.

Southern Sonora

Atleinta, Ga.

George W. Stolte Co.

Dallas, Tex.

Strevell-Paterson Hardware Co

Salt Lake City, Utah

Tri-State Sales Co.

Kansas City, Mo.

Play EMERSON RECORDS on

'Emerson ^honofmph

WITH THE EMERSON MUSIC MASTER HORN Q jf
EMERSON PHONOGRAPH COMPANY, Inc.

New York
206 Fifth Avenue

Chicago
315 So. Wabash Avenue

June 15, 1921

THE TALKING MACHINE WORLD

107

INCREASED OPTIMISM KEYNOTE OF TRADE IN ST. LOUIS

Dealers and Public Buying Cautiously, but Volume of Business Is Growing — Association Co-oper-
ation— Roberts' New Post — Greater Attention to Window Display — New Dealers — Other News

St. Louis, Mc, June 9. — Business in St. Louis
and the St. Louis trade territory is somewhat
hesitant and irregular, but is characterized by
increasing optimism. Dealers are still buying
cautiously and in proportion to their visible
needs, but the feeling is gradually becoming
firmer. Although it cannot be said that the
volume of business is appreciably greater than
a month ago, it can be said that there is a better
feeling throughout the trade. There is a clearly
discernible tendency toward sound business
growth which last month was only beginning to
take form. The seasonal demand for the smaller
machines, suitable for outing parties and the
like, is about as good as usual, and there is a
lively call for records of the sort that appeal
to parties of that sort. Some distributors and
dealers say that oii volume of business they are
ahead of the same month last year, but this con-
dition is not general. It is within bounds, how-
ever, to say that the outlook is better than it was
either a year ago or a month ago. Business
throughout the St. Louis trade territory has been
affected by unusually unfavorable weather con-
ditions which persisted throughout the Spring
until very recently.

Means of Avoiding Friction

Future meetings of the Music Merchants' As-
sociation of St. Louis will not be notable for the
airing of the little feuds which sometimes arise
among talking machine dealers. Meetings in
the past have been considerably enlivened in
that manner, especially the one before the last.
At that meeting the talking machine members
occupied practically all of the time settling their
little difference and the piano members felt like
stepchildren. So at the last meeting a resolu-
tion was adopted that hereafter all grievances
must be mailed to the president of the Associa-
tion, who will call a meeting of the Board of
Directors and act on them and report back to
the general meeting. It is expected that the
elimination of disputes at the general meetings
will have a tendency to increase the attendance
and make the meetings more pleasant and more
profitable.

Two Artistic Window Displays

Two clever windows arranged by Harry Kiesel-
horst for this month attracted much attention.
One is a tie-up with the usual ad appearing at
the first of the month in the supplement cover
and newspapers, featuring a group of the new
month's records for a specific sum, this time
$8.45. The window contained a package of rec-
ords wrapped, properly addressed and labeled
and stamped, ready for shipment. Another pack-
age of the same kind was opened and the records
of the group displayed. A window card advised
the purchase of this group of carefully selected
records for $8.45.

The other window was put in during the local
appearance of "Irene." The Penn figure of Miss
Liberty was dressed in a charming pan velvet
gown of Alice blue trimmed in silver lace. A
card "In My Alice Blue Gown" accompanied
the figure and the window was completed by a
display of the various records from "Irene" and
an announcement of the place and time of the
opera.

Paul G. Roberts With Koerber-Brenner

The Koerber-Brenner Co. is congratulating

itself and its trade on securing the services of
Paul G. Roberts, late of the W. J. Walz Co.,
Victor jobbers of El Paso, Texas, and previously
of the traveling department of the Victor Talk-
ing Machine Co. Mr. Roberts joined the Koer-
ber-Brenner sales department on May 6.

Lehman Featured Lambert Murphy
Under the auspices of the Schubert Club, ot
East St. Louis, Lambert Murphy, as guest artist,
gave a very pleasing program on May 10. The
East St. Louis Victor dealer, Fred Lehman, was
as usual on the job. Attractive posters announc-
ing the concert were prepared and placed by
Mr. Lehman not only in East St. Louis but in
the windows of the Victor dealers in neighbor-
ing towns. Publicity of all kinds was handled
by him, although he had almost no Murphy rec-
ords in stock.

Joins the Bauer Forces
Wm. Bauer, Jr., has joined the sales force of
Victor salespeople in his father's store in St.
Louis. Mr. Bauer recently took the salesman-
ship course offered by Koerber-Brenner Co.
Keeps Records of Visitors
Miss Anna Clayton, of the T. E. Clark Music
Co., Cape Girardeau, Mo., Victor dealers, keeps
a record of the visits of her customers and when
too long a period elapses without another visit
she writes a personal letter asking if they have
failed to receive courteous treatment, have been
dissatisfied with the stock or other reasons.
Miss Clayton reports many added sales and re-
vived interest resulting.

To Discuss Salesmanship
"Salesmanship" is the subject for the June
meeting of the Music Merchants' Association of
St. Louis, with Frank H. Preston, a salesman-
ship expert, as the speaker. Talking machine
salesmen are invited.

La Pierre Released From Bond
Arthur F. La Pierre, president of the Lyre-Ola
Mfg. Co., was released a few days ago from
his $2,500 bond, under the warrant charging him
with perjury in applying for passports. He was
alleged to have made affidavit that he was born
in this country, whereas he had previously, in
applying for naturalization, made affidavit that
he was born in Italy. Investigation, however,
showed that he had merely declared that he was
born in this country to the best of his knowl-
edge and belief. His parents had told him he
was born in Brooklyn, but he was unable to find
a record of his birth there and to remove doubt
had applied for naturalization. It appeared fur-
ther in view of advices from the Department of
Justice that he would not have committed any
offense against the Government even if he had
made false statements in his application for pass-
ports, because passports are not required and
applying for them is optional. La Pierre dis-
appeared while on bond on the perjury charge
after bankruptcy proceedings had been brought
against the Lyre-Ola Co., and relatives stated
that he had gone back to Italy.

Otto Heineman a Visitor
Otto Heineman, president of the General Pho-
nograph Corp., and W. C. Fuhri, general sales
manager, were here recently.

Artophone Corp. in New Quarters
The Artophone Corp. is now established on
the fourth and fifth floors of 1103 Olive street.

Klectro Platers and Polishers

DIE CASTING PLATING OUR SPECIALTY
Tumbling Barrel Plating — Gold, Silver, Nickel, Copper,

Brass, Bronze

Our work is guaranteed high-class Write for our prices

Office Telephone
Murray Hill 9070-9071

FACrORYi 224 CENTER ST.
Telephone Canal 9285

LUNA NICKEL PLATING GO.

347 FIFTH AVE. NEW YORK CITY

after vacating the lower floors to the Shattinger
Piano & Music Co., which took possession June
1, moving from. 910 Olive street. Sales Manager
Salmon, of the Artophone Corp., says that the
record business improved last month, partly due
to a run on the records of the new Okeh artist.
Miss Daisy Martin. The visit of Miss Aileen
Stanley, who appeared .at the Orpheum Theatre
for a week, stimulated the sales of her records.
Takes on the Brunswick Line

The Vogelsanger Music Co. has opened for
business at Cape Girardeau, Mo., with an ex-
clusive line of Brunswick machines and records.
The Vogelsanger family for many years has been
in the hardware business. The music store is a
new venture and will be conducted in addition
to the other interests. It will be in charge of
Elbert Vogelsanger, as manager, assisted by his
brother-in-law, George Marsh.

Mr. Gribble, of the Taylor Music Co., which
has stores at Columbia, Moberly and Mexico,
Mo., was a recent visitor at the store of the
Brunswick-Balke-Collender Co.

{Continued on page 109)

AT LAST !

One Phonograph
Needle for all Tones

'loud^Mediwn 'and 'Soft' Jkedles Unnecessary

donofom

The Needle VWth A Flexible Point

Has Solved The Problem

The point bein§ flacible and softer than
the records, will neither lear nor batter them.- ■

IT'S THE GREATEST INVENTION
OF THE PHONOGRAPH A.GE

Each, chnofone, Plays 20 to 50 Records
AKj record Phonograph , ia

ORIGINAL TONE and vjOLUME

Dhe best iieedle Value ever offered '

4LlOM2for25f

No dealer's stock is complete
without this needle that satisfies
music lovers.

It improves new records and
makes old records almost like new.

Wholesale Distributors in
all important commercial
centers.

Write for samples, prices and
full particulars about free adver-
tising helps and the Wonderful
Tonofone Window Display.

R. C. WADE CO.

no South WabasK Avcnu

CHICAGO

Iti'ventors and Sole Makers

108

THE TALKING MACHINE WORLD

June 15, 1921

Edison Message No, 94

An increase in the Excise
Tax on phonographs would
make it necessary to advance
Edison Phonograph prices.

THOMAS A. EDISON, Inc.

ORANGE, N. J.

June 15, 1921

THE TALKING MACHINE WORLD

109

INCREASED OPTIMISM IN ST. LOUIS

(Continued from page 107)

J. M. Dick, formerly Southern representative
of the Columbia Graphophone Co., is now trav-
eling in southern Illinois and western Kentucky
for the Brunswick Co.

Budget of Columbia Happenings

A. W. Roos has resigned as assistant manager
of the Columbia branch in this city and, with
his family, has moved to New York City, where
he is now connected with the General Phono-
graph Co. He had been with the St. Louis
branch nearly three years, and his connection
with the Columbia Co. dates back some twenty-
odd years.

J. Bryant has been appointed assistant man-
ager to succeed Mr. Roos. He comes from the
New York executive office and brings some real
New York enthusiasm and energy to give him
a running start on his new responsibilities.

H. L. Pratt, of the branch service division of
the New York executive office, spent the last
ten days of May in St. Louis, looking over avail-
able sites for the location of the proposed new
Columbia branch here. Larger quarters are
urgently needed to take care of the expansion of
Columbia business in this territory. One by one
all the Columbia branches in the big centers
have been modernized and placed in new build-
ings of adequate facilities, and St. Louis is one
of the last to be thus taken care of. St. Louis
expects to have the best branch when it finds
the right location.

E. M. Morgan, branch manager, returned a
few days ago from a trip to Memphis, Little
Rock and other points in the Southern territory.
He reports business conditions reviving there
rather more slowly than in some other sections.

M. C. Finch, exclusive Columbia dealer in
Doniphan, Mo., was in St. Louis, accompanied
by his wife. He reported some very good Grafo-
nola sales and bright prospects that would do
credit to a much more populous community.

The monthly sales conference, which is a regu-
lar Columbia institution in each of the company's
distributing branches, was held on May 21. New
plans were laid before the assembled sales force
that will keep Columbia business lively through
the Summer season.

New Victor Dealer

Among the enthusiastic new Victor dealers
announced by Koenber-Brenner Co. is that of
Ellis Bros., of Ellsberry, Mo. Mr. Ellis and
Miss Myrtle Mays will handle the work of the
department, which opened May 6.

13,000 Pupils in Music Memory Contest

Thirteen thousand pupils in the upper grades
of the St. Louis public schools recently partici-
pated in the preliminary music memory contest.
Forty per cent of them received a grade of 90
or better. These pupils, 5,475 in number, will
take part in the sectional test, and the winners
will meet in the final test late in May. In ac-
cord with the rule of the Board of Education
no prizes can be given, all being done "for the
iionor of the school."

Miss Elizabeth Weemer, of the O. D. Mc-
I<aughlin Co., Victor dealers in Paducah, Ky.,
reports the schools of Paducah 100 per cent Vic-
tor. Every school is now equipped with Vic-
trolas and a music appreciation course has been
in operation this year and will be incorporated
in the course of study for 1921-1922.

Silverstone's "Daring Offer"

Mark Silverstone, president of the Silverstonc
Music Co., is out with one of his periodical chal-
lenges to competitors. Mr. Silverstone now pro-
poses to send Edisons to the stores of competi-
tors for the purpose of having comparisons made
by the competitors in their own salesrooms. He
calls it "A Daring Offer."

Hear Eight Famous Victor Artists

Haussler Bros., exclusive Victor dealers of
Centralia, 111., succeeded in obtaining the Eight
Famous Victor Artists for a concert. The seat
sale was conducted in the Victor department
and advertised for a certain hour. Within two
hours the entire house was sold out. The stage
was crowded with seats and many were turned
away. A big sale of records of these artists

resulted. A record ' customer was heard to re-
mark: "Many times I have been disappointed
in the concert of artists whose records I have
admired. In this concert I expected to enjoy
it and surely enjoyed it more than I expected."
Refurbish Department

Haussler Bros.' Victor department has been
recently redecorated and carpeted throughout
and is very handsome in its cool gray and blue.
Miss Orpha Hopkins, in charge of the depart-
ment, is justly proud of the splendid business
that has developed in Centralia.

Trade-mark Beautifully Displayed

Some very handsome settings have been ar-
ranged for the new oil painting of the Victor
trade-mark. At the Kieselhorst Piano Co., this
city, it has been placed at the extreme end of the
passageway between the booths, the lines of the
booths, that of the center runner converging
at this point. The concealed spotlight is trained
on the picture in a way to make it the most
conspicuous thing in the store on enterinpf.

JOINS RODEHEAVER FORCES

The Rodeheaver Record Co., 219 East Thirty-
ninth street. New York, announced recently
that T. P. Ratcliff, formerly associated with the
Vocalion record division of the Aeolian Co.,
New York, and also with the Victor Talking
Machine Co.'s educational department, had
joined the company's staff in an executive
capacity. Mr. Ratcliff is well known in the
talking machine field and his thorough krfowl-
edge of the educational possibilities of the rec-
ord field will undoubtedly aid him materially in
attaining success in his new and important field
of operations.

L. A. Schwarz, H. F. Thornell and I. W.
Becker have incorporated under the laws of the
State of New York, with a capital of $10,000.
The firm, which will handle talking machines
and player-pianos, will operate under the name
of Louis A, Schwarz.

Now is the time to sell the Magnavox

THE MAGNAVOX is used more than ever during the
Summer and Vacation season. Wherever people are
gathered together out-of-doors the Magnavox can be used
to advantage. It amplifies both the human voice and
mechanical reproductions. Ex-President Wilson spoke to
30,000 with a Magnavox.

With a Magnavox attached to a phonograph you can hold
a dance or give a concert. Sell the Magnavox to clubs,
chatauquas, churches, amusement parks and wherever
crowds assemble.

It is also a means of direct advertising. Advertise a product
in this novel way — especially your own machines and
records.

Write for Bulletin 21, which tells of its many uses and
ways to make money.

The Equipment Consists of:

Tclcmegafone — A device to reproduce and
amplify sound.

Horn — Spun copper, 22 inches in diameter,
black baked enamel finish.

Tclcmegafone Cord—~A four conductor cord
aeroplane type, 11 feet long.

Control Bo.x — Mahogany with polished Bake-
lite cover.

Universal Super-sensitive Transmitter Tone
Arm — It can be attached to any
phonograph—adapted to all makes
of records.

Hand Transmitter — High potccr, iveight 1 J4
pounds, and is used for amplify-
ing the voice or musical instru-
ments, sucK as piano, violin, etc.

J. O. Morris Co., Inc.

1270 Broadway New York

Eastern Distributors

Magnavox

110

THE TALKING MACHINE WORLD

June 15, 1921

Lubricate sales as well as Grafonolas with Grafonola
Oil, available to Columbia Dealers only. This is
profitable "Service" and "Advertising" merchandise.
Have you a sufficient supply?

Columbia Graphoplione Co.

NEW YORK P

NOTED TECHNICAL MEN PRODUCING CRITONA RECORDS

Officials of Criterion Records, Inc., Well Pleased With the Reception Accorded This Product and
Inquiries Have Been Received From Widely Separated Sections of the Country

Criterion Records, Inc., New York, which in-
troduced Critona records to the trade last
month, is delighted with the enthusiastic recep-
tion accorded its product. Geo. W. Beadle, pres-
ident of the company, states that inquiries for

the direction of some of the best-known mem-
bers of the technical division of the recording
field. Alexander N. Pierman is responsible for
the recording of the Critona records, and un-
der his able direction production is progressing

Wm. F. Nehr

representation have been received from all parts
of the country and from many points in Canada.
Merchandising and distributing plans are now
being perfected and details will be shortly an-
nounced bj' the company's executives.

Critona records are being produced under

Alexander N. Pierman George W. Slight

satisfactorily and rapidly. Mr. Pierman has
been . associated with the record field for over
twenty years, spending the greater par.t of his
time in research and experimental activities.

Geo. W. Slight, one of the best-known re-
cording operators^in the country, is working in

OUR LOSS— YOUR GAIN

We must make room for our new models,
and to clear some of our stock have de-
cided to reduce prices.

Sample $15.00 each

In quantities of 3 14.50 each

In quantities of 6 14.25 each

In quantities of 9 14.00 each

In quantities of 12 13.75 eacli

In quantities of .25 13.50 each

In quantities of 50 13.25 each

FULTON (Model 35) I" quantities of 100 13.00 each

Mahogany, 16x16x10 in., double Send in your order today, as this offer is
spring motor, universal tone arm. i r t j t i i

Back casting and metal horn. good for June and July only.

STEEL NEEDLES (IN PACKAGES OR IN TIN BOXES)

Made by America's best manufacturers at 35c. per 1,000. Supplies and'
accessories at very remarkable prices. Distributors of the Arto Phonograph
Records and Arto Music Rolls. Write for details today.

(Cash with order, or a deposit and balance C. O. D.)

FULTON TALKING MACHINE CO.

253-255 Third Avenue, New York Cit> Between 20th and 2l8t Sts.

conjunction with Mr. Pierman and rendering him
invaluable assistance. Wm. F. Nehr, who spent
a number of years in the recording field, is in
charge of the mechanical end of the recording
and his thorough knowledge of this important
phase of the business is reflected in the many
letters that have been received by Criterion
Records, Inc., regarding the smooth surface of
the product.

INSTALLING NEW MACHINERY

Lewis C. Frank Corp. Making Plans for Active
Fall Trade — Increasing Scope of Service to
Dealers — Increasing Factory Capacity

Detroit. Mich., June 7. — The Lewis C. Frank
Corp., of this city, manufacturer of record en-
velopes, is increasing the capacity of its factory
in anticipation of an active Fall trade. At the
present time there is being installed in a new
building in Greensburg, Ind., an automatic ma-
chine that is capable of increasing the output
materially. In the past the company has con-
centrated its activities on furnishing record en-
velopes to Victor dealers exclusively, but, begin-
ning in September, it is planning to offer a
similar service to talking machine dealers in
general.

During the tremendous shortage of paper the
Lewis C. Frank Corp. had many opportunities
to take advantage of this shortage and change
its price list accordingly, but in order to co-
operate with Victor dealers the company main-
tained a standard list of prices and fulfilled all
its contracts without revision. Mr. Frank has
made a special study of the requirements of the
dealers, in so far as envelopes are concerned,
and through his progressiveness many dealers
have been able to use these envelopes to ad-
vantage in stimulating business.

NEW STORE IN HUNTINGTON, W. VA.

R. W. Tyler Music House Opens Handsome
Quarters in That City

HuxTixGTOx, W. V.A., June 6. — The formal
opening of the new R. W. Tyler Music House,
at Fourth avenue and Eighth street, this city,
was held recently. The new company has most
elaborate quarters and the many visitors took
occasion to inspect them on the opening day and
were entertained with an excellent musical pro-
gram. R. W. Tyler is president of the com-
pan)', Ada Kettlwell, treasurer, and B. F. Becker,
vice-president. The company, which maintains
a branch at Clarksburg, handles the Kurtzmann,
Emerson, Milton, Lindeman and Schomacker
pianos, player-pianos and a full line of talking
machines and records.

The Webber Music Co. is the latest establish-
ment devoted to the sale of music to open in Red
\\'ing, Minn. Talking machines, pianos and
musical merchandise will be handled. The busi-
ness is controlled by Randall Webber, a promi-
nent musician.

JUNE 15, 1921

THE TALKING MACHINE WORLD

111

TRADE NEWS IN BROOK-
LYN AND LONG ISLAND

Dealers in This Territory Going After Business
in a Lively Way — Demonstrate Their Pro-
gressiveness by Improved Equipment, In-
creased Publicity and the Will to Win Out

The outstanding feature of the retail trade in
Brooklyn territory the past month has been the
active demand for portable machines and small
table models. Many of the dealers are basing
their Summer campaigns on the idea of selling
a portable phonograph with a fair amount of
records, und this sales plan is meeting with ex-
cellent results. The record business is keeping
up very satisfactorily, and the jobbers are co-
operatinig with the retailers in every possible
way to insure larger business.

Dealers Use Sales Ideas

The American Talking Machine Co., Victor
distributor, is- enthusiastic regarding the suc-
cess attained by its many dealers in securing
Summer business. New and progressive selling
ideas are being sent out by this company to
dealers each month, and R. H. Morris, general
manager, states that these suggestions are being
used to advantage hy the dealers generally.
Parness T. M. Co. Buys Victor Store

H. Thiele, Flatbush avenue, Victor dealer, re-
cently sold his Victor establishment to the Par-
ness Talking Machine Co., of 358 Livingston
street, and Mr. Parness has sold the fixtures
and lease of Mr. Thieles store to R. W. Olsen
& Co., who will conduct a retail talking ma-
chine store at this point. Mr. Parness, however,
is moving his Victor stock from Flatbush ave-
nue and will locate in the vicinity of Borough
Park, where Mr. Parness feels that a Victor
dealer can develop an excellent business with
the large residential population in and around
that section.

Increases Store Equipment

Theodore Jospe, Victor dealer at Glen Cove,
L. I., has recently added to his equipment two
booths to take care of his increasing record
business. There has been a demand for the
small size Victrolas for use in Summer camps
and outdoors, and Mr. Jospe expects that this
Summer will prove a prosperous one for Victor
dealers, who will make an effort to sell these
small-size Victrolas.

Victor Trade Is Optimistic

G. T. Williams, head of G. T. Williams Co.,

Cultivation

THE Victor Talking Machine Co. has
planted in your territory fertile seed, some
of it in virgin soil — all of it in crop-bearing land
that wfill produce sales.

The Victor dealer must cultivate this rich
sales producing field at all times, but during
the Summer season he should place extra en-
ergy in his vsrork by canvassing and using all
available efforts to get the full season's harvest.

This sales producing territory will give a
larger yield where the Red Seal record and
the Tungstone Stylus, exclusive Victor ad-
juncts, are used with the Victrola to encourage
growth.

^17 DUFFIELD 5T. ^ BROOKLYN,KY

Inc., 217 Duffield street, Victor distributors. In
speaking of the general retail sales situation
said: "While a demand for records seemingly
predominates at the present time the dealers
in our territory are not overlooking the sale of
talking machines. They apparently realize that
there is business to be secured and it is only
a matter of devising specific ways of closing
the sales. Many of them have found canvassing
most advantageous. At any time 'pep' can be
made a factor and the dealers are not over-
looking this."

Grafonola Sales Activity
The Grafonola department of Cowperthwait
Co., at Flatbush avenue and Fulton street, is
very well satisfied with the sales of Grafonolas
and records in the past few weeks. E. Wooley,
manager of this department, states that although
business has been more or less in a slump he
has been able, through strenuous outside work,
to keep his sales up to a fair average. Mr.

"Victor^
BROOKLYN

Go Get It

If you wait for sales to
come to you without effort,
you are not getting all you
should out of your invest-
ment.

Get the Prospects and
Follow Them Up

Good advertising will
create the prospects.

Good salesmanship will
make buyers out of pros-
pects.

You Can Do It.

Wooley was formerly connected with the Cow-
perthwait store in New York City and later
was proprietor of the Phonograph Repair Serv-
ice Co., at 203 East Fifty-second street, New
York. Mr. Wooley has as his assistant Miss
S. J. McCormick, an experienced talking ma-
ch ine saleslady, who has made many friends
for the Cowperthwait Co.

Betrothal of Popular Saleslady
The many friends of Miss Bertha Hermelin
are offering her congratulations on her recent
announcement of her engagement to Dr. Henry
Levy, well-known Brooklyn physician. Miss
Hermelin has been connected with her father's
Grafonola shop at 1441 Broadway for some
time, and has made many friends by her cour-
teous and efficient service to Grafonola pa-
trons.

Rountree Buys Victor Store

Wm. M. Rountree has recently purchased the
store, fixtures and stock of John C. Wetjen,
Inc., Victor retailer, located at 11309 Jamaica
avenue, Richmond Hill. Mr. Rountree plans to
make extensive alterations, especially in the
show windows, and to give to the music lovers
of Richmond Hill enhanced service.

Robbins Sells Establishment

Geo. W. Robbins, Victor dealer at Amity-
ville, L. I., has sold the entire stock and equip-
ment of his Victor store to Chas. .A.. Thiele,
who will continue the business at the same
address.

Sells Remington to Army Officers

John Strieff, exclusive Remington dealer at
73 Flatbush avenue, has sold two Remington
phonographs to the army officers at Fort Til-
den, N. Y. Mr. Strieff states that the purchas-
ing committee investigated and heard many
other makes of machines and decided in favor
of the Remington phonograph, which, in their
op-nion, was the most satisfactory in tone as
well as in cabinet construction. Mr. Strieff ex-
pects many more sales from this same source,
as several army officers are considering the pur-
chase of Remingtons for tlieir homes.

SONORA DEALER LEASES STORE

Newbukgii, N. Y., June 7.— Burgher & Morse
Sonora dealers, now located at 70 Broadway,
are planning to move very shortly to new
(|uarters at 82 Broadway. The store will be
ro-decora*ed and new booths will be installed,
in order to give the firm's clientele efficient
service and co-operation in the purchase of
Sonora phonographs.

112

THE TALKING MACHINE WORLD

June 15, 1921

DOMINO OF (Mm

IMPORTANT iNEWS DEVELOPMENTS IN TORONTO TRADE

Dealers Secure Sun Record Agencies — New Quarters for Scs^thes Vocalion Co. — How Curran Makes
Sales — Williams Has Victrola Line — Pett, Cornell & Co.'s New Store — Other Items

Toronto, Ont., June 6. — Several Toronto talking
machine dealers have taken on the selling rights
of the new "Sun" records put out by H. S. Ber-
liner. These records are the product of the
plant of the Compo Co., of Lachine, Quebec,
which firm is the enterprise of H. S. Berliner,
who, together with the members of his staff,
is skilled in the manufacture of record ma-
terials as well as in the pressing of records.
"Sun" records are being marketed by the newly
organized The Sun Record Co., of which T.
Nash is manager.

I. Montagnes, of the Toronto firm, distributing
Sonora products in Canada, was in New York
recenthr, and while there had several conferences
with George E. Brightson, head of the Sonora
Corp.

Lome Lee has joined the selling staff of the
Scythes Vocalion Co., Ltd., in this city, which
has the exclusive distributing rights of the Vo-
calion phonograph and Vocalion records. Mr.
Lee's territory will be in the Province of On-
tario.

Edwin A. Stevenson, president of the Regal
Phonograph Co., Ltd., has just returned from a
honeymoon trip to New York and other Ameri-
can points.

Friends of C. J. Pott, Canadian manager of
the General Phonograph Corp., think the world
must be coming to an end. Their reason for
so thinking is that this gentleman has actually
taken a respite from business worries and has
gone off on a vacation at Atlantic City. Mr.
Pott reports an excellent time.

The Scythes Vocalion Co., Ltd., which has
been occupying temporary quarters, has removed
to a permanent address at 29-31 Alice street.
"Records are coming through very satisfac-
torily," remarked Mr. Scythes, "and we are in a
position to give real Vocalion service."

An attractive talking machine store has been
opened in Hamilton by Pett, Cornell & Co. It
is situated in one of the best residential districts
and equipped in a manner compatible with its
surroundings. Several up-to-date sound-proof
demonstration rooms have been installed, and
room has been left at the rear of the building
for further additions when found necessary.
Both Mr. Pett and Mr. Cornell, proprietors of
the new emporium, were formerly with the Ham-
ilton branch of Heintzman & Coi, Ltd.

The employes of the "Big Four" group of in-
dustries in Brantford, Ont., were recently enter-
tained by an Aeolian-Vocalion phonograph and
a number of the latest Vocalion records during
the noon-hour shop meeting, which they greatly
appreciated.

Earl Curran, who runs a phonograph depart-
ment in his book and music store in St. Thomas,
Ontario, focuses a good deal of his attention on
phonograph records. In pushing sales he does
not resort to stereotyped methods, but rather
invents clever devices of his own, each one bear-
ing the earmarks of originality. For instance,
when the well-known song "Feather Your Nest"
came out in record form Mr. Curran lost no
time in featuring a nest — a great big one, one
that couldn't fail to attract attention — and he
placed it right in the center of his record win-
dow with a generous display of the featured
records all round. The unique window trim pro-
ceeded to feather Mr. Curran's cash register by
bringing in customers by the score — people who
would have undoubtedly passed by the ordinary
advertising matter without noticing it. Curios-
ity is the biggest asset in the business world, but
too few business men realize it. Mr. Curran is
one who is cashing in on public curiositv. He

has a novelty to offer every month, just in talk-
ing machine records.

John A. Croden, president of the Starr Co. of
Canada, Ltd., is on a visit to Europe in connec-
tion with the Starr-Gennett catalog of Euro-
pean recordings. Mr. Croden is accompanied by
L. R. Beaudry, manager of the Montreal branch
of P. T. Legare, Ltd.

The question of how to figure labor turnover
in industry evoked much discussion when R. G.
Maddock, employment manager of the Colum-
bia Graphophone Co., Toronto, spoke on this
interesting subject before the members of the
Industrial Relations Association.

R. H. Murray, who was recently transferred
from the Halifax, N. S., branch of His Master's
Voice, Ltd., to take the managership of the
Toronto office, was more than surprised and,
needless to say, greatly delighted, to receive
by express a handsome cabinet of silver from
the members of his Halifax staff.

The Columhia Graphophone Co. will shortly
place on the market standard blue-label Colum-
bia popular records, which will retail at 69 cents.
This \vill be the first time the public has ever
had the' opportunity to buy Columbia standard
Blue records at this price.

Principal R. H. Eldon, of the High School
of Commerce, in this city, proposes to use a
phonograph in the teaching of languages in his
modern language department.

The Cecilian Co., Ltd., is supplementing its
range of Concertphone models with several de-

signs. The Louis XVI console model is the first
of the new series to make its appearance. This
will be followed by Jacobean, Louis XV, Wil-
liam and Mary and Colonial models.

R. S. \^'illiams & Sons Co., Ltd., Ottawa branch,
will now handle the Victrola, as well as the Edi-
son diamond disc. As a result of this move
there are now quite a number of music houses
in a row on Sparks street, Ottawa, all selling
the Victrola along with various other lines.

Mother's Day was made special mentiop of by
the R. S. Williams & Sons Co., Ltd., and the
Musical Merchandise Sales Co., Ltd., both of
Toronto, in their respective advertising preceding
that date. Both Edison and Brunswick phono-
graphs and records were suggested as ideal gifts
for mother.

H. S. Strahl, who has opened a new music
store in Kitchener, Ont., has taken on the Aeo-
lian-Vocalion agenc}'.

W. B. Puckett, F. A. and B. A. Trestrail, pro-
prietors of Musical Merchandise Sales Co.,
distributor, were among Canadians in attend-
ance at the recent music trades conventions held
in Chicago.

O. Wagner, who has been general supervisor
of the R. S. Williams & Sons Co., Ltd , Toronto,
has just been appointed manager of that firm's
wholesale division, including all wholesale de-
partments and branches of the organization.

"Ontario is the only province in the Dominion
of Canada and the only country within the pale
of civilization to-day which does not assist chil-
dren to continue the study of music," stated
Miss Mae Skilling, of the educational department
of the Columbia Graphophone Co., Toronto, to
the members of the Women's Canadian Club
in Ottawa recently.

MONTREAL AWAITING PROMISED "PEPPING UP" OF TRADE

Despite Lower Prices Trade Is Moving Slowly — Fairbaim Co. Opens in Montreal — Layton Bros.
Managerial Changes — E. M. Berliner a Visitor — Vocalion Line With Robitaille

]\IoNTRE.\L, Que., June 4. — Talking machine re-
tailers here are still waiting for the promised
"pepping up" of business. The general report
among them to-day is that although some of the
manufacturers have seen fit to reduce prices
there has been no commensurate increase in the
volume of sales. From the standpoint of sales
by the retail trade business shows a slight de-
cline. The demand for records and machines
is moderately quiet, even Saturday afternoon
and evening business being dull.

E. M. Berliner, recently elected to the vice-
presidency of the Berliner Gramophone Co., Ltd.,
Montreal, recently visited the distributing house
at Toronto of His Master's Voice, Ltd.

C. Robitaille, of Quebec City, has lately taken
on the Vocalion lines for the lower town of the
city of Quebec. The department is in charge
of Alfred Richard.

The appearance of the New York Philharmonic
Orchestra (exclusive Columbia recordings) in
Montreal has revived considerable interest in
this musical organization's repertoire.

Victor dealers shared heavily in the sale of
Galli-Curci's records following her appearance
in Montreal recently. J. A. Gauvin, of Gauvin
& Courchesne, Quebec, states that the popularity
of Galli-Curci as a Victor artist made it possi-
ble for him to seat 3,000 people at the Drill
Shed in that city, where this artiste recently
gave a recital.

The Fairbairn Sales Co., Toronto, has opened
a Montreal retail sales branch and is now occu-
pying the quarters of the Brunswick Shop, St.
Catherine street west, which has transferred its
stock to its East End store. G. L. Lewis is the
Eastern manager here for the Province of Que-
bec and the Maritime Provinces. This firm is
handling the Pathe Actuelle and other American
models ranging in price from $50 to $250. It
has on hand a heavy stock of machines and like-
wise Pathe Actuelle lateral-cut records as well
as sapphire records in French.

Layton Bros., Edison, Columbia and Bruns-
wick dealers, announce a number of changes in
{Continued on page 114)

Talking Machine Supplies
and Repair Parts

SPRINGS, SOUND BOX PARTS, NEEDLES

THE RENE MANUFACTURING CO.

MONTVALE, NEW JERSEY

June 15, 1921

THE TALKING MACHINE WORLD

113

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^^

"A FEW GOOD ADS WILL

Reputation

is what men and women think of us "

Gordon Records

lelily ot reproduction ajid for th*ir
ic beauty, Ow itore is ciceptionnlly
It and when you buy hrrt you tuy ot
that opprccialfj your patronage and
It by the careful, courteous wav it

» m M H ■ |fc

JOHN DOUGH ^ CO.

221 Easy Street

— bring you the business that you desire,
even during existing buying conditions.
With the public's mind set on saving, it
takes an unusually clever advertisement
to attract the eye of the casual reader of
the newspaper. But an attractive adver-
tisement needs real, sound selling argu-
ments to make this casual reader in-
terested in the merchandise you handle.
But even further than this, your adver-
tisement should make him want to buy
this merchandise at your establishment.
Don't forget that the advertisement
which appears in the paper is all that
the public sees of the money, time, and
thought used in the preparation of your
advertising campaign. It is essential,
therefore, that your copy be really
worthy of the money and time consumed
before it reaches the public's eye. Per-
haps you can spend the time and thought

necessary to prepare good advertising.
Perhaps you are a satisfactory judge of
good advertising. Perhaps you do not
throw your money away when buying
large space. Yet, why not save yourself
your time, energy and money by making
certain that the advertising is of the
proper quality and that it contains the
real element of successful advertising?
The type of retail advertising copy
which we prepare is caught by the pub-
lic's eye and is read, the same as you are
reading this advertisement. Has not this
been a good test of the type of material
which we prepare? Drop us a postal
card with your name and address and the
words "We want it" and we will forward
to you advertisements similar to the
above, for your careful scrutiny. There
is no obligation.

^Illlllllllllllll.lllllllllllllllllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllW

^iiiiiiliiilliil.niii9iiiiiiiiiiiiliiiiiiiiniiiiiiiii>iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiu^

Talking Machine World Service

373 Fourth Avenue
NEW YORK CITY

iiiiiiuniiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiip^

114

THE TALKING MACHINE WORLD

June 15, 1921

EVERYBODY

^^^^^^^^^ ir ^^^^^^^^^^^^^^^^

^You cant §oyfiron^
Wth any Feist'son^'!

An adorable Son^ about
"^^dkm. ^ charming ^Irl.

WW^ V you can HEAR IT
' and BUY IT HERE!

BUSINESS PROGRESS IN MONTREAL

{Continued from page 113)

their phonograph department as follows: Frank
H. Layton is now manager of the Columbia and
Brunswick departments, while George S. Lay-
ton assumes the responsibilities of the Edison
department.

Geo. P. Harang, Park avenue, has lately taken
on the sale of Brunswick records.

W. J. Olmstead, office manager of the Berliner
Gramophone Co., Ltd., spent a couple of days
at the offices of His Master's Voice, Ltd., To-
ronto, on his return to Montreal from a visit
to the Winnipeg and Calgary branches.

Marceau & Fils, Quebec, have in view the en-
largement very shortly of their Brunswick and
Columbia departments, which are growing at a
rapid rate.

TWO NEW CANADIAN CORPORATIONS

The Victoria Talking Machine Co., Ltd., 41-43
Flack Block, Vancouver, B. C, wholesale dealer
in talking machines, has been incorporated; capi-
tal, $50,000.

Musicmaster Phonograph, Ltd., Roger's
Building, Vancouver, B. C, has been registered,
acquiring the business carried on by H. Hamil-
ton and J. B. Maysmith, under the name Music
Master Phonograph Co.; capital, $500,000.

'The Music Without the Blur!"

This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the

MARVELOUS MAGNOLA

"Built by Tone Specialists"

"Uagnola'i Tone Deflector eliminates the scratch"

W&tcKii\J tKe Music Come Out

We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the beat buy
on the Talking Machine Market to-day.

Send lu your name and let as send you (ome real
Talker Tipa.

MAGNOLATALKING MACHINE COMPANY

OTTO 8CHULZ, Prnldent
Qtaeral OBm* ftouthern Wholetal* Branah

TM MILWAUKIC AVENUI lUO CANDLER BLDQ.

OHIOAtO ATLANTA. BA.

APPEAR ON COPYRIGHT BILL

Talking Machine Record Men Discuss Various
Phases of Bill With Legislators

Toronto Canada, June 2. — In connection with
the Copyright bill, now before the House of
Commons at Ottawa, the committee in charge
of this particular bill received a deputation re-
cently from the talking machine record indus-
try and discussed various phases of the proposed
legislation. The deputation included R. L.
Chilvers, Berliner Gramophone Co., Ltd., Mont-
real; W. D. Stevenson, the Starr Co. of Canada,
Ltd., London; A. E. Landon, Columbia Grapho-
phone Co., Toronto; E. C. Scythes, Scythes
Vocalion Co., Ltd., Toronto, and C. H. Weicker,
Erunswick-Balke-Collender Co., Toronto. The
record manufacturers left Ottawa feeling that
new copyright legislation for Canada will be en-
acted at this session of Parliament and that the
varied interests of authors, publishers, record
and player roll manufacturers have been care-
fully looked after.

On the second reading of the Canadian Copy-
right bill in the Senate this week an amend-
ment by Senators Belcourt and Proudfoot was
rejected affecting royalties on phonograph rec-
ords, the former seeking to increase royalties to
the rate paid in Great Britain and the latter
seeking to reduce the rate from 2 cents on a
record to 1 cent, and also to provide that no
royalty be paid on records for export.

EDISON TEST IN WINNIPEG

Mood Chart Change Experiment Interests Many
— The Results — Columbias for the Schools

Winnipeg, IMan., June 8. — Recently the Edison
Music Store of this city conducted an interesting
psychological study on the Thomas A. Edison
Mood Change Chart. The experiment was
conducted by P. Sidney Tutte, manager of the
Edison store, and those present were G. S.
Babson, of Babson Bros., Chicago; G. Paul, of
the R. S. Williams & Sons Co., Ltd., Winnipeg;
M. Frankland, manager of the phonograph de-
partment of the Winnipeg Piano Co.; James
Arthur, Western representative of the Edison
distributors; C. T. Dolman, noted 'cellist; C. A.
Burns, and press representatives. Mr. Edison's
experiment in this line is to obtain analysis of
mental reaction to music. The most interesting
change in moods at this particular experiment
was that of C. T. Dolman and C. A. Burns. The
former changed in a mood from serious to gay
by the playing of a band selection called "The
Spirit of Independence." He reacted to dreamy
and remained so through the session after the
playing of Spalding's "Drink to Me Only With
1 hine Eyes," while the latter experienced no
reaction while five re-creations were being
played, until a selection, "Calvary," caused a
mental reaction to optimism. The experiment
proved a great success, it being the opinion of
many that only bright and lively music could
cause optimistic and merry moods.

E. N. Moyer & Co. are the wholesale agents
w ho represent the Columbia' interests in Edmon-
ton, Alta., and district. G. Everton Smith, man-
ager of the Edmonton branch of the firm, re-
ports that his company is still keeping up an
energetic agitation in regard to the adoption of
talking machines in the schools. In this con-
nection Mr. Smith is hoping that the Columbia
Co. may see fit to send Miss Mae Skilling to the
Province of Alberta before very long. Personal
experience of her work witnessed in Winnipeg
some time ago showed that she was one in a
thousand in regard to educational demonstra-
tion. The Province of Alberta still lies a fallow
business field to clever people like Miss Skilling.

NEW MANAGERS FOR PHILPITT STORE

Earl W. Smith Named General Manager and
T. H. Bower Sales Manager in Jacksonville

Jacksonville, Fla., June 1. — S. Ernest Philpitt,
well-known music dealer who conducts estab-
lishments in Tampa and Aliami, as well as in this
city, has recently appointed two new managers
for the local store at 314 Main street. Earl
W. Smith, formerly connected! with the M.
Steinert & Sons Co., Boston, will be general
manager of the store, while Theodore H. Bower,
formerly connected with the A. J. Crafts Piano
Co., Richmond, Va., will be sales manager.
The Philpitt house handles a notable line of
instruments, including the Steinway, the Aeolian
Co.'s products, Kranich & Bach, Shoninger and
other makes of pianos, as well as the Victor line
of talking machines and records. The latter
department of the business has shown a steady
advancement.

ASSOCIATED No. 70

UNIVERSAL TONE ARM

Quality Construction
Unusually Good Tone No Blasting

For use in Phonographs retailing up to $ I 00.

Price for sample — $2.00.
Quantity price on application.

Associated Phonograph Supply Co.

Dept. 71

Cincinnati, Ohio

JUNfi IS, 1921

THE TALKING MACHINE WORLD

115

ELABORATE PLANS PREPARED FOR CONVENTION OF

NATIONAL ASS'N OF TALKING MACHINE JOBBERS

Selling Problems to Have First Consideration at Annual Meeting of Victor Wholesalers in Colo-
rado Springs July 11-13 — Interesting Program of Entertainment Arranged

A-lthough at the time of going to press all the
details of the convention plans of the National
Association of Talking Machine Jobbers have
not been completed, the general program has
been far enough advanced to indicate that the
forthcoming annual meeting of that body at the
Hotel BroadmooF, Colorado Springs, Colo., on
Monday, Tuesday and Wednesday, July 11, 12
and 13 — barely three weeks off — will be in every
respect one of the most interesting and con-
structive that it has been the privilege of the
jobbers to enjoy.

The selection of Colorado Springs as the
meeting place has met with approval, not only
for the fact that it is more or less centrally
located, but because it combines with the con-
vention business an opportunity for the ma-
jority of the jobbers to enjoy a real vacation.
The Broadmoor is ideally located, with the
snow-capped peaks of the Rockies practically
surrounding it, and it will be a rather unique
experience for many talking machine men to be
able to gaze upon the snow, and, perhaps,
actually walk in it, in the generally torrid month
of July.

Stops in Chicago and Kansas City

The Eastern jobbers, those in the New York.
Boston and Philadelphia districts, will travel
westward on special cars, over the Pennsylvania
Railroad, leaving New York on July 7, and stop-
ping first at Chicago, where the local wholesalers
have arranged an elaborate one-day program of
entertainment. There will be an automobile
trip about the city, luncheon at the Country

hours. Then the whole party will embark on
Saturday night, July 9, on the special train for
the final leg of the journey, arriving at Colorado
Springs on Sunday. It is believed that the
several breaks in the journey will prove most
welcome, and, as the conventioners will arrive
at the Broadmoor on Sunday morning, there will
be a real opportunity for rest before the formal
opening of the convention on Monday.

To Be a Real Selling Convention
Every ef?ort is being made to have the coming

sentatives may present facts calculated to
interest and instruct the jobbers.

There will be only two principal outside
speakers, and plans call for the presence of
practical business men in both cases. One of
the speakers, it is intimated, will be a high of-
ficial of the United Cigar Stores Co., who, it
is believed, will be able to offer much informa-
tion on merchandising in general. The other
speaker has not yet been decided upon, but sev-
eral men of prominence in the business world
are under consideration. Gilbert H. Montague,
counsel for the Association, will also be present
at one of the sessions and offer his usual fund
of legal and legislative information for con-
sideration of the body.

The Entertainment Plans

Realizing that the most successful convention

The Golf Club

Club, perhaps a visit to the ball game in the
afternoon, and finally a dinner at the Drake
Hotel, Chicago's newest and finest hostelry, in
the evening, after which the Chicago contingent
will board a special train on the Santa Fe with
the Easterners and embark on the second leg of
the journey to Kansas City, where the local Vic-
tor wholesalers have also arranged for the enter-
tainment of the travelers over a period of several

The Hotel Broadmoor, Convention

convention a real selling convention. In the
past it has been largely a matter of considering
the production question, but the business situa-
tion having developed to the point where the
question of selling is again of paramount im-
portance, both the jobbers and the Victor Co.
representatives will devote themselves to prac-
tical talks on the best means of selling Victor
products, plans for developing the business at
a normal rate or better, and ideas for stimulat-
ing retailers to renewed efforts along lines that
will produce the greatest results for all con-
cerned.

Features of Business Sessions

According to the schedule, Monday, Tuesday
and Wednesday mornings will be devoted en-
tirely to business sessions, with one of the ses-
sions, as is the usual custom, being given over
to the Victor Co., so that its officers and repre-

Headquarters at Colorado Springs

is one in which business is mixed with pleasure,
agreements have been made whereby the after-
noons will be devoted entirely to entertainment
features, these including visits to Pikes Peak,
the Garden of the Gods, the Cave of the Winds
and other points of interest in and about Colo-
rado Springs. Plans also call for a real West-
ern barbecue and an exhibition of Wild West
sports, participated in by cowboys, cowgirls and
sharpshooters.

On Monday evening the wholesalers will be
guests of the Victor Co. at a dinner dance, the
music being supplied by Paul Whiteman and his
famous Ambassador Orchestra, which organiza-
tion, through the courtesy of the Victor Co.,
will remain at Colorado Springs throughout the
period of the convention in order to provide
dance music whenever desired by the jobbers.
(Continued on page 117)

DO YOU CONSIDER APPEARANCE
WHEN CHOOSING A CABINET?

Appearance is the guiding star to the port of
first impression, and the cabinet is the most con-
spicuous part of a Talking Machine.

The reason that our line is now the best selling
line of Phonograph Cabinets lies in the tasteful
appearance of our product, the good quality of
material used in it, and the workmanship spent
upon these materials.

The Public is looking more and more for Phono-
graphs of quality, and you will have no difficulty
in serving the public, if you adopt our line of
cabinets.

The Celina Specialty Co.

Celina, Ohio

116 THE TALKING MACHINE WORLD June is, 192I

June 15, 1921

THE TALKING MACHINE WORLD

117

IMICO INDIA RUBY MICA DIAPHRAGMS

INTERNATIONAL MICA COMPANY ?S!^o'^?AMA"JkpA^^

WALTER S. GRAY
SAN FRANCISCO, CAL.

ARTHUR A. BRAND & CO.
CINCINNATI, OHIO

INTERNATIONAL MICA CO.
CHICAGO, ILL.

V. T. SCHULTZ
CLEVELAND. 0.

RAYSOLO SALES CO.
LANCASTER, PA.

PROVIDENCE PHONO. CO.
PROVIDENCE, R. I.

Write for "IMICO" representation in your territory — domestic or foreign. Special facilities for Export Business.

"IMICO" and "SERVICE" are SYNONYMOUS

PLANS FOR JOBBERS' CONVENTION

{ContiHued from page 115)

After the Victor entertainment on Monday even-
ing there will also be arranged other affairs,
mostly of an informal nature, on other evenings
for the convention period.

The Annual Golf Tournament

On Thursday, June 14, there will be held the
annual golf tournament of the Association, under
the auspices of Joseph C. Roush. There will be
the usual number of attractive prizes to en-
courage the trade golfers to do their best. There
are at present two cups, the Blackman cup and
the Johnson cup. The first has already been the
chief prize at two tournaments, and is to be-
come the property of the golfer who wins it for
the third time, the same conditions surrounding
the Johnson cup, which was presented for the
first time last year.

The arrangements for the convention are
under the direction of an active committee, con-
sisting of Chas. K. Bennett, as chairman; Lloyd
L. Spencer, Fred P. Oliver; P. A. Ware and
V. W. Moody, and, in. order that every detail
may be properly taken care of, Mr. Bennett has
arranged to make a special trip to Colorado
Springs.

The Broadmoor Hotel is declared to be one
of the finest in the country, and the manage-
ment has arranged to place all the hotel facil-
ities at the service of the talking machine men.
The fact that the average July temperature at
the hotel is 84 degrees, without humidity, should
serve as an added impetus to those jobbers who
desire a cool spot in which to hold their meet-
ings and to warrant the changing of the conven-
tion place from Atlantic City to an interior
point. Taken all in all, it should be a conven-
tion that will be long remembered by those
privileged to attend, for not only will the busi-
ness sessions prove of inestimable value, but
the sightseeing tours will prove a genuine educa-
tion to those who have not had the privilege of
visiting that section of the West.

Railroad representatives will be in Colorado
Springs at the close of the convention to make
reservations for jobbers who plan to return
home immediately, as well as for those who
have signified their intention of taking'advantage
of the opportunity to visit the Pacific Coast as
a sort of vacation jaunt.

NEW VAN VEEN INSTALLATIONS

Several Retail Stores Fitted Up Attractively by
That Concern Recently

Van Veen & Co., Inc., New York City, have
recently completed a number of exceptionally
attractive installations in the warcrooms of
talking machine dealers. Arthur L. Van Veen,
president of the company, states that while
dealers throughout the entire country are evi-
dencing much interest. New England and New
York State show the greatest promise of im-
provicment in the immediate future. In fact, the
promises arc materializing, as attested by the
number of new outfits which Van Veen & Co.
have installed in that territory.

In Auburn the Colonial Music Shop, Colum-
bia retailer, has just added an exceptionally at-
tractive and efficient installation of Col-Van
c(|uipnient in its warerooms. This installation
has created nuich interest in the surrounding

cities and Van Veen & Co. are receiving in-
quiries for similar quotations. Throughout New
York State other substantial installations have
been made in the warerooms of F. W. Bush,
Penn-Yann, N. Y.; Morris Greiner, Buffalo,
N. Y., and Roman Dzierzanouski, Buffalo, N. Y.

In Portchester, N. Y., Van Veen & Co. have
closed a large contract with William C. Hoehl
for Van Veen equipment in his warerooms at
43 North Main street. This equipment will
consist of five rooms with double construction,
a record department complete with racks and
counters and an attractive wainscoating decora-
tion. It is predicted that these warerooms will
be one of the most attractive in Westchester
County when completed.

In New York City the Marconi Co. has had
a complete department of Col-Van equipment
installed in its warerooms, at 126 East Fifty-
ninth street, consisting of four rooms and an
except-onally well-appointed record department.
Equipment has also been installed in the new
Columbia shop of W. & A. Benkwitt, at 150th
street and Melrose avenue.

Leon Tobias, secretary of Van Veen & Co.,
has kept closely in touch with the dealers in
this territory and has heartily co-operated with
them in the planning of their equipment. Mr.
Tobias states that he is receiving many in-
quiries regarding proposed equipment, which
would tend to indicate that the dealer is ex-
pecting and planning for big Fall business.

.iiiiiiiiiiiililiiiiiiiniiiNiiiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii,iiiii!i:iiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii;;:

I Normalcy in Trade

I Predicted Early in Fall |

j Business men in general predict normal |

I trade by this Fall, according to replies re- |

I ceived to a questionnaire sent out by the |

I research department of the National As- |

i sociation of Credit Men. The replies were |

I summarized as follows: 1

I "Buying is and must be largely hand-to- |

I - mouth all along the line, until the price i

I relationship between commodities reaches |

I nearer a normal state of relative values. |

I "Willingness to accept lower profits and |

j wages would hasten stabilization. |

I "Normal business activity cannot be ex- i

j pected until the farmer's purchasing power |

I has been revived. |

I "The farmer cannot regain his normal |

I purchasing power until this year's crop is I

1 harvested." f

UNIVERSITY RECORDS CORP. FORMED

The University Records Corp. has been incor-
porated under the Delaware laws, with a capital
of $10,000. The incorporators are E. W. Jones
and L. A. Watson of Sound Beach, Conn.; and
Roscoe Stewart, of New York.

INSTALLING NEW BOOTHS

JEWELER ENTERS THE BUSINESS

Whiting, Ind., June 5. — Mr. Baker, a jeweler of
this city, has opened a talking machine depart-
ment in his jewelry store.

He who will not answer to the rudder must
answer to the rocks.

Fairfield, Me., June 8. — Lawry Bros., Victor
dealers in this city, are planning to install attrac-
tive modern soundproof demonstrating booths
in their establishment in anticipation of an act-
ive Summer and Fall trade. This enterprising
dealer is making plans for an aggressive pub-
licity campaign which will undoubtedly produce
desirable results.

Plays all
Records

SUPERB
TYLUS
EMl-PERMANENT

TALKING MACHINE NEEDLE
SUPERB

Saves all
Records

Insist on having the best Talking Machine needle made. We
are constantly receiving many repeat orders on this needle from
Jobbers and Retailers.

PLAYS 100 to 200 SELECTIONS, without
change, and plays them as they should be played.

NO SCRATCH NO HISS

Retail, 25c for card of four.

LOUD MEDIUM SOFT

Send {or Samples and Discounts.

Mellowtone Needle Co., Inc.

ANSONIA

CONN.

June IS, 1921

THE TALKING MACHINE WORLD

119

eaier:)ervice

Model Grafonola Shop in Kansas City Branch

$250,000 More Spent

for Columbia Dealers

A quarter of a million dollars has
already been invested by - Columbia in
building and installing thirteen complete
and full-sized Model Grafonola Shops in
Columbia's branches in thirteen different
cities. Eventually every Columbia Branch
will have such a full-sized Model Grafo-
nola Shop. All Columbia Dealers are in-
vited to visit and use to their advantage
the thirteen existing Model Shops installed
entirely for their benefit.

These shops will not bring a single
dollar's return to Columbia, except as they
assist Dealers to sell more Grafonolas and
Columbia Records. They are simply idea
shops, based upon the actual experiences

of many successful Columbia Dealers in
retail selling from day to day. Each one
is managed by a Dealer Service Specialist,
trained and waiting to help Columbia
Dealers in their retail problems.

Take your problems to Columbia for
help — and if you are interested in finding
out in just what surroundings and with
what equipment Columbia Grafonolas
and Records are best and easiest sold, ask
your Columbia Branch for the booklet
describing the new "Col- Van Grafonola
Shop Equipment Service," prepared es-
pecially for Columbia Dealers by a leading
equipment manufacturer, and reserved
exclusively for Columbia Dealers' use.

COLUMBIA GRAPHOPHONE COMPANY, New York

120

THE TALKING MACHINE WORLD

June 15, 1921

Melodious, New FoxTrot Songf

IobodyS Baby

^^^J/ou can't go wrong with
■ ani/^eiH sona"

No Dull Months

A Letter from one of the
Largest Music Houses
in the Country.

Replying to your recent inquiry as to the success we
are having with the Baby Grand Design Phonograih,
wish to state that we have ordered something like
thirty-flve or forty machines in the last month and we
have been short of these machines most of the time, as
we have sold everything just about as fast as we could
get them on our floor.

I have sold talking machines of every make for the
last fourteen years and I can truthfully say that I have
never seen anything that would compare with the Baby
Grand Design Phonograph in beauty of tone, in rich
design and fine workmanship.

The thing that appeals to us most about the Baby
Grand is the class of people that are buying it, as we
have sold many of the finest homes in Denver since we
have put these machines in stock and many sales have
been for spot cash.

We wish to congratulate you upon this wonderful
instrument and wish you every success.

Sincerely yours,

BABY GRAND

OESIQN

PHONOGRAPH

PATENTED

MODEL E

Write for Catalog and Prices
EASTERN DISTRIBUTORS

KROLL & HOROWITZ
FURNITURE CO., Inc.

258 Canal Street New York

BALTIMORE DEALERS SEEKING TRADE ARE GETTING IT

Summer Conditions Prevail and Country Business Better Than City — Illustrations That Business
Can Be Had When Unusual Efforts Are Made to Capture It — The Situation Reviewed

Baltimore, Md., June 14. — Last month was a
dull one in the trade here, generally speaking,
both in the sale of machines and records, but
there has been an improvement note'd in the
sales of machines so far this month. Owing
to the general closing of business houses for
a half day, and in many instances all day, Sat-
urday, coupled with the opening of the parks,
seaside resorts and dance halls, not much im-
provement in the record business is looked for
until cool weather.

While the above holds good generally for
store and business, outside sales are good, ac-
cording to the best posted men in the trade.
In other words, they say, "the business is there
all right, but you have to go after it now." And
speaking of going after it, Leonard Trout, of
Trout Brothers' Highlandtown Music Shop,
adopted a rather novel method one night last
week. Putting a Magnavox and a number of
jazz records in a flivver he went through the
colored section of the town stopping at street
corners and putting on a jazz dance record. Be-
fore long he had a crowd of several hundred
following his flivver and using the street as a
dance hall. After playing a record he would
put it on sale and in this way not only dis-
posed of several hundred for cash, but took
orders for future delivery of several dozen more.
Altogether the plan worked so well that he and
his assistant, "Young" Hanekamp, are going to
repeat the performance weekly.

The country trade is also better than the city
trade just at present, according to reports re-
ceived here. This is due to the fact that the
farmers in this section are getting big prices for
their strawberries this year and naturally are
buying what they want. The success of Bene-
field. Motley Co., Inc., of Danville, Va., is cited
as one of the proofs of good business in small
towns. This firm, which has just erected a hand-
some exclusive talking machine shop that would
do credit to some of the larger towns, now
operates three selling trucks through the sur-
rounding country and is planning to put on
several more.

Mr. Wilkins, of the Queen Furniture Co., of
Elizabeth City, N. C, was a visitor last week
and reported business as good down his way
and prospects for better in the future. He said
his firm was going to try out the scheme of
employing high school boys and girls in a
liouse-to-house sales canvass and he expected
good results. He figured that each one would
be able to reach a number of customers with
whom his salesman would never come in con-
tact and in that way would make sales that
ordinarily v/ould not be made.

This plan may also be the means of develop-
ing some live-wire salesmen, judging from the
experience of Paul H. Merker, of this city, who
is now with the McCoy Co., of Charlotte, N. C.

Merker was a shipyard worker during the war
at one of the plants here and since he lost his
job took a position as private detective for a
local concern. Tiring of this he applied for a
job at the Columbia Grafonola branch here.
Manager Parks was impressed with the man
and with one week's traitiing sent him to the
McCoy people, who wanted an outside sales-
man. The first day he went out with one of the
firm's salesmen and sold three machines. The
second day he went by himself and sold five,
and in a letter the firm reports that he sold
sixty machines during the month of May. This
is a record of which to feel proud.

While Washington was having its "Music
Week," from May 29 to June 4, Baltimore had
its "Novelty Week," featuring Columbia novelty
records played by orchestras all over the world,
and it proved a big success. Cusdorf & Joseph,
one of the big furniture houses in the city, gave
up its largest show window to the display, which
not only attracted a great deal of attention, but
resulted in many sales.

Aaron Burdwise, proprietor of the Burdwise
Music Store, 11 North Howard street, sailed
from New York on the steamer "Celtic" on
May 30, Decoration Day, for a four months' for-
eign tour, during which he plans to visit all the
countries in Europe. During his absence Abra-
ham Quail is looking out for the business here.

H. J. Crafts, of the Crafts Phonograph Co.,
of Richmond, Va., was a visitor here the first
week of the month.

Ernest Thompson, of Warsaw, Va., paid a
flying visit to Baltimore last week and stopped
long enough to report excellent business, espe-
cially in the Magnavo3( line.

C. J. Levin, president of the Hamann-Levin
Co., 412 North Howard street, reports business
as very good and says there is an increase in
the number of sales for cash among the working
class of people.

George P. West, manager of Hecht Bros. &
Co., Baltimore and Pine streets, says business
so far this month is practically double what
it was the same month last vear.

NEW MUSIC STORE IN SOUTH TACOMA

South Tacoma, June 4. — The South Tacoma
Music Store & Sewing Machine Agency is the
name of a new concern which has opened up
for business here in the Odd Fellows Building,
on Union avenue.

The music department will be in charge of
Mrs. W. H. Warner, who previously conducted
a similar department in Centralia. Talking ma-
chines, pianos, player-pianos and sheet music
will be handled.

The opening of the store, it is said, will give
to South Tacoma one of the most modern music
stores in the city.

June 15, 1921

THE TALKING MACHINE WORLD

121

SALES OF SLOW-MOVING RECORDS QUICKENED IN BUFFALO

Successful Method Put Into Effect by Buffalo Talking Machine Co. — New Columbia Manager —
Goldstein Opens at Niagara — Outing of Talking Machine Men — New Iroquois Quarters

Buffalo, N. Y., June 9. — A unique but highly
successful method put into effect in May by the
Buffalo Talking Machine Co. has resulted in the
disposal of many unsold Victor records that
were in the racks of retailers. A sort of record
exchange has been arranged at the company's
headquarters here — the first of its kind in the
country.

This Spring it was noted that many dealers
had surplus stocks on their hands. It was be-
lieved that in many of the records of which
there was a surplus here, there was a shortage
in other portions of the country. This was
found to be the case. Hence letters were sent
to the various dealers of this section outlining
the plan to them. Under it each dealer was
allowed to return one-half of his stock of any
record in the Victor catalog with the exception
of some certain numbers, a list of which was
furnished to the company's headquarters here.

The dealers responded and a list of the rec-
ords they sent in was given publicity among a
number of Victor dealers. As a result, many
records have been disposed of.

On July 1 a check will be made on the records,
to see how many of each number have been sold
and a pro rata credit will be given to all dealers
sending in that number. Then they will be
given the choice of letting the remaining records
stay in the "exchange" or taking -them again.
All unsold records in the exchange remain the
property of the dealers.

The plan is working out most successfully.
Many dealers' wants have been filled, and many
have disposed of records of which they had an
overstock.

H. B. Haring is the new manager of the Co-
lumbia branch here. He was formerly manager
of the New Haven Columbia branch and has
been promoted to the same position at the Buf-
falo office, filling a vacancy caused by the pro-
motion of W. H. Lawton to the management of
the branch at Seattle, Wash. Mr. Haring has
left a host of good friends among the dealers
in the New Haven territory and is rapidly de-
veloping more in Buffalo.

A new talking machine and record store is to
be opened at Niagara Falls by David Goldstein.
It will be known as the Music Shoppe. It will
be located at Main street and Lincoln place.

The music group of the Buffalo Chamber of
Commerce has adjourned until Fall. Nothing
of importance took place at its final meeting
before adjournment.

The monthly sales meeting of the local Co-
lumbia branch was held May 21 at the office
here. Field Sales Manager Robert Porter and
Manager Haring of the Buffalo branch con-
ducted the meeting. Guests of honor were
Lester L. Leverich, advertising manager, and
Arthur Van Veen, president of Van Veen &
Co., of Philadelphia and New York, designers,
manufacturers and installers of the exclusively
Columbia Col-Van music shop equipment.

At noon recess luncheon was held at the
Buffalo consistory. In the evening, a dance
was held at the Columbia offices, the music for
which was furnished by such Columbia artists
as Art Hickman and Ted Lewis, a la Grafo-
nola L-2.

The Talking Machine Dealers' Association
may hold an outing. Plans will be announced
at the next meeting. The Association is to hold
its last meeting before Fall this month.

The Irocjuois Sales Corp. has tnoved from its
former quarters at 20 North Division street to
fine new offices in the King and Eiselc Building,
on the jiorthwest corner of West Huron and
Franklin streets. The change was made to
secure larger quarters. The corporation deals
in Granby phonographs and Okeh records, and
its business is growing rapidly. Lionel M. Cole,
sales manager of the Concern, who has been in
the hospital for a gallstone operation, is ex-
pected back on the job soon.

Out-of-town Columbia dealers who visited
the local branch last month were: Ralph Liske
of Niagara Falls, Mr. Provenzo of Rochester,
Robert Mann of Warsaw, Mr. Arnson of Niag-
ara Falls, G. S-. Webber of Lyndonville, J. W.
Besch of Towanda, J. A. Goldstein of Niagara
Falls, Mr. Brett of Brett & Masson, Dunville,
Ont., and Mr. Martin of Fredonia.

C. N. Andrews, Victor distributor, states that
the Victor business is holding its own in the
Buflfalo district. Mr. Andrews said that the
May business of his firm will compare favor-
ably with sales of other months of 1921 and with
the corresponding month of previous years.

A. F. Koenig, Columbia dealer, has utilized
empty Grafonola boxes for a unique advertising
scheme. He stands a box on the sidewalk and
puts on it placards advertising the Columbia
machines and the latest record releases. "I

find that it is attracting a lot of attention," said
Mr. Koenig.

Among the recent visitors at the store of
Burley & Biesinger was Fred Danielson, pro-
prietor of two music stores at Jamestown, N. Y.,
who reports that business is increasing in James-
town.

An intensive Victrola sales campaign is being
conducted by the Robert L. Loud Music Co. It
is fneeting with considerable success.

TWO NEW PATHE WHOLESALERS

Two new wholesalers of Pathe products have
been added to the Pathe distributors list. They
are the Superior Manufacturing & Supply Co.,
506 North Third street, St. Louis, Mo., and the
Richmond Phonograph Co., 5 Grosvenor street,
Richmond, Va. Both these houses have effi-
cient distributing organizations which will be
devoted to the development of the prestige of
the products of the Pathe Freres Phonograph
Co., Brooklyn, N. Y., in their respective terri-
tories.

What Are You Offering a O

1 92 1 PUBLIC ;

Is it a line of
out-of-date cab-
inets incapable
of standing up
in competition,

Is it the SING-
ER LINE of up-
to T the - minute
CONSOLES
designed and
priced to meet
the needs of a discriminating 1921 public?

We will furnish Cabinets equipped or unequipped and
at a price that will enable you to do business even
under present highly competitive conditions.

SINGER TALKING MACHINE CO.

575-9 Market Street - - Milwaukee, Wis.

122

THE TALKING MACHINE WORLD

June 15, 1921

Edison Amberola Message No. 17

There is no buyers' '^strike"
against the Edison Diamond
Amberola. It has the con-
fidence of the Public because
it is THE phonograph of high
quality and low price. Live
Amberola dealers, everywhere,
are "cashing in'' on the Public's
appreciation of this fact.

THOMAS A. EDISON, Inc-

AMBEROLA DEPARTMENT

ORANGE, N. J.

June 15, 1921

THE TALKING MACHINE WORLD

123

BUSINESS HOLDS UP WELL IN CINCINNATI TERRITORY

New Edison Co. Arranges for Tone-test Tour — A.
wick Dealer Expansion — Shilito Co. Getting

H. Bates Tells of Sales Promotion Work — Bruns-
Business — Columbia Activities — ^Other News

Cincinnati, O., June 7. — The talking machine
business held up fairly well in this territory last
month and dealers are plugging away for more,
notwithstanding the general depression. Sales
are not so easy to make, but those who are
going out and digging up every prospective cus-
tomer are getting some very satisfactory busi-
ness both in volume and quality.

Edison Expansion Plans .

Manager Oelman, of the New Edison Co., an-
nounces that he has just arranged for an eight-
weeks' tone-test tour with Edith McDonald,
who will be assisted by two other artists. The
tour will start in the Fall and he is counting on
some very good results from it. The Edison
Co. is making great preparations for the Chi-
cago dealers' convention and expects to take at
least fifty dealers in the party from here. A
special car will be provided for this delegation.
Manager Oelman reports a decided increase in
the May business over that of April. He says
he sees no reason for a Summer drop in the
business and declares it is all up to the dealers.
The oft-repeated statement that "business is
spotty," he asserts, only indicates the fact that
some dealers are out hustling for business, while
others are lying down.

The Edison Co. has established a new depart-
ment to handle the Re-creation business and will
have one representative doing field work. Miss
Aietnee will have charge of this department and
she will study the sales problems of the dealers
and collect all the information possible, from
which it is planned to evolve a very effective
sales promotion scheme for the Re-creation sales,
R. T. Carrol has returned from a tour of the
Ohio territory and found conditions throughout
the State very promising. Among out-of-town
visitors during the month were A. E. Jay, of
Blanchester; E. A. Searles, of Huntington, and
R. A. McGhee, of Charleston, W. Va.

Sales Promotion Idea Works Well

A. H. Bates, of the Ohio Talking Machine
.Co., reports a very good month and declares the
sales promotion idea is working out most satis-
factorily. E. H. Wilson has just finished a cam-
paign at Marietta, where he met with the great-
est success and now is conducting a campaign
in Charleston, W. Va. Many of the dealers
had gotten down in the dumps during this
period of depression and figured that business
was dead, but a visit from the sales promoter
has shown them that by getting out and hustling
for it they can get plenty of business, Mr.
Bates states. He recently made a trip through
parts of West Virginia and found the outlook
there very promising. Many of the mines and
mills have been reopened and the oil wells are
beginning to pump again, which will have a
very good effect on the talking machine busi-
ness in that section. Among the new agencies
established during the month was one at Rip-

ley, W. Va., which is in the heart of the cattle
and oil district and which is expected to do
quite a large business in Victors.

New Brunswick Agencies

The Brunswick has had a very fair month,
according to Manager Reis, who states, how-
ever,, that he does not look for a return to. a
really normal condition in the business world
until next year. Business has been doing well
under the present conditions and continues to
show a trend toward better things, but it will
take at least another year before things are
back on a firm basis, is his view of the situa-
tion. Among the new agencies established by
the Brunswick during the month were: Chester
Reid, Kingswood, W. Va.; J. E. Spurgeon,
Salem, W. Va.; Melody Shop, Gallipolis, O.;
J. H. Huhn, Hamden, O.; John F. Pierce, Rol-
lersburg, W. Va.; M. R. McMilluin, McComas,
W. Va.; Inter Mount Drug Co., Appalachia,
W. Va.; Hope Bros., Mayerston, Tenn.; J. V.
Ledgerwood, Knoxville, Tenn., and the Chubb-
Steinberg Music Co., of Cincinnati, which will
open up one of the finest music shops in this
city during the month at 17 East Sixth street.
Inaugurates Many Changes

U. G. Rowbotham, who recently came on from
the John Wanamaker store in Philadelphia to
take charge of the talking machine department
of the Baldwin Co., is very much pleased with
his new work in this city. He states that he
has found his surroundings most congenial and
that he has found excellent co-operation from
the staff. The talking machine business in this
section is very much more promising than in the
East, he declares, and the Baldwin Co. had
the best month of the year in May. Mr. Row-
botham has introduced several new features that
are expected to liven up the business. One
of these, that has already made a big hit, is
the perpetual care of machines which the Bald-
win Co. will give to every machine which it
sells. Another feature will be better delivery
service. Mr. Rowbotham is making plans for
a big Fall trade and is getting his staff organ-
ized to put over some record sales. Just
now the company is making a big drive on the
Red Seal records.

Making Great Drive for Business

The Shilito talking machine department did
50 per cent more business in May than it did
in April, according to Manager Donovan. He
also calls attention to a very pleasing feature of
this business — that 90 per cent of the sales
made are cash sales. Few customers ask for
the instalment plan, most of them prefer to
pay cash when the sale is made. Mr. Donovan
is making a big drive for business right now
and is going after it in a way that is expected
to bring quick results. Fifteen thousand letters
have been sent out to customers of the Shilito
Co. A coupon attached gives them the privi-

lege of having a Victor machine sent to their
homes for two days for trial. In that time
they can become acquainted with its merits and
attractions. If they do not care to keep it there
are no obligations to the Shilito Co., but in
many cases they will get "the bug," and even
if they do not buy at once it makes them a
good prospective customer. Besides this fea-
ture of the drive Mr. Donovan has a big truck
touring the farm sections and visiting the Sum-
mer camps and the Summer homes, leaving
machines for forty-eight hours for a trial, and
he expects to do quite a big business along this
line during the Summer. The Rodeheaver rec-
ords are still in demand at the Shilito shop and
"My Man" is having one of the biggest runs
of any record this house has ever handled.
Reports That Show Columbia Activity

The Columbia Co. states that while the ma-
chine business compared very favorably to that
of April there was a slight falling oft in the
demand for records. Manager R. F. Woodford
made two extensive trips during the month. On
the first trip he visited Columbus, Zanesville,
Newark, Lancaster and Dayton. At Dayton
he opened a new exclusive account, the Victor
Furniture Co. On the second trip he took in
Huntington, Portsmouth, Ashland and Ironton.
He was very successful on both these trips in
securing big orders for Columbia Grafonolas.
The Herndon Drug Co., of Barbourville, Ky.,
reported to the Cincinnati branch that it got
very large and satisfactory results from its ad-
vertising campaign calling attention to the pre-
war prices on Grafonolas. The Casino Co., Co-
lumbia dealer, of this city, furnished a machine
for the Memorial Day service of the Washburn
School in Lincoln Park and made a big hit
with the line of records sent with the Grafo-
nola. The Columbia dealer in Oxford, O., re-
ports excellent results from the concert given
there by the Columbia artists, Barbara Maurel,
Florence Macbeth and George Meader. Adver-
tising Manager Wilson, of the local branch, is
quite proud of the record of E. Riker, Columbia
dealer in Riley, O. In a town of 190 and
five miles from a railroad Riker sold 156 talking
machines, and 150 of them, be it said, were
Columbia Grafonolas. New accounts estab-
lished during the month were: The Rice Piano
Co., Aurora, Ind.; Quality Hardware Co., Ar-
canium, O.; Johnson Beverage Co., Glouster,
O.; Louisa Furniture & Hardware Co., Louisa,
Ky.; Enterprise Co-operative Co., New Con-
cord, O.; Walter Davidson Furniture Co., Hunt-
ington, W. Va.; Ellison Furniture Co., Jellico,
Tenn., and the Rockhouse Coal Co., Blackey, Ky.

Manager Dawson, of the Sterling Roll & Rec-
ord Co., reports that May business about equals
that of April. Several new agencies were estab-
lished during the month. He expects business
to remain rather quiet during the Summer, but
predicts better things by Fall.

E. F. Osborne, of Knoxville, la., is enlarging
his Victor department. He plans a very com-
plete equipment.

GREAT ROBBERY!

Held Up by the "James Boys"

James Kendis and James Brockman took $1 5,000.00 aw^ay from us on
their first advance and are coming back for more to make us pay for

"SUNNYSIDE SAL

A Novelty Ballad With Class Written All Over It

Published by Broadway Music Corp., 145 W. 45th St., New York

124

THE TALKING MACHINE WORLD

June 15, 1921

BIG TOUR OF PRINCESS WATAHWASO

Noted Indian Singer and Victor Artist Appears
in Series of Concerts in Illinois and Iowa
Under Auspices of Putnam-Page Co.

Peoria, III., June 4. — Princess Watahwaso, the
noted Victor artist, last week completed a most
successful tour through Illinois and Iowa con-
ducted under the auspices of the Putnam-Page
Co., Victor wholesalers in this city, and under
the direct management of Miss M. A. Cloud,
head of the dealers' service department of that
organization. The series of concerts, which
were booked largely by Victor dealers, were
given for the purpose of promoting interest in
music appreciation in the schools. So popular
was the artist that the audiences were not con-
fined to students and teachers, but were gener-
ally varied in character. Particularly notable was
the support given by the supervisors of music
in the cities and towns where the princess ap-
peared, for they all held her educational work
at its true valuation.

The first concert was given at Moline, 111.,
under the supervision of the Norberg Music
House. The princess next appeared in Clinton,
la., under the auspices of Hoffman's Music
House, and then in Davenport, where the Mur-
ray company handled the details in a most
elaborate and successful fashion. The next
appearance of the artist was in Burlington, la.,
under the auspices of the Music Shop, managed
by J. W. Pauley, where she was greeted by an
audiences totaling over 6,000 people.

One of the most interesting of the con-
certs was that given in Peoria before the Rotary
Cbib, and the large number of business men

audience was brought to its feet at the end with
a rendition by the princess of Cadman's "The
Doeskin Blanket." which she recorded recently
for the Victor company. Her official appear-
ance in Peoria was in connection with the open-
ing of the new Peoria Music Shop, where she
gave four groups of songs before audiences to-
taling over 6,000 people.

NEW STEWART SALESMANSHIP CLASS

Most Successful Class of Series Held at Indian-
apolis Headquarters Last Week

Indianapolis, Ind., June 6. — The Stewart Talk-
ing Machine Co., Victor distributors of this city,
had one of its most successful educational
classes for dealers and salesmen on Tuesday and
Wednesday of last week, May 31-June 1, when
an abundance of practical selling information
was offered to those privileged to attend.

The class was held under the auspices of Miss
Hobson, head of the educational department of
the company, and the first day was given over
entirely to young ladies inexperienced in Victor
work, who were instructed in the proper way
to approach a customer, how to read and under-
stand Victor literature, and how to sell educa-
tional and Red Seal records to the best advan-
tage.

The Wednesday session was devoted to a dis-
cussion of machine sales. James R. Jones, the
new field representative of the Stewart Co., was
the first speaker and he covered in detail the
many selling points of the Victrola. Boyd
Kasey, of the Stewart repair department, gave a
short talk on repair work. Charles T. Leary,
of the Sander & Recker Furniture Co., gave
an illuminating talk on the sale of period furni-
ture and its relation to the sale of period Vic-
trolas, which, he declared, "are the most per-
fect pieces of period furniture I have eyer seen."
Tom Sawyer, director of penmanship in the
Indianapolis schools, gave a demonstration on
the value of the Victrola in connection with the
use of penmanship, and Edward W. Kilgore,
traveling representative of the Victor Talking
Machine Co., gave an interesting talk on Victor
factory policy.

One of the bright spots in the program was
the actual demonstration of a series of folk
dances by eight small girls from one of the
local public schools. The class ended with a
music-memory contest, conducted by Miss Hob-
son.

IMPORTANT ANNOUNCEMENT COMING

It is anticipated that before the twentieth of
the month an announcement will issue from
Pathe headquarters in Brooklyn that the com-
pany has thoroughly completed the plans of
next year's business One of the important
statements that it is expected will be issued at
that time is on the subject of "more distribu-
tion," which President Eugene A, Widmann has
had in mind for some time.

C. H. MURRAY BACK FROM EUROPE

Advertising Manager of Pathe Freres Com-
ments Interestingly on His Visit to London
and Paris — Meets King of Spain

C. H. Murray, advertising manager of the
Pathe Freres Phonograph Co., Brooklyn, N. Y.,
returned during the latter part of May from a
trip to England and the Continent of several
months' duration. The occasion of his home-
coming was made a gala event by his many
co-workers in the advertising department. Mr.
Murray's desk and entire department were fes-
tooned and decorated in an attractive manner.
A box of cigars and other tokens of their
esteem covered the top of his desk.

Mr. Murra}'' spent quite some time at the
London factory of the Pathe Freres Phonograph
Co., and also at the headquarters of Pathe
r'reres in Paris. In traveling between the two
capitals, he made generous use of the air route
with considerable saving of time. He stated
that he found conditions abroad noticeablj' de-
pressed.

\\'hile in Paris Mr. Murra}' had the pleasure
of meeting King Alphonso of Spain, whose visit
to the headquarters of Pathe Freres is described
elsewhere in this issue. Mr. Murray was much
impressed with the n'ovelty of a shop adjoining
the headquarters of Pathe Freres in Paris where
the public, by dropping 25 centimes in the
slot and turning a device similar to a safe
combination, was able to have played any record
desired from the large Pathe list. On Sun-
days and holidays the shop was always crowded
and a long line of those waiting to enter ex-
tended for a considerable distance. Mr. Murray
reported that the plant of Pathe Freres in Brus-
sels, which was completely destroyed during
the German occupation of Belgium, has now
been restored and • commenced production the
Saturday before Whitsuntide.

NO LONGER WITH THE COMPANY

Norfolk, Va., June 6. — The Granby Phonograph
Corp. of this city and Newport News has an-
nounced that M. M. Roemer, who at one time
wholesaled Granby products in the New Ydrk
territory, is no longer connected in any capac-
ity whatsoever with the Granby Phonograph
Corp.

COTTON FLOCKS

FOR RECORD MANUFACTURERS

Always Superior
Superior All Ways

Try our Flocks and prove our statement by
your own experience. Samples for trial
supplied without charge

CLAREMONT WASTE MFG. CO.

CLAREMONT, N. H.

who attended ^\■e^e duly impressed. In fact, the

Imported
Swiss Sapphires

Pathe Balls

$ .15 each

1.50 per dozen.
10.00 per hundred
90.00 per thousand

Edison Points

$ .15 each

1.50 per dozen
10.00 per hundred
90^00 per thousand

10% discount on 5,000

(LOUD OR SOFT TONE)

WALTER S. GRAY CO.

942 Market Street, San Francisco

June 15, 1921

THE TALKING MACHINE WORLD

125

IIIIIIIIIIIIIIIIIUIII]ll]illlllNIHII|

Every Victor Wholesaler

should be represented

at the

Jobbers' Convention

July 11, 12 and 13, 1921

at the

BROADMOOR

COLORADO SPRINGS, COLO.

"Famous scenic beauty spot of Colorado's Rockies

126

THE TALKING MACHINE WORLD

June IS, 1921

TRADE OUTLOOK IN PORTLAND, ORE., PLEASES DEALERS

Leading Dealers Tell of General Conditions — Sherman, Clay Recitals Attract Many Visitors —
Marshall Joins Bush & Lane Forces — Van Dyke Opens in Oregon City — Other Items

Portland, Ore., June 6. — The talking machine
departments of all the music houses had a good
volume of business during the rnonth.

The new firm of Foley & Maegher and the
Wiley B. Allen Co. report splendid sales in this
department during the month, while D. C.
Peyton, manager of the Meier & Frank phono-
graph department, exclusive agents of the
Aeolian-Vocalion, showed his sales list of forty-
seven sales during the first two weeks of the
month, among them being a big $450 electric
and four large art cases, ranging in price from
$450 to $650. The Hyatt Talking Machine Co.
also had a good volume of business during the
month.

The Jennings Furniture Store is closing out
its entire slock of phonographs. It carried the
Widdicomb, Columbia, Windsor, Emerson and
Stradivara talking machines.

The Hyatt Talking Machine Co. had a slight
fire that caused no damage, but which, had it
not been discovered, might have occasioned
some inconvenience at least. The fire was dis-
covered by the janitress and the fire department
was called out, but their services were not re-
quired.

E. R. Van Dyke, formerly of the firm of
Foley & Van Dyke, of this city, has opened up
a music store in Oregoji City, known as the
Van Di'ke Piano Co. He has not announced
the line of talking machines he will handle as
yet.

The Wiley B. Allen Co. has added J. S. Hay-
den to its sales force in the talking machine
department. He was formerly with the Ed-
wards Furniture Co.

Francis Shaw has joined the sales force of
Sherman, Clay & Co. in the Victrola depart-
ment.

The Bush & Lane Co. has added J. J. Mar-

shall to the sales force in its phonograph de-
partment. H. A. Raynor, who for the past year
has been sales manager of the Bush & Lane
talking machine department, has resigned his
position and gone into the automobile business
for himself in Oregon City. His position has
been filled by the promotion of A. N. Wrayton,
of the sales force.

The monthly Victrola concert in the concert
hall of Sherman, Clay & Co. was very largely
attended. Selections were played on the Victor
and solos were sung by Otto T. W'edemeyer, one
of Portland's leading baritones. The evening's
entertainment was greatly enjoyed by those
present. The concert was in charge of F. D.
Addis, manager of the Victrola department, and
he was assisted by Evelyn McFarland Mc-
Clusk}', of the Sherman, Clay & Co. educational
department, who gave the story of each record
before it was played. These concerts are
monthly affairs and are looked forward to and
largely attended by the friends and patrons of
Sherman, Clay & Co.

The entire office and sales force of the Hj-att
Talking Machine Co. was entertained recently
at the home of Mr. Hyatt, in Laurelhurst. The
evening was spent in dancing, musical numbers
and various stunts, for which prizes were
awarded.

Cabinet phonographs of black walnut have
been, and are being, manufactured in the wood-
working department of the Oregon Agricultural
College by the students in that department,
under the supervision of H. C. Brandon, direc-
tor of shops, who superintends the work. The
machines are of a design that ordinarily retail
at $500 and the work turned out is excellent
and receives much favorable comment. The
methods employed are the same as those in a
manufactorj'. Each student has a certain piece

to make, and makes his part for all machines.
Ever}' operation, including the drawing of
plans, veneer work, machine work, sanding and
finishing is carried out on a production basis.

The Wiley B. Allen Co. has installed a hand-
some Brunswick Lombardi at the Waverly
Country Club, the most exclusive of Portland's
country clubs.

H. T. Campbell, manager of the Bush & Lane
Piano Co., was elected president of the Greater
Portland Association at the meeting held the
latter part of May.

James L. Loder, formerly sales manager of
the Sonora department of the Bush & Lane
Piano Co., and since the manager of the Sonora
Phonograph Co., of San Francisco, has re-
turned to Portland and will sell the Paige
automobiles.

W. A. McDougall, of the McDougall Music
Co., is in Southern Oregon with three of his
salesmen and his Magnavox, demonstrating the
Columbia Grafonola, which his company handles
exclusively.

QALLNCURCI VISITS MAINE

Portland, Me., June 6. — Music lovers of Port-
land and surrounding vicinities had an oppor-
tunity of hearing Madame .'Vmelita Galli-Curci,
the world-famous opera star, who made her ap-
pearance at the Exposition Building a few weeks
ago. A large and enthusiastic audience listened
to her remarkable voice, and the impression that
this great coloratura soprano bestowed on the
public was reflected in the unprecedented de-
mand for her Victor records.

VISITS EXECUTIVE OFFICES

Frank Connor, manager of the Portland, Me.,
establishment of M. Steinert & Sons Co., re-
cently made a short business trip to Boston,
!Mass., where he visited the company's executive
offices and discussed plans and campaigns for
the Summer months.

The Best German Records Made

Comprising the Catalogs of the Leading German Factories

DEALERS EVERYWHERE

will welcome this opportunity to
obtain PROFITABLE and EX-
CLUSIVE territories.

A New List of Records Appears Every Month

■■'■lir- .^'t"

June 15, 1921

THE TALKING MACHINE WORLD

127

The sort of fox-trots dance lovers dream of dancing
are "Mon Homme" by tlie Yerkes Jazarimba Orchestra
and "Some Little Bird*' by the Coon-Sanders Novelty
Orchestra. Have you any dance loving customers ?
This record will make their dreams come true.
A-3403.

Columbia Graphoptione Co

NEW YORK

AN ATTRACTIVE WINDOW DISPLAY FOR JULY FOURTH appoints many new dealers

The advertising de-
partment of the Victor
Talking Machine Co.
has prepared a very at-
tractive window display
for the use of Victor
dealers on July 4. In the
center of the window is
a' model of "America."
The dress is of royal
blue satin, profusely
embroidered with white
stars, while the trim-
ming of both dress and
hair is of pearls. The
flag held aloft is of silk,
and this can be made to
flutter by means of a
concealed electric fan.
The background con-
sists of an array of flags
set in a papier mache
shield and eagle. The
nature of the rest of the
display is obvious from
the picture shown herewith. The two show
cards read: (1) "Celebrate the Fourth with
Victor Records" and (2) "Going Away? Take

a Small Victrola with you." The records shown
at the front of the display are all of a patriotic
character.

ANCIENT HISTORY MODERNIZED

T. Edens Osborne, the enterprising talking
machine man of Belfast, Ireland, is a great be-
liever in keeping himself and his products before
the trade by means of "reader" ads which appear
at- the bottom of the news column in the local
papers. Here is one of his latest, which is worth
reading and proper consideration:
B. C. 1490

"Ancient History — On the west bank of the
Nile stand two colossal statues erected 3,411
years ago. One of these is known as the 'Musi-
cal Memnon,' which formerly emitted sounds at
sunrise supposed to be Memnon's morning
salute to his mother Eos, the Goddess of Dawn
when 'his clear song rings out while the spread-
ing Nile parts the Libyan hills from hundred-
gated Thebes.'

"At present (1921) there are two more marvel-
ous world's wonders, with which all civilized
peoples are justly enamoured — namely, the
Gramophone and Edison phonograph — supplied

by T. Edens Osborne, 4 College Square, North,
Belfast. His stock of these 'fascinating enter-
tainers' is second to none in Ulster'."

CONGRATULATIONS, FAIR LADIES!

As June, the month of brides, approached,
wedding announcements were frequent at the
headquarters of the Pathe Freres Phonograph
Co. in Brooklyn, N. Y. Miss F. Ramsey, who
has been secretary to Eugene A. Widmann for
the past four years, will be married on June 22,
and Frances Dorothy Capp, daughter of Frank
Capp, superintendent of the Pathe factory, will
also be married the same month.

OPENS MUSIC AND RECORD EXCHANGE

Jewett Phonograph Co. Places Line with Many
Well-Known Dealers — Company Making
Rapid Progress — Queen Anne Model Popular

Detroit, Mich., June 7. — The Jewett Phonograph
Co., manufacturer of the Jewett phonograph, is
making splendid progress in the distribution of
its product, and new dealers are being estab-
lished throughout the country. These dealers
are enthusiastic regarding the sales possibilities
of the Jewett phonograph, and intensive sales
and publicity campaigns are being prepared
which will undoubtedly produce pleasing re-
sults.

A. A. Fair, sales manager of the company,
states that the following successful and well-
known dealers have arranged to represent the
Jewett phonograph, all of these deals being
closed within the past two weeks: Grant Hol-
comb, Warren, O.; J. H. Hummer &: Co., Ashta-
bula Harbor. O.; Miller & Harris, Belding,
Mich.: Miller & Harris, Greenville. Mich.; H.
Whitney, Rock Island, 111.; T. B. Walker, De-
troit, Mich.; Janney-Bowman Co., Detroit,
Mich.; I. A. Blackburn, North Branch, Mich.,
and the Brown City Co-operative Co., Brown
City, Mich.

The company has just announced that it is
now manufacturing its Queen Anne design in
burl walnut. This model, which is one of the
most popular in the Jewett line, has heretofore
been manufactured in American walnut and
mahogany, but Jewett dealers, having evinced a
keen interest in the burl walnut finish, this finish
was added to the line.

NEW PATHE AGENCIES IN CAPITAL

Washington, D. C, June 6. — Two additional
Pathe agencies, Knickerbocker Music Shop,
1788 Columbia road, Frank J. Sobotka in charge,
and Adolf Neilson, 3067 M street. West Wash-
ington, have opened here. Both stores carry
complete lines of Pathe talking machines and
records as well as Q R S music rolls.

Batavia, N. Y., June 4. — George F. Schafer, of
this city, who is conducting a music store on
Main street, announces the opening of another
store on West Main street, which will he known
as a music and record cxciiangi-.

Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co. and president of
the New York Advertising Club, was one of
the speakers at the twenty-first annual conven-
tion of the .American Book Sellers' Association,
which was held rocoittly in .Atlantic City.

THE Monthly Envelope Service we have
provided for Victor dealers the past two
years will shortly be extended to care for dealers
selling other makes of records. Write for de-
tails.— Lewis C. Frank Corp., 1201 Dime Bank
Bldg., Detroit.

128

THE TALKING MACHINE WORLD

June 15, 1921

Nora Bayes sings "Broken Moon" and "In a Little Front
Parlor (On an Old Backstreet)." You'll never be broke,
but you'll own a big front parlor on a prominent
street it you stock up with a lot of A-3397.

Columbia Graphophone Co

NEW YORK

HEMPEL TELLS OF HER RECORDINGS

Famous Operatic Soprano Subject of Most In-
teresting Interview With A. N. Clark During
Visit to San Francisco — Tribute to Edison

During the recent appearance of Frieda Hem-
pel in grand opera in San Francisco, this dis-
tinguished Edison artist was much interviewed
by the representatives of the local papers. One
of her most interesting "talks," however, was
that given to Addison N. Clark, manager of the
sales promotion department of Edison Phono-
graphs, Ltd., which appeared in the Pacific Coast
Musical Review. Mr. Clark opened his article
with an admirably written tribute to the great
soprano, leading up to her interest in the phono-
graph record, and added:

Miss Hempel says that it was her hearing the
voices of other great artists "re-created" by
Edison — including that of Alessandro Bonci,
who, singing roles so intimately associated with
her own during the San Francisco season, has
given us such a splendid Alfredo in "Traviata,"
such an Edgar in "Lucia di Lammermoor," such
a Duke in "Rigoletto," such a "Nemorino" \\Tth
that beautiful romanza "Una Furtiva Lagrima"
in "L'Elisir d'Amore" — that imbued her with the
desire to have her own voice thus "re-created"
and immortalized.

"I never realized so deeply what this means,"
she said, "as I did when I was chosen to im-
personate Jenny Lind in the New York Jenny
Lind memorial jubilee last October — with Ar-
thur Middleton, another of Mr. Edison's artists,
as my own baritone. Think of it! Jenny Lind
gone from us forever, 3'et hardly a handful of
people are alive to-day who heard her great
voice! And Mr. Edison did not invent the
phonograph, even in its first crude form, until
she had left us.

"How splendid it would be if we could listen
to-day to a 're-creation' of Jenny Lind's voice!
As it is, the best we can have is a substitute —
but I shall ahva)'s remember the great honor and

the thrill that it brought me to be chosen as the
singer of to-day most like Lind. The three songs
I sang that night have been recorded by Mr.
Edison, and I have learned, only since reaching
San Francisco, that they will shortly be available
here. They were 'Casta Diva' from Bellini's
'Norma,' Mozart's aria 'Non Mi Dir' from 'Don
Giovanni,' and the Norwegian herdsman's song
'Kom Kjyra,' or 'The Echo,' with which Jenny
Lind really made her greatest appeal.

"I always wanted to really hear my own voice.
Every singer does. After making my first re-
cording for Mr. Edison I knew that I was liter-
ally listening to my own voice — hearing it just
as others hear it when I sing at the Metropoli-
tan, or here in your beautiful, responsive San
Francisco. But I wanted to know just how
faithfully the inventor had caught the shadings
of it — the tinges and nuances that make the in-
dividuality in any voice. I wanted to know if
a blind man could tell the difference between the
voice from my throat and the voice from the
throat of the phonograph, so I had five of my
good friends — musical experts all — blindfold
themselves and listen.

"I sang them 'lo non sono piu I'Annetta' from
Ricci's 'Crispino e la Comare,' the phonograph
playing beside me. After a few phrases I stopped
singing. I watched the expressions of those five
blindfolded men. They did not alter. I sang
again — stopped again. Then I had to laugh, and
of course the trial was over. I was satisfied,
after that, that Mr. Edison's adoption of that
Avord 're-creation' was justified."

Miss Hempel is a profound admirer of the in-
ventor of the phonograph, and knows his hobbies
and his peculiarities intimately.

"Though Mr. Edison is very deaf indeed," she
said, "that very fact enables him to sift out, as
it were, the defects and impurities of a voice
submitted to him for trial, and base his judgment
of its recording qualities upon those essentials
that make or break a voice.

"It is almost uncannj' to see Mr. Edison pick
up a record and, by scrutiny of those tiri}- little

ripples in its surface, tell you just what sort of
voice is there recorded, or whether it is a violin
or a flute or an oboe. And he can tell you, too,
by listening to the record of a voice, if the artist
who made it was tired when she sang, or fresh,
rested and vigorous. But it is just his abihty
to do these things that has enabled him to bring
his great musical instrument, the phonograph, to
such perfection- that such things as my 'blind-
fold test' are possible."

HUDSON GRAFONOLA SHOP OPENS

HuDsox, Mass., June 6. — A noteworthy event
at the end of May was the formal opening of
the Hudson Grafonola Shop in Hudson, Mass.,
an exclusive Columbia shop, of which Waher L.'
O'Brien is proprietor, and Miss Alarjorie At-
wood manager. The shop is designed after the
handsome model shop that is a feature of the
Columbia's Boston headquarters, and is the first
hereabouts to be constructed on these lines.
. The installation was by the Van Veen Co.
Manager Fred E. Mann of the Boston Columbia
branch points to the Hudson shop as signifi-
cant of the development of the talking ma-
chine trade in that locality. Mr. O'Brien has
handled talking machines for about seven years,
but until now has carried them in a department
at his drug store. Increased business demanded
the establishment of the new shop.

R. F. BOLTON VISITS BOSTON

BosTox, Mass., June 6.— R. F. Bolton, sales
manager of the international record department
of the Columbia Graphophone Co., was at the
Boston branch headquarters for two days the
first of June in connection with foreign record
interests. Another visitor from the New York
offices was E. C. Rockwood, credit manager.

The Columbia Music Store, of Bloomfield,
Ind., has been sold to E. G. Patterson, of Linton.

O. R. Laughlin was the former owner.

WE'VE GOT
IT

A BUSINESS TONIC

Wow!!! IVs Sizzling Hot

YOU WANT
IT

By Johnny Black, writer of "DARDANELLA"
Everybody's been looking lor a second "Dardanclia," we believe we liavc it in "lio"

Published by Broadway Music Corp., 145 W. 45lli SI., New Yorli

June 15, 1921

THE TALKING MACHINE WORLD

129

SETTLED

In Our New Business Home

GREATLY INCREASED WAREHOUSING SPACE
IMPROVED RECEIVING ^ SHIPPING FACILITIES

at If Means Ibr ^bu

LARGER STOCKS ON WHICH TO DRAW
and THE ASSURANCE OF MOST
PROMPT AND EFFICIENT SERVICE ^

KEW YORIC

Talking Machine Co.

521 West 57tK Street

CHICAGO

Talking Machine Co.

12 N. Michigan Avenue

S VICTOR- WHOLESALERS EXCLUSIVELV

a ""lill»»'l'"""""'"""l'"""»""l»»""ll»^ullllJJ)lllii mmmlimiiiniMI rll1imu^u>^i»i]iii]jjJJ]ii]iiL»i[iiiLtF]i[[iijiijifi;jj;;;jl]i[u»iiiiijjj)j)iiij;iiiiiiijFiiiiiiiiiiuuiiiiuuilijji)ii)jjji/f

130

THE TALKING MACHINE WORLD

June IS, 1921

A Great

Trade

Gathering

Western Division of The AA'orld. Chicago, III., June 8, 1921.
Well^ the convention was a great affair : how great only those talking
machine men know who went to it as to their first convention of the
music industries and went with some little doubt in
their minds as to what it was to be all about.
Readers of this magazine have, no doubt, read
the news concerning the various exhibits of talking
machines and records. For on this -page there is something really
more important to do than make catalogs of displays, however
interesting these may be. What is most worth remembering about
the whole afifair is that, for the first time in the history of the music
industries, the talking machine trade was represented in a manner
something like adequate. We say "something like," for in truth there
is still a great deal to .be accomplished before we can rightly say that
the talking machine trade is properly represented in the national
organization of music industries. But, speaking from the mid-West
point of view, let it be said at once that whoever had, before May 9,
any notion that the talking machine business does not belong in with
the other music industries has become inclined to change his view-
point. The meetings in Chicago showed to many a talking machine
man, for the first time, that his interests and the interests of the piano,
player-piano, music-roll, band instrument and organ men are identi-
cal. Organization of the entire music industries may at one time have
been merely a pious aspiration: to-day it is a solid necessity. It is
a necessity to-day, and will continue so to be until the Congress of
the United States no longer needs to look around in all directions for
the purpose of finding new and hitherto unthouglit-of sources for
taxable wealth. So long as the menace of unjust and confiscatory
taxation rests over the music industries, so long should every branch
of those industries partake in the effort at resistance. Such an effort
can only be made by the industries unitedly: and very likely it will
take all their valuable strength at that.

It does not require the least bit of imagination to understand that the
talking machine trade is far from being the stepchild of the music
industry. As a matter of fact, there is every indica-
tion in certain quarters that it is, or is destined to
be, the dominating factor. Any move, therefore,
that is made to bring the talking machine trade into

In Union
There Is
Strength

a closer relationship wdth the other divisions of the music industry
is not done with the thought of giving support to a weaker sister,
but, rather, with the idea of utilizing the strength of the talking
machine interests to the advantage of the entire industry. There is
an interlocking of interests that cannot be ignored, and- this is specially
• evident to us of the great central market, where the talking machine
and piano trade, for instance, are so closely united in many ways.
Although there is a number of matters of national moment, such
as the revision of the War Revenue Act, of vital importance
to the talking machine men, as well as to other divisions of the
industry, the bringing together of all the varied interests is not to
be regarded as distinctly a defensive measure. There are enough
constructive matters that demand attention now, or will demand
attention in the near future, looking towards the maintenance of the
industry on a solid basis that will warrant any expenditure of effort
made to unify these varied interests just now.

Welcome

Mr.

John!

We were glad to have the chance to note in our news columns this
month that the Mid-West Victor Dealers' Association has been
listening to Ernest John. Mr. John is the advertis-
ing manager of the Victor Talking Machine Co.,
and that, of course, means that he is a distinguished
member of his profession, standing, in fact, on the
topmost rung of the ladder. He has "had a remarkably interesting
and instructive career, and his achievements in the preparation of
what may (for once rightly) be called "constructive" copy are part
of this history of the development of advertising into a science. To
be chosen advertising manager of the Victor Talking Machine Co.

is, in the world of business, a good deal like being in the political
world appointed Ambassador of the United States to the Court of St.
James. It is, in its way, very much like what to a soldier is an
appointment to the grade of field-marshal. It shows that one has
not only arrived, but is solidly established at the front of the proces-
sion. We are glad Air. John was out to see our friends, the Mid-
West Victor Dealers. They are a fine body of merchants.

When the late S. O. Wade, now a good many years ago, started to
make a cutter for fibre needles he probably had little expectation
that the talking machine business would grow as it
has grown. But grown it has, and perhaps one of
the most remarkable exemplifications of that won-
derful growth would be found by comparing a copy

An Old
Friend

of The Talking Machine World of the day when Mr. Wade handed
his first piece of advertising copy to the man who is still Western
manager of this paper with the issue in which these words appear.
These few years, as time goes, have seen an industry come through
infancy into maturity. The Wade fibre needle cutter furnished the
text for one of the very first Western pieces of advertising this paper
ever ran. The account has been running ever since, and no issue
of this paper would be quite perfect, we think, without some Wade
& Wade copy. Now comes the news that the Ready File Co., of
Indianapolis, has taken over the Wade & Wade interests from S. O.
AA'ade's widow, who successfully conducted the business after her
husband passed away. The Indiana concern intends to go in for
manufacturing on a larger scale than ever. Thus a fine and valued
name will remain in our columns, and we shall continue to number
it in .the list of those early friends who worked with us to make the
talking machine business what it is to-day.

Panning
the

N'Yawkers!

\"iCTOR interests out here and to the west of this here new burg are
getting ready for all sorts of big doings. We are advised that the
Rocky Mountains, or such part of said majestic
ranges as is situated at or about Colorado Springs,
are to be honored with the presence of the National
Association of Talking Machine Jobbers during the
early part of next month. Now, this is all very exciting. It means
for staid Chicago quite an event. For obviously all the Eastern
gentlemen, with their sticks, their spats and their inability to pro-
nounce an "r," save as "oi," will have to change trains in one of our
depots and may have time to walk the pavements of the Boul' Mich'
before they start out westward. Of course, we do not speak of those
members who live West anyway, but to the Eastern men we would
observe "don't be scared, gents, the U. S. A. is ever so much bigger
than you think. There are lots more of them even west of Chicago.
It takes you eighteen hours nearly to get to Colorado Springs from
Chicago, and then there are lots more before you hit Movie Land."
We would likewise warn them that just because it is July when they
come out here they need not suppose that the weather is like it is on
the sidewalks of New York. If they wish to dress for Atlantic City,
that is all right, but they had better pack an overcoat along with the
white flannels. Colorado Springs is away up in the air, and the nights
are cool, decidedly so ! Anyhow, gentlemen, jollying apart, please
stop an hour or two in our village and look us over. If you cannot do
it on the way out, then take an hour off before you catch the Century
and give us the O. O.

Although business is admittedly far from active at this particular
time, various mid-West talking machine interests are emphasizing
their faith in the future by taking advantage of the slight lull to
organize their forces and to lay campaigns in anticipation of a strong
trade revival in the Fall. The general feeling is that the concerns
who will win out vnll be those prepared to go after the business with
a running start, and the present is simply regarded as the training
period. It all indicates the proper spirit — the real Chicago spirit
tliat always wins out.

June 15, 1921

THE TALKING MACHINE WORLD

131

rom om

ur(* H I rAQ rmEADQumTEm

• III \^l ^Xr^ REPUBLIC BLDG., 205) SOUTH STATE ST TELEPHONE WABASH 5242

EDWARD VAN HARLINGCN

WILLIAM BRAID WHITE

EUGENE F. CAREY

ARTHUR E. NEALY

A. SNYDER

Chicago, III., June 8. — Shortly after the first of
the year business began to drop off. This con-
tinued until about the middle of May, when it
began to pick up again. The increase is nothing
to get excited over, but it has been steady, and
from all indications it is likely to grow in volume.

The numerous inquiries coming in to the sup-
ply men show that manufacturers are preparing
for an increased volume of business throughout
the Fall and Winter months; and one of the
pleasing features is that these inquiries are for
the highest quality of goods obtainable. During
the past two or three years numbers of talking
machines of inferior make were placed upon the
market, and when business began to fall off it
was assumed that there would be really nothing
extraordinary then in trade until all this stock
had been disposed of. Many of these machines
have already been sold, but as a matter of fact
it looks now as though great numbers of them
would never be sold because of their conceded
inferior grade. What little buying is being car-
ried on by the dealer is for the highest grade of
goods obtainable. He has come to the conclu-
sion that he has long been on the wron"g track
and it does not pay to sell junk. He learned
this lesson when he sold inferior machines on
time payments, because he soon found that he
had to get busy and spend all his profits in
keeping them in repair. He now realizes that
the only way to do business is to handle ma-
chines of a quality that will stay sold and will
bring pleasure instead of an inconvenience to
his customers. That is why manufacturers of
talking machines should make instruments of
a quality that will meet with the present grow-
ing requirements. In other words, we have
come to a time when the talking machine busi-
ness is purely a question of the survival of the
fittest. When we say manufacturers of talking
machines we do not, of course, mean all manu-
facturers, as it is a well-established fact that
many of our well-known firms have continually
fought to bring the retailers to handle goods of
high quality only. It is very noticeable, too,
that even these manufacturers are not standing
still, but are going to greater lengths than ever
to outdo the qualities of the machines upon
which they have built their high reputations.

Last year the sentiment was, "Anything is
good enough to get by," but this year it reads.

' To get by one must be exceptionally good in
everything." This in turn reflects on the supply
men who are putting out tone arms, motors,
etc., and they are also busily engaged trying
night and day to better their goods as well.

Collections are in somewhat better condition
than they were a month or so ago, but the
dealers are still taking their time to pay their
bills, and this in turn is holding the manufac-
turer up. The reason the dealer is taking his
time is because so many men are out of work.
However, this is only a temporary condition,
according to reports from financial circles, and
is largely up to the men themselves. They are
forcing their own idleness, and as a little illus-
tration of this we. point out one instance which
might be enlightening along these lines. One
of our supply men recently put in an ad in the
daily paper asking for a machinist. A year or so
ago it would have been necessary for him to
repeat the ad for several days in succession be-
fore he even got an inquiry. However, last
week when he put his little ad in for a ma-
chinist he received 230 replies, and the lowest
wage asked for per week was $125 and these
quotations ranged all the way to $150. Now, it
is certainly reasonable to assume that if a man
a few years ago could only command $40 per
week and now asks for $125 to $150 that he is
not doing himself nor the industry justice, but
is merely holding up the whole works because
of his unreasonableness. He is the fellow who
gets out and hollers the loudest for a reduction
ii; prices, but when he is asked to do a
little reducing himself, hollers the other way.
Until the mechanics get next to themselves and
allow manufacturing and building operations to
recommence, all we can do is sit back and wait.
Cheney Co. Carries On

News comes from the headquarters of the
Cheney Talking Machine Co. in the Marshall
Field Annex this month that the advertising de-
partment is planning a new house organ which
it cjaims will be not only a delight but the big
surprise of the year for its dealers. From time
to time in the past the Cheney Co. has gotten
out advertising stunts that have made the trade
sit up and take notice. Wherefore we eagerly
await the coming of the surprise.

There was recently installed in the Cheney
factory an enormous punch press with a striking

power of 1,500 tons. This monster machine was
installed for the purpose of stamping out turn-
tables. The steel turntables are a new feature
of the Cheney instrument and are stamped out
of one piece in such a manner that the Cheney
Co. feels confident of its guarantee that these
turntables will not warp or buckle. The punch
press itself is mounted on a solid concrete foun-
dation, reinforced with steel girders.

In the cabinet department of the Cheney Co.
the workers are exceedingly busy. Much work
is being done on the various period models, such
as Queen Anne, Heppelwhite, late Georgian,
modern Georgian and Sheraton.

Answers the Call

Many a tear was seen in the eyes of the
boys in the Chicago trade when it was learned
that our friend, G. I. Stanton, special repre-
sentative in Chicago for the Okeh record divi-
sion of the General Phonograph Corp., had
passed away. Mr. Stanton had been connected
with the Okeh division since last November, but
prior to that had been with the sales forces of
the Columbia Graphophone Co. in Chicago for
many a year. His death was brought about by
an intestinal trouble, with which he had been
afifected for several years. In the last three
weeks his illness became so acute that it was
necessary to take him to a local hospital.
Locally he was considered one of the best-
versed men in the record game and this knowl-
edge of records was one of the things that
brought about his popularity with the Chicago
dealers. At the time of his death Mr. Stanton
was thirty years of age. He is survived by a
mother, two sisters and two brothers.

Enter Show Business

Gordon Laughead, who managed the Chicago
territory for the Vocalion department of the
Aeolian Co., recently severed his connection
with this concern to enter the show business in
a managerial capacity which he plans to fol-
low during the Summer months. The produc-
tion is a military musical one, which played in
France during the war, and Mr. Laughead was
largely responsible for its introduction.

New Victor Shop

The Fenton Music Co., which was recently
incorporated for $15,000, and of which the main
headquarters are at 4736 North Racine avenue,
(Continued on page 133)

SOMETHING ENTIRELY NEW IN TONE ARMS

THE FLETCHER "STRAIGHT"

STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT

NEW DESIGN NEW CONSTRUCTION

Ye
R
M

s. It is universal and equipped with the Regular Fletcher
eproducer, giving the same natural tone quality as heretofore,
de in two length., 8'/,' and 9;i" SEND FOR PRICES AND TERMS

FLETCHER- WICKES COMPANY

6 EAST LAKE ST. CHICAGO

132

THE TALKING MACHINE WORLD

June 15, 1921

How We Help
Our Victor Dealers

Lyon &. Healy Store,
Warehouses and Factory

A great many Victor dealers advertise to the
public that "it does make a difference where
you buy your Victrola." They mean, of
course, that their service is better; for the
price does not vary.

In like manner, Distributors can dift'er, one
from another, only in the support and help
they give their dealers. At Lyon & Healy's
we strive to give our dealers better co-opera-
tion and assistance than can possibly be
obtained elsewhere.

Sales Promotion Department

Our Sales Promotion Department is con-
ducted for the express purpose of working
with the retail dealer to better his business.
For example, copies of our own retail ad-
vertisements are mailed to each dealer with
permission to use any ideas found in them.
Very frequently we compose form letters
and lay out ads for our retailers. We often
furnish urgently needed matrices for illus-
trations from our own advertising depart-

ment. We assist in closing sales and we
supply our dealers located outside of Chi-
cago with the names of many local prospects
obtained through our extensive advertising.

Lyon & Healy Dealers' Helps

For the benefit of our retailers, we publish
a number of "Dealers' Helps" — original and
exclusive advertising in various forms.
They include Window Display Cards, Bill-
board Posters^ Ready-made Newspaper Ads,
Supplement Covers and Envelope Inserts.
All of them are the highest quality, worthy
of the wares they cry. In addition, we keep
on hand samples of all manner of Victor
Sales Helps made by other manufacturers
so that we always have an article or service
for every need of the dealer.

With immense stock rooms for records and
instruments, and unexcelled facilities for
handling them, we can give immediate and
scrupulous attention to the retailers' wants.

Our dealers will tell you how Well we do it

Let Us Serve You

LYON & HEALY

Victrola Distributors

CHICAGO

DO NOT FAIL TO ATTEND NATIONAL ASSOCIATION OF VICTOR JOBBERS'
CONVENTION, COLORADO SPRINGS. JULY 11th. 12th AND 13th

June 15, 1921

THE TALKING MACHINE WORLD

133

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 131)

Chicago, has added another shop to its chain.
This new shop is located in the Riviera Theatre
Building, at Broadway and Lawrence avenue,
Chicago. The formal opening took place May
28, with an elaborate musical program. The
opening was attended by A. D. Geissler, presi-
dent of the Chicago Talking Machine Co., and
other members of that concern. This store will
handle Victor talking machines exclusively, as
well as a complete line of small goods. The
incorporators are: A. C. Fenton, M. J. Moriarty
and R. J. Nuenubel.

H. R. Fitzpatrick Leaves Hospital

News comes from Grand Rapids this week that
H. R. Fitzpatrick, Michigan wholesale Victor
representative for Lyon & Healy, has been dis-
charged from the hospital there, where he had
been confined for the past three weeks, after
having undergone an operation for hernia. It
will be eight weeks before Mr. Fitzpatrick will
be able to resume his duties on the road. In
the meantime A. F. Scannell, who looks after
the wholesale Victor business of Lyon & Healy
in Chicago, is taking Mr. Fitzpatrick's place.
New Fletcher Attachment

The firm of Fletcher-Wickes has just per-
fected a new universal ball joint attachment
which it is announcing to the trade this
month. The little attachment is especially
adapted for the Edison, and is finished in either
nickel or gold. The ball joint is patented and
has a cleverly designed set screw that permits
perfect freedom of movement, while at the same
time there is absolutely no chance for rattling.
When leaving the factory the attachment comes
packed all ready for placing upon the dealer's
shelf, and the package has a label placed on the
outside which can easily be read while on the
shelf, and this eliminates any necessity of taking
the package out to find out what it contains.

In the demonstration room at the headquarters
of Fletcher-Wickes there is on exhibit a cleverly
designed instrument, the patentable feature of
which is controlled by E. Simon, of the Simon
Piano Co., Spokane, Wash. The feature of this
instrument is the amplifier, which begins imme-
diately under the tone arm similar to an ordinary
machine, but it is continued down to the bottom
of the machine, then the bell end is swung up
as high as the motorboard again. In design
this amplifier simulates a saxophone. In all it
is over six feet in length and amplifies the tone
to great proportions.

New Automatic Stop

The Jewel Phonoparts Co. comes out this
month with a new automatic stop for which it
claims the greatest simplicity and accuracy. As
a matter of fact, the little instrument in itself
is extremely simple in construction and from
all appearances it would seem that it is quite
impossible for it to get out of order. It is
placed in front of the turntable and fastened to
the motorboard by means of two set screws, and
is regulated by the movement of the tone arm.
The company is receiving of late numerous or-
ders for its products in gold finish, and this
would seem to indicate that manufacturers are
preparing for a high-class trade for the coming
Fall.

Again They Score

It seems as if there is no end to the number
of dealer helps that the Nupoint Mfg. Co. is
getting out for its dealers. Last month it came
out with a little needle display stand for counter
use, which went big with the dealers. This
month it is offering a clever little dummy pack-
age which closely resembles the counter display
stand, but is to be used for window decorating
purposes.

It is composed entirely of heavy Bristol board
paper, and handsomely lithographed in three
colors. When placed in the window it looks just
like a full display package. It is a one-piece
affair and when properly folded and the ends
locked together a small piece of this Bristol
board folds underneath and takes the place of
an easel. This new idea is merely a part of
their extensive dealer help campaign, which con-
templates the issue of a new sales help each

month. The president of the company, M. M.
Cole, is at present calling on the dealers through-
out Michigan, Indiana and southern Illinois, and
has taken a plentiful supply 'of these facsimile
display cartons with him. While Mr. Cole is
calling on the trade, local business is being
looked after by Lester Arkin, secretary.
Wilking Takes Over Wade & Wade Business
Frank O. Wilking, president of the Ready File
Co., Indianapolis, Ind., has taken over the pat-
ents, good will and trade-mark of Wade & Wade,
which firm has for many years manufactured the
well-known fiber needle cutter known by their
name, and will continue the business under the
name of the Ready File Co., but retaining the
Wade & Wade trade-mark. Mr. Wilking an-
nounces that the manufacture of Wade & Wade
cutters will continue in Chicago for the next

sixty days, but at the end of that time it is
hoped that a new and much enlarged factory will
be in operation at Indianapolis, and from that
time the entire activities of the company will be
conducted from the one plant.

The "Howe" in Canada
C. W. Howe, president of C. W. Howe &
Co., Chicago, announces this week that the Rus-
sell Gear & Machine Co., Ltd., of Toronto,
Canada, has adopted the Howe ball-beatring tone
arm and reproducer for its trade in Canada.
The Russell Co. looks after the talking machine
trade in Canada and is manufacturer of the Rus-
sell phonograph motor. This company is said
to be the biggest one of its kind in Canada and
thoroughly covers the trade in that country.
The adoption of the Howe tone arm and repro-
(Continued on page 134)

QUALITY FIRST

Just Say

Send Samples On Approvail

^ecot" ^„„e o pet'

:WeA Vtv - ^\0^^; "tVeat c*^'

?t atvA AaVe ^ tecot^*-

the "Oro Tone" IHustratlnB the
Complete Oro-Tone liln*

1000 to 1010 GEO ROE STREET
CHICAGO, ILJ.S.

134

THE TALKING MACHINE WORLD

June 15, 1921

FROM OUR CHICAGO HEADQUARTERS

(Continued from page 133)

ducer by this company will give the Howe a
strong foothold in Canada.

C. W. Howe & Co. increased their office space
in the Isabella Building in Chicago recently by
taking over additional space, which they have
already fitted up quite sumptuously. The ac-
quiring of this new space enables them to have
more room for demonstration purposes as well
as having desk room for visiting manufacturers.
New Brunswick Model

The latest addition to the Brunswick line is
its new Model 105. This is a snappy-looking
little instrument and comes equipped with the
single Ultona reproducer plus the oval amplifier,
and is furnished in either oak or mahogany. It
is the aim of the Brunswick Co. to get out in-
struments that will fit anyone's purse, and for
this reason the new Model 105 was brought out,
and the retail price of it is $65.

Casey-HuSson Progress

The talking machine division of the firm of
Casey-Hudson, through its sales manager, Frank
Wondra, announces this month that there is a
noticeable increase in buying. This company is
all set for the return of normal business, and
is preparing the motor department to take care
of any increase. The company's four-cylinder
motor is reported to be growing in favor with
the trade, and everj^thing is being done to make
it as efficient as a talking machine motor can be.
Pageant of Progress

The Sterling Devices Co. is making sumptuous
preparations for the big Pageant of Progress,
which will be held on the Municipal Pier of
Chicago, July 30 to August 14. The headquar-
ters of this company are in the Lake Shore
Building, overlooking the lake front and the pier.
From the publicity this big show is getting it is
safe to assume that it will be one of the biggest
things that hit Chicago since the World's Fair.
The Sterling Devices Co. is taking advantage of
the publicity of this show and, knowing that
there will be thousands of visitors coming from
all parts of the countrj^ it is taking it for
granted that many talking machine manufactur-
ers and dealers will be among those present.
For this reason it is planning to have quite a
bit of space turned over as a meeting place for
the talking machine men and it has already
circularized the trade announcing this fact.
Cut Motor Cost

The United Manufacturing & Distributing Co.
recently announced to the trade that it has made
a sharp decrease in the cost of its motors. This
it was possible to do, according to Sales Man-
ager Watrous, because of the fact that the cost
of material and labor has decreased in their par-
ticular instance.

Price Should Have Been One Dollar

On page 137 of the May issue of The World
there appeared an article concerning a Bruns-
wick window display for June, with illustrations
showing miniature facsimiles of window display
services. One of these displays featured "Spring

Wholesale Distributors of

Records

This "Record of Quality" that is played on any
standard disc machine means new business, more
business. We offer real service on shipments.

Write for Dealer Proposition

W. W. KIMBALL CO.

Established 1857
Kimball Bldg., 306 So. Wabash Ave. CHICAGO

Zephyrs" record No. 5051, giving the price as 85
cents. This price is a mistake on the part of the
Brunswick service department and the Bruns-
wick Co. would like to call the attention of the
trade to the fact that it should have been $1.00
instead of 85 cents.

Adds 500 New Dealers

The local office of the Stewart Phonograph
Corp., manufacturer of the Stewart phonograph,
is now located at 1251 South Michigan avenue,
occupying approximately 2,500 square feet for
office and display rooms. This office during the
last few months has added approximately 500
new dealers, among whom are Marshall Field
& Co., The Fair, Boston Store, Rothschild, Hill-
man's and the Summerset Music Shop in this
city; Scruggs, Vandervoort & Barney, Stix, Baer
& Fuller and the May Stern store in St. Louis;
Block's department store in Indianapolis; Wolf
& Dessauer, Ft. Wayne; Boston Store and the
Lyric Music Co., of Milwaukee.

Marshall Field & Co. sold about 400 Stewart
phonographs in twenty days, and some very
successful demonstrations were held at the stores
mentioned, under the personal direction of Miss
Ethel Wallace.

Appointed Paco Distributor

The firm of C. W. Howe & Co. has just been
appointed distributors for Paco record files for
Chicago and surrounding territory. The Paco
file is something new in the way of a record
holder for talking machine cabinets and is manu-
factured by the Phonograph Accessories Co., of

Milwaukee, Wis. Howe & Co. have already
started out to cover Chicago and the rest of the
territory allotted to them; the reports coming
from their headquarters indicate that Paco has
met with quite a reception throughout the trade
here.

Ore-Tone Men on the Go

Over at the headquarters of the Oro-Tone Co.
our old friend, W. C. Tures, is having his hands
full in looking after the output of the Oro-Tone
line, as well as taking care of the general office
business. This lot fell to him when Sales Man-
ager Lee Hunt left for a trip to Iowa City and
other points in the West. President L. K. Scot-
ford is also out of town and is at present travel-
ing through Ohio. Mr. Scotford but recently
returned from a protracted vacation which he
spent on the Coast. He left last October, in-
tending to spend the better part of his vacation
in the Hawaiian Islands, but certain business
dealings came up which kept him in California
most of the time.

Making Quite a Hit

The Victor dealers around Chicago are keep-
ing the mail men busy delivering the New Rec-
ords Magazine, a clever little pamphlet maga-
zine that was recently gotten up by the Reincke-
pniis Co. The little book, which is for the ex-
clusive use of Victor dealers, is being purchased
through the Victor jobbers by their dealers in
greater quantities than had been anticipated.
Brooks Window Display Attracts

One of the biggest drawing window displays

TRANSFER NAME-PLATES I

We make the Transfer^Name - Plates and Trade-Marks for |

the largest talking machine manufacturers in this country and 5

for dealers in every state. f

YOUR NAME. Mr, Dealer, on every machine brings the owner " §

. . back to you or records and his. friends to you for a machine. [i

Samples, Suggestions and Sketches Furnished Free ^

THE MEYERCORD COMPANY, CHICAGO |

Largest Manulacturers of JJEC ALCOlWl ANI A. Transfer Name-Plates p

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June 15, 1921

THE TALKING MACHINE WORLD

135

FROM OUR CHICAGO HEADQUARTERS

(Continued from page 134)

in the local talking machine trade is that in the
Illinois Central Drug Shop at the corner of
Fifty-third street and Lake Park avenue. The
exhibit is nothing more nor less than a Brooks
phonograph in skeleton form, which shows how
the Brooks can continue to repeat the playing
of a record indefinitely. Crowds stand around
this window all day long, apparently fascinated
by the uncanny manner in which the Brooks
phonograph plays the records, and when one is ,
finished moves the reproducer as by some unseen
hand and starts the record all over again.
Victor Dealers Meet
The mid-West Victor Dealers' Association
held one of the most successful meetings of its
career at the Hotel La Salle on the evening of
May 26. Vice-president Edward Dublin took the
chair in the absence of President R. B. Corcoran.
The guest of honor was Ernest John, advertising
manager of the Victor Talking Machine Co , and
Princess Watahwaso starred in the entertain-
ment. There were more dealers in attendance
at this meeting than ever before and souvenirs
in the form of paper hats were given out.

The last meeting of this Association will be
held at the Hotel La Salle on the evening of
June 21 and there will be no further meetings
until after the hot weather is over. The first
of the Fall meetings will be held on the third
Wednesday of Se()tember. The executive com-
mittee, however, will continue its regular meet-
ings during the. Summer.

Vacationizing
Charles F. Bent, president of the Music Shop,
has just returned from a three weeks' vacation.

G. Harry Bent, head of Bent's Logan Square
Music Shop, is contemplating a visit to Califor-
nia within the next few weeks.

Open Attractive Store
Sales Manager G. P. Ellis and V. K. Trem-
blett, of the Chicago Talking Machine Co., have
just returned from a short visit to Appleton,
Wis., where they attended the formal opening
of Carroll's Music Shop. This is an exclusive
Victor store, conducted by Mr. and Mrs. E. F.
Carroll, who have been exclusive Victor dealers
for a number of years in that town. This was
the formal opening of their new store, located in
a new and modern building which they have
recently purchased. Souvenirs, such as small
Victor Dogs and cut flowers, were given out.
This new store is said by many Victor men to
be the most attractive they have ever seen in a
town the size of Appleton.

Some Clever Posters
The Chicago Talking Machine Co. has gotten
out for its dealers some of the cleverest three-
colored window posters that have been seen
around here for a good many days. These pos-
ters are printed up in a way so as to simulate
a tempera- opaque drawing. They are gotten
up for record-announcing purposes, and in con-
junction with the regular text matter there is a
classy little drawing, elaborated by means of the
aforesaid coloring.

New Nursery Record
The first samples of the new Emerson Picture
Records arrived in Chicago the other day, and
their arrival caused much activity in and about
the Emerson headquarters here. They were
merely the first samples, and were turned over
to the salesmen by Manager F. W. Clement.
{Continued on page 136)

STERLING

Tone Arms Reproducers
Non-Set Automatic Stop

Send for samples and prices

STERLING DEVICES CO.

534 LAKE SHORE DRIVE CHICAGO

QUICK SUMMER SALES
WITH KAMP-O- PHONE

Full Rich Tone— Beautiful Case—Quick Profits

FOR once the tone quality of the finest phonographs has been
combined with low price— in a really portable instrument.
Every camper, auto tourist, canoeist, motor boat enthusiast,
picnicker, summer cottager, etc., etc., etc., is a ready prospect for
the Kamp-O-Phone. The first part of a strong national advertis-
ing campaign is already appearing in the June issues of Motor
Life, Motor Boat and Outing. The Kamp-O-Phone is the ideal
proposition for you this summer.

DETAILED DESCRIPTION
Carried like a suitcase— barely 20 lbs.— • ize 8 in. by 15 in. by 13 in.
Plays any disc record. Will hold six 10-in. records in. ide of top.
Guaranteed to have superior volume and
quality of tone. Finished in waxed ma-
hogany with dull brass fittings outside
and nickeled fittings inside. Note the
improved tone arm and extra size repro-
ducer. The Heineman No. 36 motor will
play three 10-in. records on one winding.
This, new instrument is creating an un-
precedented demand. We guarantee sat-
isfaction to your customers— or money
back. Immediate shipments. Prices and
terms on application. The nationally
advertised price of the Kamp-O-Phon

is $35 — you know
such a phonograph.

tlii.'

decidedly under the market f o ■

Merchandise Distributors Co., 136 W. Lake St., Chicago,' 111.

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136

THE TALKING MACHINE WORLD

June 15, 1921

FROM OUR CHICAGO HEADQUARTERS

(Confmued from page 135)

Owing to the fact that he was on his own
hunting ground at the time of their arrival, F. A.
Dempsey, who looks after the Loop trade for
Emerson, made the first home run bj' bringing
in an order from one of his dealers.

The record itself is the regulation nine-inch
size, and by means of a swiveled eyelet is held
between two heavy cardboard covers whereon
are printed illustrations for the rhymes on one
side and the lyrics are printed on the other side.
When this picture record is played it fits over
the turntable like any other record, and by
means of an orifice in the cardboard the needle
is enabled to touch the record surface. The
whole device is so arranged that the records in
the bottom cover revolve with the turntable,
whereas the top cover is held stationary by the
needle as it travels through the grooves of the
record underneath; and in this way the child is
enabled to see the illustrations or read the lyrics
as the case may be. The record contains the
words and music arrangement on one side, while
the other side contains only the music, arranged
in a sort of dance measure that will enable the
little folks to gambol about the machine. They
are all Mother Goose rhymes, and include "Little
Red Riding Hood," "Old King Cole," "Bo Peep,"
"Ride a Cock Horse," etc.

Great Tour of Isham Jones Orchestra

The famous Isham Tones Orchestra, which
records exclusively for the Brunswick, left the
Marigold Gardens, this city, on May 15 for a
tour of the following cities: Lafayette, Ind.,
where under the auspices of the Sheehan-Aiurphy
Co., and the Frelinger Music House, Brunswick
dealers, it played at the Knights of Columbus
ball. From Lafayette it visited Terre Haute,
Ind., where it played at a concert dance at the
Knights of Columbus Auditorium under the
auspices of J. H. Jensen, Brunswick dealer. At
South Bend, Ind., on May 18, the orchestra
played under the auspices of J. H. Lenhard,
exclusive Brunswick dealer. Goshen, Ind., was
visited on May 19, when the orchestra was heard
in connection vriih St. Rita's Guild of the Epis-
copal Church. May 20 the orchestra played at
the Elks Country Club, Ft. Wayne, and was
also heard on Maj' 22 at the opening of the
Indianapolis Canoe Club. On Ma^- 23, under
the auspices of C. H. Herring, Brunswick dealer,
the orchestra was heard in Elwood, Ind. On
May 24 the Elks' Club of Columbus, O., heard
this favorite band. On May 25 the Elks' Club
at Lima, O., enjoyed dancing to the tunes of

Melody Portable Phonograph

Equipped With
Double Spring Motor
Blood Tone Arm and Reproducer
Removable Tone Arm and Winding Key

Durably Constructed. Mahogany Water-
proof Finish. Brass Trimmings. Carries
10 Records. Wonderful Tone — equal
that of a $200 machine. Plays all record
soft, medium or loud as
desired. Portable —
Weighs only 18 pounds.

PROMPT DELIVERY

Here's a Winner for
You!

Write for Sample and
Terms Today.

MELODY NATIONAL SALES CO.

Take It ^V^th You Anywhere !
HaveMusicWhereYouWant It!

In Your Home — In the Nursery
— At the House Party — Camping
Out — At the Summer Home —
Boating or Canoeing —

Portable

190 N. State Street, Chicago, UL

this very popular orchestra. In Lansing, Mich.,
May 26, the orchestra turnished the music at
the opening of the New Arcade ballroom. This
affair was under the auspices of the F. N.
Arbaugh Co., Brunswick dealer. The next stop,
on Ma3' 27, was at the Statler Hotel, Detroit,
where the orchestra furnished the music for a
dance under the auspices of the Brunswick Shop
of that city. The last stop, at Saginaw, Mich.,
on May 28, was a continued demonstration of
admiration for this organization, which was
heard in that same city in February.

The Isham Jones Orchestra returned to the
Marigold Gardens on May 30 for a Summer en-
gagement. Each of the nine players is a solo-
ist, and the group has been molded into a
unified ensemble by that natural leader and
unique "sax" player, Isham Jones, and to lovers
of popular dance music in these various cities
this group of instrumentalists will be a revela-
tion.

Colors and their combinations have "their
day" in music as in dress, and the Isham Jones
Orchestra paints from a palette that is up to the
minute and a trifle in advance.

Lyon & Healy Men's Social Club Plans

The Lj'on & Heah' Men's Social Club is plan-
ning to hold a "basket picnic," August 10, at the
Sand Dunes in Indiana. The affair is to be held
at Miller Beach, and an elaborate program is
now in course of preparation.

Receives Many Inquiries

The Autrola Co., of this city, which displayed
its product at the Drake Hotel during conven-
tion week, has been receiving quite a few in-

Somethin^ New
Write /OAEJECTOR^'BulIetin
Just off the Press

MAKE EVERY DAY
A PERFECT DRYING DAY

RYING SYSTEMSJnc.Xll-irSo.DespIaines St.Chicago

U5E.RS OF OU R DRYERS •PROTECTED BY GROSVENOR PSOCESS PATENT U86.477. . ^;

quiries from jobbers and dealers regarding its
product. The instrument contains a magazine
holding about twenty-five records, which will
play for hours untouched, stopping only when
the magazine is empty. It is furnished in sev-
•eral models adaptable for home use or any place
of public entertainment, such as restaurants, ice
cream parlors, etc. The Autrola Co. was re-
cently incorporated in Springfield, 111., for $1,-
000,000 and A. R. Jones is the president.
Wurlitzer Wholesale Moves
The wholesale establishment of the Rudolph
Wurlitzer Co., which for many years was located
at 615 South Wabash avenue, recently moved to
a new building which that company has ac-
quired at 700 West Jackson boulevard. Not
only are its wholesale Victor activities trans-
ferred to this building, but also its offices and a
number of other departments for the manufac-
ture of small goods. The wholesale talking
machine department is still conducted by Hans
Schlossenger, who has been managing it since
the departure of former Manager L. E. Noble,

MagniileB Sotmd SO Timet
ACME SOUND AMPLIFIER

Enables the repairman to locate the predse
point of origin of unnecessary noise in tlie motor Pficc
without loss of lime or useless disorganization of *
the meciianism which results from guessing or CO CA
the sense of hearing alone. ^ -wv

MAKES EVERY MOVINS PART IMMEDIATELY
ACCESSIBLE

"Guesswork Won't Do"

The ACME allows a with the
drag of the needle throughout the
length of the record.

PRICE

$6.00

A
C
M
E

The

Acme Speed Indicator

— it precision made.
— clears the tone arm.
— locates motor

troubles,
-^registers 76 and 80
revolutions.

"The repairman'* »lelho!eope."

Made by

Acme Engineering & Mfg. Co.

355 Union ParkiCourt CHICAGO

Edison Diamond
Amberolas-Plus Service

You know the quality of Edi-
son instruments. Until you
have placed a trial order with
us, you are unfamiliar with
SERVICE.

A TRIAL CONVINCES

Oar Serric* Coreri the Ctnntrj

William H. Lyons

Formerly Jat. I. Lyon*
17 W. Lake St. Chicago

June IS, 1921

THE TALKING MACHINE WORLD

137

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 136)

who is managing Wurlitzer's Victor department
at 329 South Wabash avenue. The new whole-
sale department is handsomely fitted up with all
modern conveniences, and one section is given
over to represent a miniature talking machine
shop wherein visiting Victor dealers may con-
gregate. Not only is a full line of Victor goods
shown here, but a complete file of all publicity
work sent out by the Victor company as well as
the Wurlitzer company is kept within easy reach
for ready reference. In fact, every idea that can
be utilized to the advantage of Victor dealers,
educational or-otherwise, is within easy reach of
all who call.

Consolidated New Detroit Branch

E. A. Fearn, president of the Consolidated
Talking Machine Co., returned from Detroit a
few days ago, where he attended the opening of
a new branch. It is located at 2957 Gratiot
avenue in a ground floor location, and is the
headquarters for the company's Michigan activ-
ities. Since the company took over the Okeh
jobbing distribution two years ago it has done
excellent work and extended its business mate-
rially and greater facilities for its Michigan
business became necessary. At Detroit it carries
not only a full stock of Okeh records, but also
an extensive line of repairs and accessory parts,
for which the Chicago house has been long
noted. A. P. Miller, who has traveled for the
Consolidated Talking Machine Co. in Michigan
for some time, is the sales manager of the new
branch, and E. Fieck, formerly in charge of
the repair department of the Chicago house, is
office manager.

Open New Local Brunswick Stores

During the past fortnight two new Bruns-
wick shops have been opened in local territory,
one being located at 106 North Oak Park ave-
nue. Oak Park, and the other at 3228 West Mad-
ison street. They will both handle the Bruns-
wick line exclusively, and in addition two more
exclusive Brunswick shops will be opened in the
course of the next few days. One of these

Scotford Tonearm and Superior Reproducer

Illustrating STYLE 3 HNISH
All Parts Plated

Sample Prepaid, $8.50 Nickel— $11.00 Gold

Quantity Prices on C4pplication

Superior Specialties for Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

shops will be established at F;fty-first street and
Prairie avenue and the other at Cottage Grove
avenue and Seventy-fifth street. The owners of
the Oak Park shop are Harry G. Geise and S
W. Henderson, who are well known in Oak
Park musical circles, as they are the heads of
the popular Kuku orchestra. Shalek Bros., who
are well known in the talking machine field, are
the owners of the Madison street shop. The
store is located at the corner of Madison street
and Kedzie avenue, one of the busiest corners
on the West Side.

Cheney Leases Valuable Display Space
The Cheney Talking Machine Co. announced
recently that it had secured a lease on the cor-
ner store of the Plaza Hotel on Sheridan road,
and will use this store to exhibit a complete line
of Cheney talking machines, including the stand-

ard models and the magnificent period types.
The company does not plan to use this store as
a sales headquarters, but as a valuable display
for advertising purposes. W. E. Burr, sales
manager of the company, returned recently from
a trip to several of the leading trade centers,
bringing back with him optimistic reports of the
business situation as a whole.

Energy Phonograph & Supply Co. Plans
The trade was advised this week of the con-
solidation of the Energy Phonograph & Supply
Co., formerly located at 1608 West Madison
street, and the Co-operative Mfg. Co., formerly
located at 1867 Milwaukee avenue. These two
companies will do business hereafter under the
name of the Energy Phonograph & Supply Co.,
with offices at 28 West Lake street.

(Continued on page 138)

AMERICAN

WALNUT
PHONOGRAPH
CABINET

FERY POPULAR

Here's a Good Seller!

That feeling of pride that comes over the manufacturer of such a superb piece as the

AMERICAN WALNUT

Phonograph Cabinet

pictured here, is perfectly natural and justifiable. It's coming to him. For musical
mstrument ca.ses American Walnut is supreme among cabinet-woods.

Manufacturers and dealers: We have some very much worlh-while information
for you. JVrite. Address the producers of American IValnut lumber, the

American Walnut Manufacturers' Association, Room 1022, 616 South Michigan Boulevard, Chicago, IlUnois

The Cabinet-wood Superlative"

138

THE TALKING MACHINE WORLD

June IS, 1921

FROM OUR CHICAGO HEADQUARTERS — (Continued from page 137)

For smoothness and quietness the Casey Hudson "4-cylinder" motor sets a new standard.
Marks a decided advance in fulfilling the demand for a phonograph motor of greater efficiency,
greater, smoother operation and longer life, without material increase in size or price.

Casey Hudson "4 Cylinder" Motor

Plays 6 to 8 10-inch Records With One Winding

Simple in design ; compact ; sturdy ; no unnecessary weight ; mechanically right.

We also manufacture the Old Reliable "KRASCO*' motors

The two sizes of the 4-spring motors are interchangeable with each other and with the two
sizes of "KRASCO" motors. Cabinets may be milled and bored alike for all. Gold finish
on exposed parts if desired.

Manufacturers who value quality would do well to standardize on Casey Hudson motors.
Quantity production of the complete motors in our factories makes for economy. No extras
to buy.

Let us figure on your requirements for 2- or 4-spring motors of highest quality, in any
quantity.

CASEY HUDSON CO.

361 E. Ohio St. CHICAGO Factories, 361 and 451 E. Ohio St.

* KRASCO" 2 and 3 spring

f A Revelation in Smoothness I

The Energy Phonograph & Suppl}' Co. has
more than doubled its business since September
1st last year, and at the present time is expand-
ing rapidly. The Co-operative Mfg. Co. has
operated a most modern and complete repair
shop with a clientele that is well pleased with
the service it receives.

The Energj^ Phonograph & Supply Co. will
occupy the entire second floor at 28 West Lake
street, and will carry a complete line of phono-
graphs, records and accessories, together with
parts for all types of motors, including obsolete
types. An extensive campaign will be insti-
tuted for everj' department of the business, and
particular attention will be paid to the repair
department. The officers of the company are as
follows: Wm. Weisel, president; Joe Cassuboin,
vice-president; Leon J. Zanda, treasurer, and
Afax Targ, secretary.

Activities of Columbia Staff

R. J. Mueller, who previously handled the
lower Wisconsin territory for the Chicago

branch of the Columbia Graphophone Co., will
hereafter be in charge of Iowa territory, with
Cedar Rapids as his headiiuarters. William
Wichorst, formerly a member of the retail
force in Chicago, will take care of the Wiscon-
sin field. R. R. Granquist, Grafonola sales super-
visor, recently visited the trade in Wisconsin.

Will Open New Victor Shop

The Ashland Talking Machine Shop, 6247
South Ashland avenue, is the name of a new
Victor shop which will open in a few days. The
store is under the management of George Glick,
son of Abraham Glick, of the Glick Music Stores.
Gibson Joins Brunswick Chicago Staff

M. E. Gibson, formerly a member of the sales
staff of the Detroit branch of the Brunswick
company, is now a member of the sales depart-
ment at the executive offices in Chicago. Mr.
Gibson succeeds John B. Pitts.

Coombs with Louis A. Schwarz

H- L. Coombs, one of the best known mem-
bers of the Western talking machine trade, has
been appointed Western manager of Louis A.
Schwarz, Inc., manufacturers' representatives,
with headquarters at 21 East Van Buren street.
Mr. Coombs has been associated with the in-
dustry for many years, and his thorough knowl-
edge of every phase of merchandising insures
efficient service and co-operation.

ANNOUNCE NEW PORTABLE

Kamp-O-Phone Placed on Market by Chicago
House Has Features of Interest

Chicago, 111., June 4. — A new portable phono-
graph known as the Kamp-O-Phone is now being
introduced by the Merchandise Distributors Co ,
of this city. This new phonograph has been well

The Kamp-O-Phone
received by the dealers generally, who are plan-
ning to feature it during the Summer months
when it has a particular appeal for boating,
camping and other outdoor sports.

The Kamp-O-Phone, which weighs less than
twenty pounds complete, will hold six ten-inch
records in its top, plays any type of disc record
and is attractively finished in waxed mahogany
and dull brass fittings. For traveling the tone
arm is simply slipped out of the grooves which
hold it" and packed in the tone chamber, and the
crank is stored away in the same manner. The
Merchandise Distributors Co. is planning to give
Kamp-O-Phone dealers practical assistance in
merchandising this machine through intensive
advertising and sales plans.

WE ILLUSTRATE THE

"Handy" Dome Clamp

Quick action for clamping domes and
frames on Talking Machine Cabinets

Write for Catalogue of clamping machinei for
Casei and for all purpoaes.

VENEER PRESSES AND CLAMPS

HANDY MFG. CO.

27 E Madison St., Chicago, III.

June 15, 1921

THE TALKING MACHINE WORLD

139

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 138)

EXCELSIOR PADS

The most satisfactory packing ma-
terial for packing phonograplis for
shipment. Used to advantage by the
largest manufacturers. Send for
prices and samples.

H. W. SELLE & COMPANY

Manufacturers
1000-1016 N. Halsted St., Chicago, III.

iVUKES FINE DISPLAY AT FOOD SHOW

Springfield, Mo., June 1. — The Heer Stores Co.,
of this city, well-known Columbia dealer, fea-
tured an attractive exhibit of Columbia Grafo-

Grafonola Exhibit at Springfield, Mo., Show

nolas at the recent Pure Food Show, held in
the Springfield Convention Hall. The company
secured forty excellent prospects, many of which
have materialized into Grafonola sales.

VICTOR SUMMER FANS POPULAR

Chicago, III., June 3. — The Reincke-EIlis Co.,
of this city, has been advised by dealers that Vic-
tor fans for 1921 are big hits. This year's fan is
the most artistic and attractive that the company
has yet produced, and can be used to advantage
by Victor dealers for distribution at out-door
gatherings, county and State fairs, moving picture
theatres, etc. The new fan is thirteen inches
wide and eight and one-half inches high, litho-
graphed in full colors. On the front there are
portrayed some of the world-famous artists who
make Victor records exclusively, with the repro-
duction of a Red Seal record and the epigram,
"An All-Star Concert in Your Own Home on
Your Own Victrola." On the reverse side there
are reproduced scenes of out-door life and on
this side there is plenty of room available for
the dealer's name and address. It is not at all
surprising that this specialty is meeting with a
large measure of favor.

A GREAT ADVERTISING
CAMPAIGN INAUGURATED

New Co-operative Newspaper Advertising Plan,
Plus National Magazine Publicity, Announced
by the Brunswick-Balke-Collender Co. — Many
Important Contracts Signed

Chicago, III., June 6. — The Brunswick Co. is de-
termined to leave no stone unturned in order to
popularize its machines and records in every
city, town and hamlet all over the world. The
first big steps to be taken along these lines were
announced the other day when Brunswick-Balke-
Collender, through its publicity department,
signed contracts for advertising space in a big
group of the foremost national monthly maga-
zines and newspapers in the country. The num-
ber of accounts closed to date by the Brunswick
Co. involves the following list of magazines:
Saturday Evening Post, Literary Digest, Ladies',
Home Journal, Pictorial Review, Woman's Home
Companion, The Delineator, The Red Book, the
American Magazine, the Cosmopolitan, Vanity
Fair, Harper's Bazar, Vogue, People's Home
Journal, Woman's World, Etude, Musician, and
the Theatre Magazine.

The first of the new national copy was
featured in the Literary Digest June 4 with a
page, and incidentally it may be said here that
the campaign as applied to the Saturday Evening
Post will cause double pages to appear in this
paper in June, July, August, September, Oc-
tober, November and December.

As regards the Brunswick special newspaper
advertisements on its Summer-time record cam-
paign their advertising department has gotten
out some very clever ads. These are being sent
to dealers in mat form only, and space is left
at the bottom for dealer's name and address.

To enable the Brunswick dealers to circular-
ize local. trade with the least expense and loss
of time a clever little postcard folder, which
is a facsimile of. its regular monthly hanger, has
been brought out. This is arranged in such
a way that it does away with the old-time sup-
plement envelopes, and there is nothing left -for
the dealer to do but to stick on a stamp and
write on the address. This little folder will be
sent out each month showing the latest releases.

The Brunswick Co. also announced this week
tliat it has made a special release of "Cherie,"
the fox-trot number that is making such a hit
all over the country, and on the other side is
also an exceptionally popular fox-trot, "Just
Keep a Thought for Me." The record is played
by Carl Fenton's Orchestra, and Leo Feist, the
publisher, is supplying special window streamers,
wliich go forward with the initial shipment of
records. , This particular record will be listed
in the July releases, mailing cards and hangers.

At no time in the history of the Brunswick
business was tlrere evident such a demand for
tlieir phonographs and records as now.

I Period Designs |

I like highest grade |
I Furniture I

Produced by

Chiccu^ , S 31 .

New! New!

APEX Fibre Needle Cutter

Cuts with the grain to the point.
Makes the use of fibre needles as cheap as steel.
No variation in angle or size of cut.
Does nof crush the shell.

Small Size — Simple Construction
For sale through jobbers and dealers.
Retail Price $L50
Manufactured by

W. H. WADE"'' "'cfec"o^^'""'

New!

Nov 2. 1020

•Cuts

* slice so

^ that M ^„.K>
^ can be made
^ a n d M records
. I played with one
4 6bre needle.

140

THE TALKING MACHINE WORLD

June 15, 1921

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 139)

E. J. WADE'S PLANS FOR FUTURE

Chicago, III., June 10. — It is stated in the local
trade that Edward J. Wade, who until recently
was sales manager of the R. C. Wade Co., of
this city, will soon assume an executive position
with the LaSalle Extension University. Mr.
Wade was formerly associated with this organi-
zation before his connection with the Tonofone
sales staff.

COLUMBIA OUTING JULY 20

Chicago, III., June 10. — Plans are practically
completed for the Columbia dealers' outing, to
be held July 20, at Glenwood Park. The Co-
lumbia Co.'s Chicago office is leaving nothing
undone to make this outing a memorable event
and it is expected that the attendance will reach
750. Athletic contests, dancing and novelty con-
tests will form interesting features of a program
which will be arranged to test one's varied
abilities.

'Supreme Talking Machine Value"

Our generous size cabinets, hand-
somely selected veneers, fine piano
finish, improved type of tone arm and
reproducer and big capacity motors
place the Valuphone, at the price at
which it is bought and sold, in the
front row of every live dealer's daily
offering of real phonograph bargains.

Investigate the Value in the Valu-
phone.

We are demonstrating a new
low-level basis of pricing.

Our values are based absolutely on the
low market conditions of the moment,
disregarding all former prices and
former costs.

// price is important to you
Write us to-day.

Control exclusive selling rights on the
most unusual talking machine value in
America.

WIZARD PHONOGRAPH CO.

ANTON CUMMINGS, Pre..
Manufacturers of

Ogden and Robey Stt .
CHICAGO

A Recent Change in the Music World

Distributors for the Nupoint Mfg. Co.

Distributors for the Stewart Phonograph Cos

The New
ImproTcd
Stewart

The Energy Phonograph and Supply Co. and
the Co-operative Mfg. Co. have consolidated
into one concern known as the

Energy Phonograph and Supply Co.

Both of these offices have been moved to
28 W. Lake St., Chicago, III.

The increased capacity, latest equipment and
additional able force will make it possible not
only to continue to serve our old patrons to
their complete satisfaction, but also to serve
new patrons with equal promptness and dili-
gence.

IVe can take care of all your music needs.
Everything for a Music House.

We carry standard makes of Phonographs,
Records and a complete line of accessories.

Let us take care of all your phonograph repairs
and parts.

Write us today.

A si for Descriptive Catalog.

Trial Offer No. 1— Retail Value, $15.00;
Dealer's Price, $7.00. (Including 1 Dis-
play Stand and 100 Packages Assorted
Nupoint Needles.)

Special Offer No. 2— Retail Value, $45.00;
Dealer's Price, $21.00. (Including 150
Free Sample Envelopes — 300 Packages Nu-
point Needles — 1 Display Stand.)

Order direct from this ad.

The Energy Phonograph and Supply Co.

28 W. Lake St.

CHICAGO, ILL

A HANDSOME WINDOW DISPLAY

Whiteman Record of "Underneath Hawaiian
Skies" Featured by Lyon & Healy

A most attractive window display featuring a

drop showing Hawaiian mountains and inevi-
table Hawaiian moonlight with natural palms
situated on either side and the advertised rec-
ord placed in conspicuous positions more for-
ward.

The display card featuring the Whiteman rec-

single record was recently shown in the win- ord, in addition to making the title, "Underneath

Artistic Lyon & Healy Window Devoted to Whiteman's Record of "Underneath Hawaiian Skies"

dows of Lyon & Healy, the nationalh- known
music house of Chicago. It featured the Paul
Whiteman record of "Underneath Hawaiian
Skies," released some time ago by the Victor
Talking Machine Co., and attracted unusual
attention as well as being the means of creating
sales for the record in question.

We are herewith reproducing a photograph of
the display which will give some idea of its at-
tractiveness. It has a specially painted back

Hawaiian Skies," stand out effectively, also an-
nounces that in vocal form Victor records of
the song can be procured as sung by Campbell
and Burr.

The Kimball Piano Co.'s branch in Memphis.
Tenn., reports a strong, steady demand during
May for the Kimball talking machine at its
store in this city and also at the wholesale dis-
tributors.

June 15, 1921

THE TALKING MACHINE WORLD

141

FROM OUR CHICAGO HEADQUARTERS— (Continued from page 140)

LIDSEEN

FIBRE
NEEDLE
CUTTER

Sharpens the needle with-
out removing it from
the tone arm

CONVENIENT

MECHANICALLY RIGHT

Cuts rvith a rotary motion n>/n'c/i is
correct and cuts from bottom to top,

which makes impossible anji fuzzy playing
point.

A Few More Jobbers
Wanted

The greatest seller
of them all. You
only have to show
this to sell it.

Good Profits

You are protected in sales

LIDSEEN

832-840 So. Central Ave.
CHICAGO

WILL OPEN NEW VICTOR SHOP

Chicago, III., June 10. — The Fenton Music Co.
will open next week an exclusive Victor shop at
the corner of Lawrence street and Broadway. A.
C. Fenton, president of the company, formerly
owned the Hyde Park Music Shop, which is
now consolidated with the Fenton Music Co.

LYON & HEALY NORTH SHORE STORE

Chicago, III., June 10. — It is understood that
Lyon & Healy will soon open a handsome store
at 4646 Sheridan road. Located in the North
Shore district, this store promises to be one of
the most up-to-date Victor retail establishments
in that section of the city.

L. L. Haight is arranging for an exclusive
Victor store in McGregor, la. Up to the pres-
ent time he has been handling other lines of
goods, but will concentrate on "talkers."

MANDEL MFG. CO. LIOUIDATING

Chicago Manufacturing Company to Dispose of
Its Entire Property and Good Will and
Terminate Its Activity in Talker Industry

The Mandel Mfg. Co., through its vice-presi-
dent and general manager, M. B. Silverman, an-
nounced this month that this company is liqui-
dating its assets in order to terminate its activi-
ties in the talking machine manufacturing busi-
ness. This move was decided upon during the
meeting of the stockholders recently, when a
resolution to liquidate was passed. Every asset
of this company, including good will, land hold-
ings, property rights, machinery, patents, stocks,
tools and dies, will be closed out. The com-
pany is at present solvent and meeting all its
obligations and when the final recounting comes
along the stockholders will come in for their
share and those owning first preferred stock will
be paid ofif first.

This company has been in existence for about

six years and since the time of its organization
showed phenomenal growth, until about a year
ago it went through complete financial re-
organization brought about by the sudden slump
tliat affected the entire trade.

In the process of liquidation the Mandel Co.
is not forgetting its loyal dealers, with whom it
did business for many years, neither is it for-
getting the owners of Mandel talking machines.
In order to permanently maintain the good will
which the Mandel Co. established throughout its
years of activity in the talking machine industry
it is at present negotiating with another concern
for the purpose of keeping up its service de-
partment, so that the dealers and users of Mandel
talking machines will be taken care of. It is
expected by the officials of the Mandel Co.
that all negotiations and liquidation will have
reached completion within sixty days.

The Pathe phonograph store at Liberty, N. Y.,
has been purchased by H. Lustgarten, a local
merchant.

Announcing the New

MASTERPIECE

CONSOLE

Just what you Need if the Success of Your Business
depends on price plus quality: The latest triumph
of Masterpiece Superiority — Right in Quality —
Right in Price. Is made of five-ply Mahogany
with Hand-Rubbed Piano Finish. Equipped with
Guaranteed Two Spring Motor, Universal Tone
Arm, All Wood Amplifier and Modifier. Also
Heavily Nickel Plated Hardware and the All
Sized Record Racks are built in— and all for a
Price that is astonishing when the Quality and
Superiority are taken into consideration.

Write TODAY for Pri ces and Discounts

MASTERPIECE PHONOGRAPH CO.

2320 So. Western Ave., Chicago, 111.

142

THE TALKING MACHINE WORLD

June 15, 192i

PROMISING TRADE OUTLOOK IN KANSAS CITY TERRITORY

Wholesalers Who Go on Trade Extension Trip Come Back Full of Optimism — Increased Volume
of Advertising Helps Business — Victrolas for Joplin Schools — Other News

Kansas City, Mo., June 7. — General reports
from the wholesalers and retailers of both
talking machines and records indicate that al-
though business totals do not measure up to
those of last year, some satisfactory totals are
being registered by means of increased selling
effort, broader advertising campaigns and other
methods.

Several of the talking machine jobbers made
the Chamber of Commerce trade extension trip
to neighboring States and came back quite sat-
isfied with the general outlook and the attitude
of the small-town and countrj' merchants.

Burton J. Pierce, of J. W. Jenkins' Sons Music
Co., reports that his firm has just passed through
one of the best Mays in the history of the store.
It did an extra amount of advertising, and
pushed business a little more vigorously than
usual, and the results were most gratifying. Mr.
Pierce, who has just returned from the trade
extension trip with other members of the Cham-
ber of Commerce, reports that there has been a
very decided improvement in the equipment of
the dealers who handle talking machines, and
that the feeling all along the line was decidedly
optimistic. He also found that the merchants
were pushing the business by going out into
the country with automobiles, and that they
are fully awake to the necessity of going out
after the business, instead of waiting for it to
come to them.

The Schmelzer Co., Victor wholesaler, is to
have a school for its dealers handling the
Victrola, so as to train them for a preparatory
campaign during the Summer, and an aggres-
sive selling campaign in the Fall. Every phase
of the selling of Victrolas will be discussed and
special displaj-s will be made setting forth the
new plans and methods in the Idea Rooms at
the wholesale department of the company at

2015 Grand avenue. The school will be held
from the sixth to the tenth, and will be under
the direction of D. R. Walsh.

W. C. Junkins and R. M. Gilman are two new
field representatives of the Victor department
of the Schmelzer Co. They have both been
identified with the company for some time, and
are thoroughly fitted to present the strong
points of the Victor machine.

The putting on of a memory contest in the
public schools in Joplin, Mo., was the imme-
diate occasion for the purchase of two new Vic-
trolas, for in order that every school might have
a fair chance in the contest, it was necessary
that each school should have a machine. In
placing these two machines, the equipment of
the Joplin schools becomes 100 per cent Victor.
The memor}- contest was put on under the direc-
tion of Miss Ruth M. Phillips, the music super-
visor, and was in everj- way successful.

A new dealer for the Victor in Kansas City.
Kan., is John Mufich, jeweler, who will make a
specialty of push'ng foreign records. He is a
Croatian by birth, and is prominent in all mat-
ters in which foreign-born citizens are con-
cerned.

Arthur A. Trostler, secretary of the Schmelzer
Co., made the trip with the Chamber of Com-
merce boosters, and reports that the dealers are
not onh' optimistic as to the future, but thai
they generally stated that business had recov-
ered faster than they had anticipated, and that
wherever they were pushing for results the
sales were being made. He says that "the
dealer who is vigorously going after the bu'si-
ness is getting it."

N. A. Bailey, sales promoter for Thomas A.
Edison, Inc., reports that there will be from fifty
to sevent}'- five dealers from this zone attending
the Caravan Convention at Chicago on June 20

and 21, and that there will be a special car leav-
ing Kansas City on Saturday, June 18, over
the Santa Fe at 6 p. m. A very attractive "last
reminder" is being sent out over this territory
in the shape of a card, on one side of which is
printed the picture of a camel, fully equipped
for a journey, and on the other the words,
"Hop on Your Camel and Hump Along to the
Edison Caravan Convention."

Charles R. Lee, of The Edison Shop, 1012
Grand avenue, reports that business during May
has been quite a bit better than in the previous
months of the year, and that the prospects are
bright for the future. He says that the "Mood
Change Parties" put on by his company have
created a great deal of good-will, and given them
a large list of prospects, some of which have
already been turned into purchasers.

M. M. Blackmm. manager of the Kansas City
zone for the Edison, has been at home for a
day or two, following a trip out into the terri-
tory, and is enthusiastic concerning business.
The volume of business is constantly on the in-
crease, and the educational work being done
is resulting in an ever-increasing number
of inquiries. Mr. Blackman, according to
his sales promoter, Mr. Bailee', is not so much
a salesman as he is a business counselor, and
his work is rather to give the information and
traming to the dealer that will result in the
dealer making sales. When th"s is done, and
done in the right manner, there will be no dif-
ficulty in securing the order to replace the ma-
chine sold. Mr. Blackman reports that the use
of the Mood Change Parties opens the doors
of many homes and clubs for the Edison sales-
man, and presents the value of music to educa-
tors a'ld parents in a new and favorable light.

F. M. Briggs, sales manager for the Brun"-
wick, reports that sales have increased month
by month during 1921, but have not yet reached
up to those of 1920. The indications are th-t
the year's business wfll equal, if not surpnss that
of last year. In the Kansas Citv district there
(Continued on page 144)

a^eHOWE

June IS, 1921

THE TALKING MACHINE WORLD

143

The
Plymouth
Portable

Big in Tone
Durably Built
Fool Proof

This shows the machine open and playing, the
tone arm in place and the crank inserted in the
case — the raised cover acting as a sound amplifier
to the horn which opens below.

This shows the tone arm and crank removed
and fitted into spring clamps which hold them
securely clasped when the cover of sound chamber
is closed.

Now a Real Portable!

"PLYMOUTH"

6 Inches High

14" Wide and 15H" Long

(Patents Applied For)

Here is an instrument designed for general use as a portable phonograph, but
especially adaptable for use in automobiles, canoes, etc. Made of oak or covered with
any color waterproof fabrikoid. Power is supplied by a durable two spring motor,
which plays three 10-inch records.

The features of the Plymouth Portable, which recommend it to the customer seeking
a light, compact phonograph, are: Its remarkable small size; its remarkable full tone;
its sturdy construction, and snugly-fitting parts when closed.

Portable record cases, holding 20 records, will be furnished for the "Plymouth."
The cases are strongly built and absolutely protect records from damage.

PLYMOUTH PHONOGRAPH CO.

PLYMOUTH, WIS.

The
Plymouth
Portable

The Ideal
Outdoor
Phonograph

7 /r'.t shcxvs the cover of sound chamber s' lit '.vitli
the tune aim underneath ivhere nothiny can strike
anil injure it. Notice the felt pad at upper left hand
corner which, when closed, fits against needle cups.

144

THE TALKING MACHINE WORLD

June 15, 1921

DON'T PRICK YOUR FINGERS

THE BEN HUTCHES

"PICK-UP" NEEDLE CUP

Is Adapted to All Makes of Cabinets

DEALERS : Send for prices.

MANUFACTURERS should equip their machines with this attractive feature.
JOBBERS' applications now being received.

HUTCHES ENGINEERING ASSN.

451 East Ohio Street, CHICAGO

KANSAS CITY TRADE OUTLOOK GOOD

{Continued on page 142)

are a number of new agencies for the Bruns-
wick; two of them, from which the largest re-
turns are expected, are the Music Shop, at
Bartlesville, Okla., and The Brunswick Shop,
at Tulsa, Okla.

Among the influences which have tended to
increase sales for the Brunswick is the largely
increased advertising the company is doing in
a national way. This is highly appreciated by
the local and district distributors. The reports
from the Mother's Day campaign, put on by the
Brunswick company, are that, where it was
pushed, the results were most gratifying.

E. A. McMurtry, manager of the Kansas City
branch of the Columbia Graphophone Co., has
just returned from the trade trip of the Chamber
of Commerce, and reports that Graphophone
dealers are quite optimistic as to the outlook
for an early increase in rural trade in the phono-
graph line. He says that with the harvesting
of the crops, the sowing done by the constant
advertising of the phonographs, and now the
going out after the business by local dealers,
will without doubt bring a large harvest in
orders.

DOING WELL WITH NEW DEVICE

Manufacturers of the Controla Report That It
Has Been Well Received by the Trade

VICTOR MEN VISIT BOSTON JOBBERS

Boston, Mass., June 6.— G. L. Richardson, Vic-
tor traveling representative in Maine and New
Hampshire, was a visitor at the headquarters of
the Boston Victor jobbers— M. Steinert & Sons
Co., the Eastern Talking Machine Co. and the
Oliver Ditson Co. — early in June, dropping in
while on his way back to Portland from the
Victor factory. Mr. Richardson reported that
he found business to be better in the smaller
towns than in the large cities in his territory.

Art may make a suit of clothes; but nature
must produce a man.

The Phonograph Control Corp., 120 ^vlarktt
street, Newark, N. J., patentees, manufacturers
and distributors of the Controla, a nev/ auto-
matic starting and stopping device, are waging
an energetic campaign in introducing this prod-
uct to the trade and public.

The factory of the company is at 576-82
Eighteenth avenue, Newark, N. J., a plant that
is well equipped and which is already producing
the device in large quantities. The Controla will
fit any make of talking machine, and in the
offices of the company demonstrations of the
product, attached to several well-known makes,
are given daily.

The officers of the company state "that the
object of the Controla is the standardization of
the termination of a playing record, the device
functioning without fail at a given point."

The special features of the Controla are the
starting of the machine by placing the needle
and sound box upon the record; at the conclu-
sion the needle is lifted off the record and the
motor stops immediately. It is simple in con-
struction and is easily attached to the machine.

The company is carrying on an advertising
campaign in local newspapers and a full-page
advertisement recently appeared in the Newark
Star-Eagle. This is to be followed by publicity
in other magazines and newspapers, the copy
carrying descriptive matter and illustrations.

The initial announcement of the Controla was
made in the May issue of The World and the
officers of the company state that already they
are receiving many inquiries from the trade.
The demands received have made it necessary
for the company to acquire more office space,
and three larger offices on the same floor, at
120 Market street, have already been acquired.

Herbert W. Royal, a former attorney of Jer-

sey City, N. J., is president of the company;
B. F. Reeve, a well-known contractor and
builder, is vice-president; Arthur Hein, secretary
and treasurer. Mr. Hein is connected with the
National City Bank. The board of directors
also includes Robert A. Bachman, who is also
general manager of the company; Victor Fegley,
a constructing and designing engineer and in-
ventor of the Controla, and George J. Zisch, who
is president of the Newark Engineering and
Tool Co.

Howson & Howson, the well-known Phila-
delphia patent attorneys, recently forwarded a
letter to the Phonograph Control Corp. stating
that fourteen of the sixteen claims for the Con-
trola had been granted by the patent office.

BRUNSWICK ENTHUSIAST WINS PRIZE

Boston, Mass., June 6. — A Brunswick enthusi-
ast came in for one of the first prizes in the
popular ad writing contest that has been con-
ducted here by the Boston Post in recent weeks,
with the following advertisement: "Brunswick
records for every mood. Records for the brain,
the throat, the heart, the feet. And, of course,
their rich, resonant reproduction by a Bruns-
wick Phonograph." The winner, who received
a prize of $100, was W. H. S. Pearce, of New-
ton, Mass.

OPENS STORE IN HUNTINGTON PARK

San Francisco, Cal., June 6. — A complete line
of talking machine goods and pianos is to be
carried by the Huntington Park Brunswick Shop,
recently opened at Huntington Park, by E. M.
Nelson and J. D. Scouller. Although Brunswick
goods are to be featured, other lines will be
carried, and the new proprietors expect to build
up a large trade in the district.

Virtue by itself is not enough. Strength must
be added to it.

SOUTHERN DISTRIBUTORS

PHONOGRAPHS

and RECORDS

GRAY & DUDLEY CO.

Write Today for Agency Proposition
NASHVILLE - - - TENNESSEE

June 15, 1921

THE TALKING MACHINE WORLD

145

SUMMER ACTIVITIES IN FULL SWING IN DETROIT TRADE

Demand for Small Machines — Business Conditions Reviewed — Leading Jobbers Broadening Out
Their Dealer Representations — Pendleton Takes Charge at Barnard's — News of the Month

Detroit, Mich., June 9. — The arrival of Summer
weather has stimulated somewhat the sale of
small talking machines and records for Summer
cottages. This kind of business always comes
the early part of June when the weather is
warm, as people are getting ready to move to
their Summer places. Then again, many people
buy them for use on canoes — and canoeing is
quite a fad with Detroiters, who have such
splendid facilities at Belle Isle Park.

Speaking of general conditions in the talking
machine business, dealers report to The World
correspondent that May did not hold up as well
as April. This is explained by the fact that
April was a splendid month for the motor manu-
facturers, while in May the demand for cars
seemed to have let up for some reason or other.
Indications are that June and July will show an
improvement in motor car business, especially
now that so many of the companies have re
duced prices, which is bound to stimulate buy-
ing. And when you stop to consider that
Detroit is the hub of motor car activities, so
much depends on production. When the com-
panies are busy the whole town seems pros-
perous; and when they are dull general busi-
ness is quiet with everybody.

Grirmell Reports Expansion

Charles Grinnell, manager of the wholesale
Victor department of Grinnell Bros., reports
that both machines and records are coming
along very promptly from the Victor factory
at Camden, and that as a result they were never
in better shape to fill orders. Some new deal-
ers have been appointed recently and applica-
tions are coming in from all over the State ask-
ing for Victor franchises. Mr. Grinnell be-
lieves that just as soon as motor car conditions
in Michigan adjust themselves, which he feels
will be real soon, talking machine dealers will

have splendid business. Mr. Grinnell is ex-
tremely optimistic about Fall business being
very brisk.

New Jewett Franchises

A. A. Fair, general sales manager for the
Jewett Phonograph Co., who recently moved to
larger quarters in the Penobscot Building, De-
troit, reports that quite a number of new Jewett
franchises have been sold within the past month.
Among those who have added the Jewett line
are Miller & Harris of Belding, Mich., and A. E.
Branch at St. Louis, Mich. Miller & Harris will
also ^dd the complete line to their store at
Greenville, Mich.

Thomas Walker is opening an exclusive
Jewett shop at 7727 West Grand River avenue,
in this city, and is looking forward to very big
business this Fall. Mr. Walker is extremely
enthusiastic about the Jewett line and he is
fitting up one of the nicest shops in the city.

Mr. Fair reports also that in Ohio he recently
added as dealers Grant Holcomb of Warren,
Ohio, and J. H. Hummer & Co., at Ashtabula
Harbor, Ohio.

Wallace Brown a Visitor

Wallace Brown, formerly with the Aeolian-
Vocalion Co., New York City, and one of the
pioneers in the talking machine business in
Detroit, recently paid a visit here renewing
acquaintances in the trade. Mr. Brown made no
announcement of his future connection.

T. C. Pendleton Appointed Manager

The Barnard Music Co., of Jackson, Mich.,
has appointed T. C. Pendleton as manager pf
its Brunswick phonograph department. Mr.
Pendleton was formerly a member of the firm of
Desnoyer & Pendleton, which operated a music
store in that city, and for twelve years was man-
ager of the Jackson branch of Grinnell Bros,
chain of retail stores. The Barnard Music Co.

has put in a very complete department to han-
dle the Brunswick line and it is going after busi-
ness in a way that is certain to bring big re-
sults. A real organization is being built up by
the firm of experienced executives and sales-
men.

Isham Jones Orchestra Heard
The Isham Jones Orchestra of Chicago jour-
neyed to Detroit on Friday evening. May 27th,
and under the auspices of the Brunswick Shop
gave a combination dance and concert at the
Hotel Statler ballroom. About 500 couples at-
tended the affair. The Jones orchestra also
played for dances that same week in Lansing
and Saginaw, the latter city being the home of
Mr. Jones. Those who heard the orchestra went
away more convinced than ever that it is one of
the best in the country, and Manager Quinn of
the Brunswick Shops in Detroit feels sure that a
big sale of his records will result every month
by those who heard him.

Some Popular Records
The most popular dance records of the Victor
company are those by Paul Whiteman; Isham
Jones leads with the Brunswick records; Sel-
vin's orchestra leads with the Vocalion and
Paul Biese leads on the Columbia. Four of the
big hits at present are "In a Boat," "Cherie,"
"Oh Dear" and "Moonlight."

Expanding Vocalion Representation
Sam Lind, of the Lind and Marks Music Co.,
who are the Michigan distributors of the Voca-
lion, is building up his list of dealers slowly,
being careful whom he selects. He has in-
creased the list since being appointed distribu-
tor but says he does not want to build up too
fast, preferring to "wait and be sure" that he
has the sort of dealers who will do things. Mr.
Lind has had 30 years' experience in selling
goods to dealers and in selecting dealers, so
that he is a pretty good judge in that direction.
Mr. Lind does not look for much business in
talking machine lines before September 1st, as
he believes it will take another ten weeks for
{Continued on page 146)

GRINNELL SERVICE

— Is in Keeping with the Supe-
riority of Victor Products

Especially do we pride ourselves on the prompt-
ness with which orders are shipped, and the care
with which they are filled.

With the many railway, boat, interurban and auto
truck lines radiating from Detroit, we are so
situated as to render unequalled service to all
dealers within a very wide radius.

In these features, as in stock of Victrolas and
Records, we are especially well equipped to offer
you most valuable co-operation in increasing your
business.

BrittttellBros

Wholesale Distributors of Victrolas and Records

Cor. 1st and State Sts., Detroit

Building pictured above, located at first and State
Streets, Detroit, is the headquarters of our wholesale
Victrola and Record business

146

THE TALKING MACHINE WORLD

June 15, 1921

ARTo

Phonograph

Records

85c

ARTo

Word RoUs
$1

J VOCo

Word RoUs
85c

Subject to Liberal
Trade Discounts

ARTo RECORDS

FOR JULY, 1921
DANCE RECORDS
9072 Lazy Mississippi (Where the Lazy Mississippi

Flows). Wallz ARTo Dance Orchestra*

Down Yonder. One-step ARTo Dance Orchestra

9071 Emaline. Fo.x-Trot . .Julius Lenzberg and His Orchestra
You Made Me Forget How to Cry. Fox-trot.

Julius Lenzberg and His Orchestra

DANCE RECORDS WITH VOCAL CHORUSES
9067 All By Myself. Introducing: "Someone Else."
Medley Fox-trot. Vocal Chorus by Ernest Hare.

Selvin's Novelty Orchestra
Just Keep a Thought for Me. Introducing: "Daisy
Days." Medley Fox-trot. Tocal Chorus hy

Ernest Hare Moulin Rouge Orchestra

S06S I'm Nobody's Baby. Introducing: "Two Sweet

Lips." MedleT Fox-trot ARTo Dance Orchestra

Wait Until You See My Madeline. Fox-trot.
Vocal Chorus by Al Beilan.. Jules Buffano's Orchestra
VOCAL RECORD
9070 Peggy O'Ncil. Waltz Song. Tenor Solo. Orci.

Accomp Arthur Hall

Honey Rose. Ballad. Baritone Solo, Orch. Accomp.,

Ernest Hare

COLORED VOCAL AND DANCE RECORDS
9063 Wang Wang Blues. Vocal Blues,

Lucille Hegamin and Her Blue Flame Syncopaters
I Like You Because You Have Such Loving Ways.
Vocal Blues.

Lucille Hegamin and Her Blue Flame Syncopaters
'9069 Sweet Mamma, Papa's Getting Mad. Fox-trot.

Hegamin's Blue Flame Syncopaters
Strut, Miss Lizzie. Fox-trot,

Hegamin's Blue Flame Syncopaters

ARTo Word Rolls $1.00
VOCo Word Rolls 85c.
ARTo Popular Rolls 50c.

Subject to Liberal Trade Discounts

ARTo WORD ROLLS

FOR JULY, 1921

1416 Down Yonder. One-step.

1420 1 Wonder Where My Sweet, Sweet Daddy's Gone. Fox-

trot

1417 In a Little Front Parlor on an Old Back Street. Fox-

trot.

1419 It Takes a Good Man to Do That. Fox-trot.

1421 Listening. Fox-trot,

1418 Mimi. Fox-trot.

1422 Molly on a Trolley. Fox-trot.

1423 Oh. Me! Oh, My! From "Two Little Girls in Blue."

Fox-troL

273 Old-Time WalU Songs. Medley No. 2. Introducing:

U) "In the Good Old Summer Time"; (2) "Daisy
Bell"; 13) "School Days."
1415 Peggy O'Neil. Waltz Song.

1424 Who ll Be the Next One to Cry Over You? Fox-trot.
The above Songs without words can be had in the ARTo

POPULAR Rolls, which retail at 50c.

STANDARD INSTRUMENTAL ROLL
8E33I Paderewski Rag. One-step. 60c,.
A Travesty on the Celebrated Minuet.

JEWISH WORD ROLLS
267 Der Erster Chaver. $1.00.
266 Noch a Bisel in Espes Noch. $1.00.
254 Tzurik Kein Zion (Ich Benk Tzurik a Heim). fl.OO.
271 Zion Heilege iBleibst Schum Eibig Bcim Tid). $1.0U.

FRENCH WORD ROLLS
270 Evangeline. Ballad. $1.00.
261 L'Amour C'Est Comme La Salade. $1 00.
269 Reviens. Valsc Chantie. $1.00.

ITALIAN WORD ROLL

274 Slornelli Alia Moda. $1.00.

For other .iRTo WORD and Instrumental Rolls embodying
Songs and Dances of Jewish, French. ItaUan, Polish and
Spanish niusi.-, ar,ijly for catalogs separately listing such
compositions.

Exceptionally liberal terms to Jobbers

THE ARTo CO.

STANDARD MUSIC ROLL CO.

New York Offices, 1658 Broadway
Factories, Orange, N. J.

OUR PRINCIPAL JOBBERS ARE:
CROWN MUSIC CO.. New York City.
PLAZA MUSIC CO.. New York City.
FULTON TALKING MACHINE CO., New York City.
GRIMLER SALES CO., New York City.
ARTo DISTRIBUTING CO., New York City.
WILLIAM H. FERRIS CO., INC.. Brooklyn. N. Y.
THE MORRIS MUSIC PUBLISHING CO.. Philadelphia, P«
CnNStiLIDATtn TALKING MACHINE CO.. Chicago, III.
PENNSYLVANIA ARTo CO., McKeesport. Pa.
Act Quickly and obtain profitable jobbing agency

DETROIT REPORTS A BUSY SUMMER KING ALPHONSO VISITS PATHE

{Continued fro»i page 145 j

Michigan to adjust itself, particularly in the
motor cities. But by Fall he is sincere in look-
ing forward to very good business. "Of course,
dealers 'will not be able to sit idly by, and with
little or no effort get business — those days are
over," he said. "But any dealer who is live,
progressive and on the job w'ill find a heart}"
response from the public."

Mr. Lind is looking forward to tremendous
business on a series of records made for the
\'ocalion by H^nry Theis and his famous De-
troit orchestra last month in New York City.
He is preparing a big advertising and exploita-
tion campaign to sell these records in Detroit
and throughout the entire State. It is the first
time that any Detroit orchestra has recorded for
any of the leading companies, and Mr. Lind be-
lieves the public will buy "like hotcakes." He
expects to have the records ready for sale the
latter part of June and is busy making the nec-
essary arrangements for distribution and map-
ping out his advertising campaign.

The H. N. Ness Co., Inc., Pathe dealer of this
city, announces that the lease on its former
place of business, 1423 Broadway, has expired
and that temporary quarters have been estab-
lished at 228 Grand River West, second floor.
The new permanent quarters which the company
has in view will be ready in October.

Spanish Monarch Orders Two Actuelles and
Makes a Record in the Pathe Laboratory in
Paris— Will Be Sold for Charity

A SALES STIMULATING PLAN

How Henry Taubman, of St. Johnsville, Reached
Factory Employes Successfully

Henry Taubman, Victor dealer in St. Johns-
ville, N. Y., has introduced a very successful
merchandising idea in his city. He called on
the heads of several of the largest factories and
other business enterprises in his city and offered
to supply payroll envelopes of suitable quality
without charge. These envelopes were neatly
printed with the concern's name, and all that
Mr. Taubman sought, in consideration for this
service, was the privilege of printing on one side
of the envelope his own advertising.

This plan proved a particularly good means
of stimulating the sale of Victor records and
music rolls, due to the fact that it caught each
prospect at a time when he had a goodly amount
of cash right in hand. That is a particularly
strategic time to catch prospects, because it is
far easier to spend than to save.

Two Pathe Actuelles have now been installed
in the palace of King Alphonso of Spain. A
month or so ago the King visited the French
capital, and while promenading the Rue des
Italiens dropped into the headquarters of Pathe
Freres. The King inquired whether there was
actually a Mr. Pathe, and, if so, desired to meet '
him. Upon presenting his card, the amazed
salesman immediately ushered the King into M.
Pathe's private office on 'one of the upper floors.
M. Pathe ceremoniously welcomed the royal
visitor, who proved to be entirely democratic
in his actions. The King listened to a number
of records played upon the Actuelle and was
enthusiastic in his praise and backed his enthu-
siasm by immediately ordering two for the royal
palace in Madrid.

King Alphonso was also much interested in
the process of recording and inquired whether
it would be possible to witness the process. M.
Pathe told him that there would be no record-
ings that day, but asked the King whether he
would care to record himself. The King en-
tered heartily into the spirit of the occasion and,
taking off his coat, in the manner of all good
artists on a hot day, spoke into the recording
instrument. He spoke in his native Spanish
tongue and his message was a tribute to the
qualities of the Actuelle. His Royal Majesty
graciousl}' permitted Pathe Freres to sell these
records, and it was decided to devote the profits
from the same to charity work among the needy
children of Spain.

A CONVENIENT LITTLE VOLUME

The Fred. Gretsch Mfg. Co., wholesaler of
musical merchandise, has recently prepared a
booklet for the retailer featuring its oboes,
bassoons, bass and alto clarinets and sarsuso-
phones. These instruments are ones that are
usually not numerous, but the Fred. Gretsch
Mfg. Co. has been able to assemble an excep-
tionally good selection and its circular calls par-
ticular attention to the numbers in stock and
the reputation of the makers of the various in-
struments.

Develop Summer trade, but keep in mind Fall
business is coming — hence, prepare!

VELVET COVERED TURNTABLES

ADD TO THE QUALITY OF MACHINES

A.W.B. ,6,

VELVETS

THE BEST TALKING MACHINES ARE EQUIPPED WITH

A. W^. B. BOULEVARD VELVETS

GRAND PRIZE-GOLD MEDAL, ST. LOUIS EXHIBITION

WRITE FOR SAMPLES AND PRICES

A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York

ESTABLISHED 1845

June 15, 1921

THE TALKING MACHINE WORLD

147

TALKING MACHINE DEALERS NOW STOCKING SHEET MUSIC

Increasing Tendency on the Part of the Retail Members of the Industry to Install a Sheet Music
Department — Works Well With the Handling of Records

ownYonder

BY L. WOLFE OILBERT

According to reports of sheet music jobbers,
there is an increasing tendency on the part of
talking machine dealers to stock sheet music.
This, of course, is particularly true of stores
which make a feature of records in contradis-
tinction to those who run complete talking ma-
chine stores.

The sheet music jobbers are, of course, lend-
ing every encouragement to dealers interested
in selling such goods and while no effort is
being made to interest the whole industry inas-
much as most of the jobbers feel that many
dealers could not handle sheet music advan-
tageously, they are under the impression that
many shops will find such a department a ready
source of revenue, particularly such dealers as
find it necessary to carry stocks other than talk-
ing machine goods to supplement their incomes.

There is no doubt that such dealers could
handle popular sellers advantageously and in a
manner that would not involve the carrying of
large quantities of goods and without a large
investment. In fact, such a department can be
instaHed with as little as $100 or $200. Where
the dealer displays only fifty of the current hits

he will find these move fast even in depressing
periods and inasmuch as the jobbers who would
supply him with the goods are conveniently
located in various sections of the country he can
replenish his stocks overnight. Thus time is
saved and money is made.

It is not thought that the sale of sheet music
will in any wise affect record sales and even
where a record is purchased there is likely to be
an additional sale of the number in sheet music
form. At least that is the substance of reports
gathered from a numher of dealers actively en-
gaged' in the carrying on of such departments.

The amount of space need not be large, as
music racks can be procured that display titles
effectively in very small space. Such goods can
be displayed in the windows in connection with
the records of the same title and inasmuch as
most of the title pages of songs are issued in
an attractive manner it would often add to the
value of such displays. For the dealer who feels
the need of additional revenue there is no doubt
that shefet music should be given consideration,
particularly in preference to lines that are not
allied with the music industry.

>Vll<3tlOMl Hit

SOME NEW MUSICAL COMEDIES

Several Attractive Numbers Found in the Scores
of New Musical Plays Recently Opened on
Broadway — Some of the Successes

Among the musical shows which have recently
had their premieres is Oscar Straus' operetta,
"The Last Waltz," which is now playing at the
Century Theatre, New York, and which prom-
ises to play a long season. Oscar Straus will be
remembered as the writer of "The Chocolate
Soldier," and there is evidence of this show
attaining the same success as his previous work.
Among the song numbers of the show are
"Charming Ladies," "A Baby in Love," "The
Next Dance With You," "The Last Waltz,"
"Now Fades My Golden Love Dream," "Two
Little Dimples," "Live for Today," "The Gallant
Cavalier" and "The Whip Hand." The score
and interpolated numbers are published by the
Tama Music Publishing Corp., New York City.

Another opening was that of the musical ver-
sion of James M. Barrie's comedy, "Quality
Street," which opened at the Shubert Theatre.
New York City. It is presented under the title,
"Phoebe of Quality Street." The music is by a
Viennese composer, Walter Kollo, with Eng-

lish lyricsi by Edward Delaney Dunn. The
following are some of the musical numbers: "A
Dream of Joy," "The Promise of the Rainbow,"
"The Autumn Sun," "Dawn Grows to Morn-
ing," "Oh, Let Us Be Merry," "Waltzing Is
Spreading from Land to Land." The Tama
Alusic Publishing Corp. is also the publisher of
the score.

A new musical review, "Peek-a-Boo," opened
a summer season at the Columbia Theatre,
New York City. This work has a specially
written score, although it is billed in a bur-
lesque house and this, of course, is unusual.
The lyrics of the song numbers are by P. D.
Cook and Harry Archer, and include: "Hitch
Your Wagon to a Star," "Cuddle," "My Melody
Dream Girl," "Ornamental Oriental Lane," "I
Want a Syncopated Wedding," "In the Days of
Peek-A-Boo," "Every Trouble Is Like a Bub-
ble." There are also interpolated the songs
"Cherie" and "Peggy O'Neil." Leo Feist, Inc.,
is the publisher of the above numbers.

"Shuffle Along," produced and played by a
company of colored -performers, would evi-
dently mark the return of the days of Williams
and Walker, with some added improvements of
modern character, which make it, if anything,
more entertaining. Noble Sissle and Eubie

L. WOLFE GILBERT MUSIC CORP.

165 W. 47th St. NEW YORK

Blake are responsible for the music and lyrics
and both play important parts in the cast. The
three most successful numbers in the show
probably are "Love Will Find a Way," "Every-
thing Reminds Me of You," "Bandanna Days."
Other musical numbers which will give some
idea of the type of show "Shuffle Along" is, are:
"Simply Full of Jazz," "Wild About Harry," and
"Baltimore Buzz." M. Witmark & Sons publish
the score of "Shuffle Along."

VICTOR DEALERS CO=OPERATINQ

Fred Fisher, Inc., is receiving the co-operation
of many Victor distributors and dealers in a
campaign of publicity on the record, "I Found
a Rose in the Devil's Garden." Many dealers
are making a special window display and are
using other methods to create added interest in
this song and instrumental success with what
special advertising material has been issued by
the publisher.

"Pucker Up and Whistle ('Til the Clouds
Roll By)," a recent addition to the above firm's
catalog, will be exploited with the aid of a spe-
cial campaign now being prepared.

'MIMI" A PROMISING NEW SONG

Shapiro, Bernstein & Co., Inc., have just
issued a new song by Conrad, the writer of
"Margie" and "Palesteena." It is entitled "Mimi"
and is said to rival anything he has previously
written. Shapiro, Bernstein & Co., Inc., the
publishers, will give the number unusual pub-
licity.

CAl

The Waltz Hit of the Season

Drk¥ IXTyt Y ITY Y Jk

Brunswick

' • No. 2110 Aeolian - - No. 14189

Olympic - ■

- No. 14105

Okeh - -

Melodise

- No. 786

Pathe - -

No. a 20551 ^^^^^^$4^

Paramount •

■ No. 20059

Edison

HARRISON MUBIC PUBLISHINCCO

Nn. 50798 = » • ^icg?-'

Emerson -

• No. 10391

148 (World of Music) THE TALKING MACHINE WORLD

June IS, 1921

OUTSHINES^.

TMEM •

ALL !

PHENOMENAL SONG .
FOX-TROT HIT!'. !'.!. .

* • ♦ ' . *

» . «

•••• *

MENRY LODGE

WRITER
01=

'temptation rac''

'OERALDIHE" WALTZ

Your Jobber Can
Supply You

Sheet Music

Talking Machine
Records

Player Rolls

Greatest Song One-Step Ever Published

June 15, 1921

THE TALKING MACHINE WORLD (World of Music) 149

|.iiiiiii;,ii:!iiiiiiiiiiiiiiiiiiiiiiiiiiiiiii:iiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiNi!iiiii^

I SHEET MUSIC IN RECORD SHOPS |

I By SIGISMUND BLUMANN

The sale of -any commodity is in proportion
to the demand. Now that is so apparent a tru-
ism as to be almost funny when stated. But
demand may be greater or less than need. The
demand for prayer-books, the good people tell
us, is far under* the need and the same authori-
ties assure us that the demand for alcoholic
drinks is enormously beyond the need. So we
find our truism rather a paradox.

Demand is not so much a natural condition,
we may deduce, as a frame of mind. It may be
depressed or stimulated. Neglect in keeping
pace with the times in one instance and judi-
cious exploitation vigorously pursued in the
other are examples. Neglect takes many forms,
it is passive but potent. Exploitation means
fewer things but equally important on the posi-
tive side: Advertising, distribution, quality and
price.

We wish to deal with only the first two.
These are correlated and interdependent. Ad-
vertising is futile and money-wasteful unless
hooked to distribution. Publicity of the right
sort is bound to create or stimulate demand, but
unless that demand can be locally and imme-
diately satisfied it Is lost. The beads burst
quickly in the glass, popular desire is evanes-
cent. So we find the connection, the tie that
binds exploitation and supply.

But having the goods placed is not merely a

sequence in the publicity campaign — it is an
essential, initiative part. The display of the
thing is a wonderfully effective form of adver-
tising. In fact, so important that experts are
reluctant to risk an opinion as to which is
approach and which is follow-up.. This is -in
favor of putting the display in its place — -the
sale can be closed only when the tangible thing
has changed hands. An order for a thing un-
seen is a tentative preliminary to a sale, as many
a shopkeeper will tell.

Therefore, in coming to our subject more
specifically we may deduce that a certain piece
of sheet music — other things being in its favor
— will sell in proportion to the merits and quan-
tity of advertising and in a like ratio to the
efficiency and spread of its distribution. What
must we decide, then, in considering whether or
not record dealers, numbering thousands, stra-
tegically'and advantageously located, should or
should not handle sheet music? We are asked
to weigh the possibility of the regular music
shop being forced out of business. Apart from
the logic of the case, the record dealer might
make the same contention as to music stores
selling records. Truth compels the conclusion
that sales increase with competition. The more
sheet music is displayed the greater the selling
stimulus. Demand in the case of popular music
feeds and grows on itself, so that we may say
that the* music dealers will not be detrimentally
affected by the sale of sheet music in the record
stores, but that, sharing in an improved and
augmented demand, they will actually be bene-
fited.

MUSICAL COMEDIES ON SCREEN

"The Last Waltz" and "Phoebe of Quality
Street," With Music, in Film Form

What evidently marks a new era in song ex-
ploitation is the recent announcement that the
Famous Players-Lasky Co., through its subsid-
iary, the United Plays, has secured the screen
rights for the musical show, "The LaSt Waltz,"
and "Phoebe of Quality Street," as well as
numerous other foreign productions with the in-
tention of screening these productions following
their usual tour in musical comedy form.

This is in line with the higher-class musical
programs found to-day in motion picture houses,
brings into motion pictures the current works of
such composers as Straus, Lehar and Jean Gil-
bert and other figures, and will, without d'oubt,
advance the plane of motion picture exhibits as
well as, from a dealer's standpoint, create a
much larger sale for a number so exploited.
This, of course, will include the sale of the music
in record, roll and sheet music form, and all this
over a much longer period than was heretofore
possible.

NEW SPECIES OF COMPETITION

Musical comedies, revues and special vaude-
ville shows, presented as musical plays, will,
after a lapse of about six years, have the compe-
tition of foreign operettas and musical plays of
the better class to compete with during the
coming season. Already there are two of these
opened on Broadway and the Fall will see
dozens of productions of such caliber.

Among these, the rights of which are already
secured for American presentation, are: "The
Love Devil," which ran over two hundred times
in Vienna; "The Fairy Tale of a Great City,"
which is still running there; "Hazard." "The
Village Musicians," another operetta by Oscar
Straus, and "The Sweetest of All," by Jean Gil-
bert, now running in London.

Henry W. Savage will revive "The Merry
Widow" and he is also at present in Vienna and
will, undoubtedly, bring back some of the newer
Franz Lehar works.

ISSUE "SWEET YESTERDAYS'

Boosey & Co. have just issued a new song
from the pens of Arthur J. Lamb and Alfred
Solman, entitled "Sweet Yesterdays." The
above writers are also the authors of the Boosey
number, "The World Can't Go Round Without
You."

TWO NEW ROMBERG PRODUCTIONS

"Blossom Time" and "Bal Tabarin" to Be Pre-
sented by Shuberts in the Fall

Sigmund Romberg, composer of "Maytime,"
"Love Bird," and other musical shows, will have
his "Blossom Time," founded on the melodies
of Franz Schubert, and a new piece, "Bal Taba-
rin," produced by the Shuberts early this Fall.
The music of the former will be published by
Leo Feist, Inc., by special arrangement with M.
Witmark & Sons, and the latter firm will pub-
lish the music for "Bal Tabarin."

The Robert Norton Co. announces the release
of a new one-step, entitled "Dixie," which will be
exploited during the Summer and Fall.

Forster Music Publisher, Inc., Chicago, III.,
lias purchased from Ted Garten, of Boston, the
song entitled "Listening."

Jack Mills, Inc., has purchased the Pacific
Coast hit, "Sleepy Head," for a sum which is
said to involve close to $20,000.

MUSIC FOR "PECK'S BAD BOY"

The distributors of Jackie Coogan's latest
motion picture, "Peck's Bad Boy," are co-operat-
ing with Irving Berlin, Inc., in exploiting the
song of the same name in conjunction with tlie
exhibition of the picture.

Charley Straight and Roy Bargy have Written
an Unusually Attractive Fox Trot Ballad

IT MUST BE

SOMEONELIKEYOU

starting Splendidly!
CHICAGO McKINLEY MUSIC CO.newyork

ISO (World of Music) THE TALKING MACHINE WORLD June is, 1921

Arthur West's Big Hit in ''Sunlcist"

"ANNA IN INDIANA"

A CLEAN Comedy Song — And a Melodious Fox Trot

Indiana and Forty-Seven other States will tiear
tills Number all Summer

Published by Broadway Music Corp., 145 W. 45th St., New York

WALTZ AND ONE=STEP IN FAVOR

Return to Popularity of Older Dances Expected
to Lead to Increased Interest in and Sales of
Songs in Sheet Music Form

Various music publishers, who have branch
offices in various parts of the countr}^ say that
there is a decided demand everywhere for one-
steps and waltzes, which indicates that the sway
of the fox-trot is waning somewhat. There are
those who believe that the waltz will predomi-
nate in dance circles this coming Fall, and that
the one-step will bid for second honor. Even
in New York, where the fox-trot has had greater
popularity than in any other part of the country,
orchestras which have played fox-trots almost
exclusively are now including a goodly number
of waltzes and one-steps in their programs.

From the musical standpoint there is one
thing that is in favor of the waltz and one-step,
as compared with the fox-trot. Although the
modern fox-trot is known as a "melody song,"
the actual melody of the piece is frequently lost
in the special dance arrangements issued by pub-
lishers and the indi^ndual interpretations given
the numbers by some of the orchestras. Al-
though these arrangements are advantageous
from the viewpoint of the dancer, they do not
in any -sense serve to promote the pop'.ilarity of
the number in song form, and it is believed
actuallj- interfere with the sale of the song
arrangement.

In the case of one-steps and waltzes, the
melody is likelj' to be strongh- featured even in
the most elaborate dance arrangement, for -in
such cases the rhythm is found in the melody
itself. With waltzes and one-steps coming back
into favor, therefore, the publisher looks forward
to an increase in the demand for the vocal '
arrangements of the numbers brought about by
their exploitation by orchestras.

Songs in vocal form to-day are a second con-
sideration, owing to the great popularity' of
dance orchestrations, and, of course, every' chan-
nel of activity naturally cashes i\i on what is
seemingly most popular with the public. !Many
believe that exploiting musical numbers through
the medium of dance orchestras lends to de-
crease the sale of the number in vocal form. and.
where the records are concerned, there is, if

cent, in the possible sales of every given num-
!)er. A number rendered by the dance orchestra.
\vhere the melody is featured, would still be
popular in vocal form with an increase in sales
for vocal arrangements.

Of course, there can be no immediate change.

STARTING FALL EDUCATIONAL WORK

Summer Season Offers Great Opportunity for
Getting Productive Campaigns Under Way

In urging their dealers to start their Fall edu-
cational plans now the Stewart Talking Ma-
chine Co., \'ictor wholesalers of ' Indianapolis,
Ind., are offering advice that might well be
followed b\' Victor dealers in all sections, ^^'ith
more or less leisure during the Summer season
music supervisors and teachers in the schools
are in an excellent position to give proper con-
sideration to the new educational records and
to map out effective campaigns for the coming
Fall and Winter, with Victrolas and records
occupj'ing prominent places in the plan.

Miss Hobson, head of the educational depart-
ment of the Stewart Co., has been making a
special tour of the music schools .throughout
the State, giving lectures to the graduates who
will be included among the music supervisors
next year. She has also taken occasion to lec-
ture before normal schools and colleges and this
work should be productive of excellent "results.

THE UKULELE POPULAR IN SUMMER

Buegeleisen & Jacobson, wholesalers and im-
porters of musical merchandise, Xew York, has
found that the seasons in their turn exert a
favorable influence on different instruments. In
the Summer months the ukulele is in the ascen-
dency. The popularity^ of this Hawaiian instru-
ment in the canoe, the camp or on the hotel
veranda is strong. Accordingly', -Buegeleisen
& Jacobson have featured the ukulele to the
dealers they serve and urged a special campaign
for the Summer months on this instrument.

Chase & ^^'est, Des Moines, la., are carrying
an advertisement on the large curtain in the
Empress Theatre, that- city. -In this way thou-
sands of people will be able to read their adver-
tisement every week and thereby get in touch

because such things do not happen overnight,
but indicatfons point to such a change, and, if it
is successfully brought about, it may increase
the demands for song and instrumental titles
in all their various forms to the advantage of
the publisher and the sheet music dealer.

PROMINENT VISITORS FROM ABROAD

Managing Directors of Carl Lindstrom, Ltd.,
Arrive Here for Brief Visit — Max Straus Dis-
cusses General Conditions Here and Abroad

Max Straus and Richard Seligsohn, managing
directors of the famous European house of Carl
Lindstrom, Ltd., Berlin, Germany, arrived in
this country a few weeks ago. While here they
conferred with Otto Heineman, president of
the General Phonograph Corp., regarding vari-
ous important matters, the details of which will
be announced later. The General Phonograph
Corp. has the representation of the United
States, Canada, Cuba and Mexico for the prod-
ucts of Carl Lindstrom, Ltd.

In a chat with The A\'orld Mr. Straus, who
is one of the best-posted talking machine- men
abroad, commented interestingly upon conditions
in this country, stating: "The American talking
machine industry has made tremendous strides
since I visited here a few years ago, and judg-
ing from all indications manufacturers and deal-
ers have unlimited possibilities. I was greatly
impressed with the efficient methods that have
been adopted by the manufacturers as a whole,
and from a trade angle it seems to me that the
possibilities for the talking machme business in
America are vastly greater than abroad. The
American public absorbs tremendous quantities
of merchandise far more readily than the buying
pul)l!c in Europe and the purchasing power of
the people in this country is way beyond that
of any country in the world.

''There is apparently a decided preference in
America for quality merchandise and the Ameri-
can public, judging from all indications, has
been educated to appreciate high-class merchan-
dise. It is this appreciation of quality prod-
uct that is going to be a prime factor in the
future development of the talking machine in-
dustry in America."

CLOSES AN IMPORTANT CONTRACT

Phil.\1)Ei.i'hi.\, P.\.. June 7. — Joseph Jacobs, head
of the Arion Record Import, 5001 Germantown
avenue, this city, who recently returned from
Germany, where he had spent two months, an-
nounces that while there he closed a contract
with the Polyphone Werke Aktien Gesellschaft.
Mr. Jacobs is said to be an authority on for-
eign language records and he states he has
selected a list of 500 numbers from the immense
catalog of the Polyphone Co. as being best
adapted to the German-speaking element in this
country. Mr. Jacobs states that he is very
much entliused over the quality of these records.

the contention is true, a loss of, say, 50 per with this well-known talking machine house.

RECORDS PRESSED

Our factory is fully equipped to manufacture phonograph records complete.

RECORDING

Our laboratory invites recording from other companies.

ELECTRIC RECORDING LABORATORIES, Inc.

210 Fifth Avenue New York City

INQUIRIES INVITED

June 15, 1921

THE TALKING MACHINE WORLD

151

SONORA JOBBER IN NEW YORK

Greater City Phonograph Co. Appointed Sonora
Jobber for Greater New York — Maurice Lan-
day Is President of New Company

The Sonora Phonograph Co., New York, has
announced the appointment of the Greater City
Phonograph Co., Inc., as Sonora jobber in the
nietropolitan district. The company will have
-its headquarters at 311 Sixth avenue, New York,
and will take care of the Sonora trade in Greater
New York and as far north in the State as
Poughkeepsie.

Maurice Landay, formerly retail sales man-
ager of Landay Bros., and well known in talk-
ing machine circles in the East, is president of
the company, which will devote its activities ex-
clusively to the wholesale distribution of Sonora
phonographs and Sonora accessories. As retail
sales manager of Landay Bros. Mr. Landay at-
tained exceptional success, and his thorough
knowledge of merchandising will enable him to
give valuable co-operation to Sonora dealers in
the development of their business. He resigned
from the Landay Bros, organization about a
■year ago, and has spent a considerable part of
his time traveling through the United States,
England and Scotland on combined business and
pleasure trips.

Sidney Coleman, who was associated with the
Sonora Phonograph Sales Co. for the past four
years, has joined the sales staff of the Greater
City Phonograph Co., Inc. Mr. Coleman is pop-
ular among Sonora d'ealers in the metropolitan
district, and thoroughly understands their sales
problems. ■ '

Wm. Tomford, who is also well known in the
local talking machine trade, having been asso-
ciated with the Musical Instrument Sales Co.,
has been appointed office manager of the new
S'onora jobber, and will be in charge of the
dealer service and order departments. He will
be assisted by .Arthur Morris, who has spent
several years in the talking m-achine business.

.A-Ccording to present plans Mr. Landay will
keep in close touch with Sonora dealers in met-
ropolitan territory, visiting them at frequent
intervals and co-operating with them along prac-
tical lines. His many years' association with
Landay Bros, has furnished him with an intimate
knowledge of talking machine activities, which,
can undoubtedly be used to advantage in h'.s
new connection.

COLUMBIA NEWS FROM NEW HAVEN

New Haven, Conn,, June 8,— A truckload of
Grafonolas left the New Haven branch of the
Columbia Graphophone Co. a few days ago for
S, Rinaldo, exclusive Columbia dealer at Mid Uc-
town, Conn. Mr, Rinaldo is conducting the
truck sales plan with considerable success.
.Among the recent visitors at the New Ha\en
Columbia branch were the following: S. I\ina!do,
of Middletown, Conn.; .\. Purer. Furcr Bros.,
Bridgeport, Conn,; Nathan Billy, South Norwalk,
Conn,; Jos. Feinblum, Hartford, Conn,; Mr,
Blair, of the Grafonola store, Waterbury, Conn,,
and Mr, Richards, representative of the Van
Veen Co,, of Philadelphia, Pa.

ROSENBLATT ON OKEH RECORDS

The General Phonograph Corporation an-
nounced recently that Josef Rosenblatt, one of
the most popular Jewish Cantors, had arranged
to record for the Okeh library. This celebrated
Cantor has already made several Okcli records
which are now in the hands of the dealers, and
which, judging from all indications, will meet
vC'ith a ready sale, Mr. Rosenblatt is widely-
known throughout the country, and his various
c&ncerts in the leading cities have been attended
by capacity audiences.

H, L. Obert has joined the traveling sales
forces of Mickel Bros, Co , Des Moines, la. This
completes a quartet of travelers — Messrs, Obert,
fenrnett, Lundquist and Peters.

CAPITAL NOW FOUR MILLIONS

Sherman, Clay & Co. Enlarge Capital to Care
for Great Expansion of Business

San Francisco, Cal., June 7. — Probably the most
important event of the week in northern Cali-
fornia music house circles is the decision by
the directors of Sherman, Clay & Co. to increase
the capitalization of that concern from two
million to four million dollars. This was found
necessary to care for needed expansion and a
larger volume of both new and old business,
'ihere were no wildly heralded announcements
of this action, which took place on May 27, but
those intimately Connected with the large firm
had known of the intended move for some time.

The Iowa Victor Dealers' Association at a
recent meeting held in Des Moines, la., consid-
ered arrangements for the annual convention to
be held around the middle of September. There
will be, as usual, a very interesting educational

OPENS NEW YORK SALES OFFICE

Magnavox Co. WiU Have Permanent Sales
Office in New York — Sales Manager Davis
Will Make His Headquarters Here

The Magnavox Co., manufacturer of the Mag-
navox, has announced the opening of a perma-
nent New York sales office in the Pennsylvania.
Terminal Building, 370 Seventh avenue. W. R.
Davis, sales manager of the company, who has
heretofore made his headquarters at Oakland,
Cal., where the general offices and factory are
located, will be in charge of the New York sales
office, assisted by E. M. Grant and G. J. Corrigan
as sales engineers.

The success of the Magnavox in the East has
been little short of phenomenal, and the J. O,
Morris Co,, Magnavox distributor for New
York and New England, has co-operated with
the dealers to excellent advantage. The opening
of a permanent sales office in New York will
undoubtedly prove an excellent move for the

irogram for this event. ■

future development of Magnavox business.

Puri-Tone Phonograph Products

A Quality Product as Perfect
as the Name Implies
PURI-TONE ATTACHMENT

For playing
Lateral cut
records on the

Edison
Phonograph

No Bend

No Curves

A straight
tone passage
at all times.
This attach-
ment is by far
the most su-
perior instiu-
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today.

Best by
Experience

The Reproducer —
A Perfected Sound-Box

Constructed on NEW scientific princi-
pies, THE "TYMPANUM" construc-
tion of the diaphragm is a distinct
feature of 'this high class reproducer,
while the special composition dia-
phragm is a departure in the reproduc-
ing field.

The Tone is the Test
You Will Be Convinced on Hearing

Write Today for Samples

The Puritone Phonograph Co., Inc., 347 Fifth Avenue, New York City

152

THE TALKING MACHINE WORLD

June 15, 1921

POOLEY LINE IN NEW YORK

LANDAY BROS. TO RETAIL SONORA PUBLICITY FOR KIEFER MARCHES

Bloomingdale Bros. Will Handle Complete
Pooley Line for Greater New York — Impor-
tant Announcement by Manager Berkley

Well-known Dealers to Handle Sonora as Well
as Victor — Statement by Max Landay

H. D. Berkley, manager of the talking ma-
chine department of Bloomingdale Bros., New
York, announced this week that arrangements
had been closed whereby his department would
handle the complete line of Pooley phonographs
manufactured by the Pooley Furniture Co., of
Philadelphia. Pa. It is understood that Bloom-
ingdale Bros, will have the exclusive represen-
tation for this line in Greater New York.

In a chat with The World, Mr. Berkley stated
that this deal was closed by Bloomingdale Bros
without any member of the firm having seen the
product, as the prestige and standing of the
Pooley Furniture Co. in the furniture line was
sufficient to bring the negotiations to a close.
The Poole}' phonograph will be featured exten-
sively by the Bloomingdale talking machine de-
partment, which will handle, in addition to the
Pooley line, the Victor, Sonora. Columbia and
Brunswick lines.

LOUIS J. PERSON RESIGNS

Louis J. Gerson, for over ten years buyer and
general manager of the talking machine depart-
ment of John Wanamaker, New York, resigned
from this position the first of last week. Mr.
Gerson"s plans for the future have not yet been
announced, but he expects to take a rest before
resuming active duties. He is well known in
the talking machine trade, being one of the vet-
erans of the industry, and thoroughly familiar
v;ith every phase of the business.

Landay Bros.. Inc., New York, one of the
leading Victor dealers in the country, announced
this week that arrangements had been com-
pleted whereby it would sell the Sonora line
hereafter, as well as the Victor line. Max Lan-
day, head of Landay Bros., referring to this im-
portant deal, stated:

• "Our action is taken only after long and ma-
ture deliberation. We felt the public pulse
through our many stores and were thoroughly
convinced of the wisdom of adding this line.
Every sign of the times indicates that in add-
ing the Sonora line we are taking our greatest
forward step of recent years. We now have
the two great phonographs of the world, a com-
bination that can meet any and all competition."

The Landay stores are located at 427 Fifth
avenue, 23 West Forty-second street, 945 South-
ern boulevard, 11 North Broadway, Yonkers,
N. Y., and 775 Broad street. Newark, N. J. Be-
sides the above stores Landay Bros, control the
Sonnenberg Music Co., with stores located in
New Haven and Bridgeport.

Vocalion Records of Marches Composed by
Conductor of Philadelphia Police Band Being
Featured Strongly in That City

The Island Musical Shop, Brooklyn, N. Y.,
has been granted a charter of incorporation, with
a capital of $20,000. The incorporators are Isaac
Robowick, Alexander Goldfarb and Max Rosen-
feld, all of New York. The new-store will carry
a full line of talking machines and records.

OPENS NEW COLUMBIA STORE

Waterburv, Conn., June 8. — The Sonnenberg-
Skinner Co , of this city, has just opened one
of the finest and best-equipped music stores in
the city. The new establishment is located ap-
proximately one block from Mr. Skinner's for-
mer establishment and is arranged to give
m.aximum service to the company's clientele.
The Columbia line will be featured to advantage
in this new store.

Philadelphia, Pa., June 6. — There is a great
demand being reported by local Vocalion deal-
ers for Vocalion Red records of the "Iron Divi-
sion" and "Buckeye State" marches, composed
by Lieut. Kiefer, conductor of the Philadelphia
Police Band, and recorded by that organization
for the Vocalion.

The records have been given considerable pub-
licity by the Philadelphia Show Case Co , local
Vocalion distributor, and when the Police Band
gave a concert in City Hall Plaza last week in
honor of Memorial Day a Magnavox was in-
stalled on the platform by the Philadelphia Show
Case Co., the marches referred to being played
on the Vocalion and then magnified following
their rendition by the band itself. The idea
proved imrnensely successful.

At a recent meeting of the Koran Grotto at
Lulu Temple, Vocalion records of the Kiefer
marches were reproduced with the aid of the
Magnavox in honor of Lieut. Kiefer, who is a
member of the organization. Mayor Moore of
Philadelphia was recently presented with Vo-
calion records a^nd a Melodee roll of the marches
by Lieut. Kiefer.

JOS. WOLFF VACATIONING

Joseph Wolf?, treasurer of the Sonora Phono-
graph Co., New York, left recently for a month's
slay in Bermuda. Mr. Wolf?, who was accom-
panied b}' his family, is well entitled to a few-
weeks' rest after his strenuous work of the past
few months.

The Hampton Furniture Co., Hampton, la.
is using its windows to good purpose these days
and making some very attractive displays of ma-
chines and records.

The Self Service Phonograph Co.. New York,
has leased the first floor of the property at 122
West Forty-third street from the Actors' Fidel-
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JuNF. 15, 1921

THE TALKING MACHINE WORLD

153

Edison Caravan Convention in New York

Over a Thousand Edison Dealers in Eastern District Gather at Knickerbocker Theatre, New York, on June 9th and 10th to
Participate in and Enjoy Notable Business Program — "School for Salesmen", Play by Wm. Maxwell, a Domi-
nating Feature — Some Important and Constructive Addresses Delivered — Details of the Meeting

If the Edison dealers do not keep "humping"
after business for the next twelve months, and
do not reap big profits as a result of said
"humping," it will not be the fault of the 1921
Caravan Convention. It was instructive, inter-
esting and inspirational to the fullest degree, and
that is the most that can be said of any - con-
vention, and far more than can be said of most.

Conventions arc common enough, in truth,
and to make them uncommon requires genius
of a high order. Perhaps not a working day
of the year goes by without its business con-
ventions here and there in many places through-
out the country. But it is doubtful if there
ever was staged a more entertaining and origi-
nal convention than that given at a two-day
session at the Knickerbocker Theatre, in New
York City, on June 9 and 10. Last year was
given the first of the "Caravan" series, and at

Thos. A. Edison

that time, it will be rememibered, the Edi-
son people spared neither money, pains nor
talent. If they ever wished to repeat the stunt,
it appeared they would be hard put to equal the
success attained by their program "of last season.

But this year, from a strictly success stand-
point, they have not only equaled the- program
of last year — they excelled it, thanks to the
guiding mind, or minds, that evolved and pro-
mulgated the details of this latest Edison na-
tional convention.

Promptly at 10 o'clock a. m, June 9. after a
preliminary orchestral concert, T. J. Leonard,
general sales manager of Thomas A. Edison,
Inc., read a message from the great inventor to
his followers, in the course of which Mr. Edison
said ;

THOS. A. EDISON'S MESSAGE

"At the Caravan convention last year. Max-
well said that it would never again be necessary
for him to come before you with apologies for
non-performance on the part of the manufactur-
ing laboratories. I feel that this prophecy is
being fulfilled. We have now completed a sepa-
rate department and process for quick action.
A Re-creation has, as a test, been produced in
six days. The Re-creations produced in this
department will be known as 'Flashes from
Broadway,' and we believe we can place these
in your hands before the publishers' sheet music
arrives in your town. I have been through five
depressions during my business life. They all
act alike. This latest one acts exactly like all
the rest. The men who, if business fell oflf 66
per cent, increased their selling effort 75 per
cent, managed to pull through as if there were

no depression, and the efforts of such men tend
to shorten the periods of depression."

S. A. Phillips Takes Charge

At the conclusion of his reading Mr. Leonard
introduced the chairman of the New York meet-
ing, S. A. Phillips, Edison merchant of Morgan-
town, W. Va., who made a graceful speech
before taking charge of events. Then, in turn,
the chairman introduced J. B. Gregg, advertis-
ing manager at the Edison laboratorie'fe, who
spoke on "The .Advertising Service That Is at
Your Service," and J. W. Scott, a veteran em-
ploye of the Edison Co., who delivered himself
on the subject of "The Diamond Amberola."

Following Mr. Scott there was an overture,
"Eyes," which ushered in the first act of Wil-
liam Maxwell's four-act comedy, with music,
entitled "School for Salesmen." We append
the characters, scenes and musical numbers:

CHARACTERS
(In the order of their appearance;

Anne Falconer — A Studio Girl Miss Kitty .Arthur

Tom Tarleton — A Salesman Mr. Gene Lockhart

Stephen Sevastopol — A Dramatic Impresario,

Mr. J. Sydney Macy
Students of Salesmanship — Miss Constance Cholmon-
deley. Miss Patricia Fitzgerald and Messrs. DeV^ere,

Arundel, O'Brien, Macintosh and Mascagni
SYNOPSIS

Act I — Studio of Stephen Sevastopol, Sevastopol Theatre,

New York City. Time — the Present.
Act II — Following Morning.
Act III — Ten Days Later.
.\ct IV — One Day Later,

MUSICAL PROGRAM

.Act 1 — "Smiles" (Roberts) Tom Tarleton

"Humming" ( Breau-Henderson ) ,

Anne Falconer and Tom Tarleton
.\ct II — "Persia" ( Young-Walsh-Wheeler) ... Tom Tarleton
"Eyes" (Young-Walsh-Wheeler) ...Anne Falconer
.Act III— "A Modest Little Thing" (Lockhart),

.Anne Falconer
Act 1\' — "Fifth Avenue" (Young-Wa sh-Wheeler),

Anne Falconer and Tom Tjrleton
Scenery by Bodine-Spanjer, New York.

Interesting Open Fo.um
Between the first and second acts an open
forum was held on the subject of "'What My
Banker Thinks of My Edison Business and
Me," led by Louis Luxenberg, of Barnesboro,
Pa., and John Dorn, of the Dorn Music Co.,

general stage director of Chas. Frohman, Inc.
Mr. Payne's subject was "If Salesmen Were
.A^ctors." Mr. Payne is an international figure
in the theatrical world, and has made many
noteworthy productions of plays, both in Eng-
land and America. During the past four years
he produced all of the Frohman plays with two
exceptions.

His talk fitted in most happily with the
thought set forth in Mr. Maxwell's play.

The hero of Mr. Maxwell's play was Tom
Tarleton, a young man from the Middle West,
who came East to attend the Edison School for
Salesmen, directed by Stephen Sevastopol, a
famous theatrical impresario, whose theory is
like Shakespeare's, that "all the world's a stage,
and all the men and women merely players,"

William Maxwell

and that he can teach them to play any parts
they wish to assume. In the course of con-
versation Tarleton said: ".As I understand it,

Scene From the "School for Salesmen

West New York, N. J. Between the second and
third acts there was an address, made by E. C.
Boykin, on "Tie a Good Man's Name to Every
Edison." Mr. Boykin is vice-president and
general manager of the Phonograph Corp. of
Manhattan, and has charge of the Edison Shop,
on Fifth avenue, opposite the New York Pub-
lic Library. Mr. Boykin emphasized the need
in these days of everyone "getting out and get-
ting the business." In spite of having one of
the finest locations for a store in the world he
believed it a highly strategic measure to "go after
business." Between the third and fourth acts
there was an address delivered by Iden Payne,

Mr. Sevastopol, you have never sold goods?"

"Certainly not," replies Sevastopol.

"Then how do you figure you can teach any-
body how to sell goods?" persists Tarleton.

"I have never been an actor, yet I have taught
lunidreds of men how to be actors," Sevastopol
points out.

"But acting is very different from selling,"
insists Tarleton.

"Everything is like acting!" exclaims Sevasto-
pol.

Mr. Payne emphasized strongly the close as-
sociation between acting and selling, and of the
(^Conthiued on page 154)

154

THE TALKING MACHINE WORLD

June 15, 1921

EDISON CARAVAN CONVENTION IN NEW YORK— (Continued from page 153)

necessity for the salesman rehearsing his selling of the most interesting and helpful talks that
campaign just as the actor rehearses his part in it has been the privilege of business men to hear
the play. Mr. Payne thereupon went into de- in many a d&y — a talk that aroused great en-
tail in expounding his theory and delivered one thusiasm — saying, in part:

gnnrnmnrnimmriniimiiiiniimiiiiitmiriuniiniimmiiiinmimmnmiitiirmiiiiniirmimmniRnirnm miitiiiK

I Payne Speaks on '*If Salesmen Were Actors^* |

fnimiiimimiimnmiiiminniimirnimMininiiimiinMimniniinniniminimiiiiiiimimiianiirniiiniiiiiuiiiiiiiiiiiiiiiiii^

"I do not say for one moment that the sales-
man while in the exercise of his profession
should regard himself as acting a part — for that
matter, should not the actor have forgotten that
fact at the time he comes to play his part? —
yet there is an analogy. The actor is interpret-
ing to the spectator through the medium of his
personality another character than his own and
endeavoring to convince him of the plausibility,
and indeed reality, of the other character. The
salesman is demonstrating to the customer the
value of what he wants to sell and its necessity
to him, and his medium of interpretation is the
same, namely, his own personality. There is
no inherent reason, therefore, why the sales-
man's part should not be as carefully' studied as
the actor's, and his climaxes as carefully chosen.

"My surprise that any salesman should doubt
this contention would be greater were I not
familiar with the same mistaken attitude of mind
among the members of the theatrical profession.
Stage directors are only too accustomed to the
actor who thinks he has prepared sufficiently
for his part by learning the lines more or less
accurately and imagines that all he need do at
rehearsal is to repeat them perfunctorily. 'It
will be all right on the night,' he says: and that
expression in the theatrical profession has be-
come a byword and a reproach. For the actor
who thinks and says that it will be all right on
the night is always the bad actor. He discovers,
when it is too late, that it is not all right on
the night, and he frequently not only fails him-
self, but damages the play in which he appears.
The salesman who does not believe in prepara-
tion is the actor who says that it will be all
right on the night.

"Granting the general principle that prepara-
tion is necessary, it may be well to inquire
whether the preparation of the salesman in any
way tallies with that of the actor. Unquestion-
abl3' it does in the prime necessity, strangely
neglected sometimes by individuals in both pro-
fessions, of the acquisition and cultivation of de-
portment and address. That these may some-
times appear as natural graces is undeniable, but
it is equally unquestionable that they can be
cultivated.

"It is a not uncommon delusion that the study
of deportment and address leads to a loss of
spontaneity. There can be no graver mistake.
It is the reverse which is more likely to be
true. Self-consciousness of deportment, which
is the principal enemy of spontaneity, is gener-
alh' the mark of incomplete cultivation. One
wonders in what spring of human nature the
hoary old error, that preparation is unnecessary.

takes its rise, and one is tempted to believe
that its origin lies somewhere in the region
whence come laziness and indifTerence and self-
conceit. 'Leave it to the inspiration of the
moment': 'Trust to instinct'; 'The things can't
be taught.' Ah. surely we hear again the in-
effectual excuse of our old friend, It-W'ill-Be-
.AIl-Right-on-the-Night, vainly endeavoring to
disguise himself!

"It might be objected that the salesman's
function differs essentially from the actor's in
that the latter is confined to set speeches which
are not subject to interruption, while the former.

Iden Pajme

even if he is making use of a prepared line of
talk, is dealing with an interlocutor who can in-
terpose questions and objections such as the
actor does not meet. The actor, in effect, has a
fixed approach: the salesman must make an
individual approach. Xow. apart from the ques-
tion whether this argument has any validity
whatever, whether it would not. on the other
hand, be all the more reason for preparation, it
seems to me that the salesman who makes too
much of the idea of an individual approach is
profoundh' mistaken. In salesmanship the at-
tack should rather be directed toward what
might be called the least common multiple of
humanity. Human nature is not nearly so
divergent as one is apt to imagine. It is safe
tc assume that there is a common factor in every
individual to which it is possible to appeal. .\nd
even if it be true that the salesman has to be
ready to meet' unexpected emergencies in the
exercise of his profession the same applies with

equal force to the actor. I do not refer to emer-
gencies arising from mistakes on the part of ths
player himself, or of his fellow-actors, or of
the stage manager, but those arising from the
fact, which any actor will confirm, of the
divergence in the general tone and quality and
responsiveness of audiences, a divergence which
is the exact counterpart of that which a sales-
man meets in his customers. And just as an
actor does not change his whole rendering of
his part because of these differences, the sales-
man should not either. What does the actor do?
Let us examine his method and see whether he
does not behave exactly as the salesman does
it a parallel situation.

"Some audiences respond readily to comedy,
others are slow and difficult to move. Where
there is a tender or pathetic passage of a deli-
cate nature one audience will respond with
eager attention, while the next may, as the scene
develops, show such a marked tendency to re-
gard the same situation as ridiculous or far-
fetched that there is a danger, deeply dreaded
bj- the actor, that they may 'laugh in the wrong
place.' The experienced and capable actor re-
sponds to these tendencies at once and varies
his performances accordingh'. But he does not
change his part, and neither should the sales-
man in dealing with his equally variable cus-
tomer.

"It would be ridiculous, of course, to sug-
gest that every salesman should have a prelimi-
nary training as an actor, nor is it necessary,
but ever}' salesman who happens to have an apti-
tude for acting would do well to exercise it
whenever an opportunity occurs, for, apart from
all other considerations, it will give him the
best possible training in this all-important mat-
ter of deportment and address. It is, perhaps,
more than coincidence that the only two actors
I have known to turn salesmen have been re-
markably successful in their new vocation.

"It may be presumption to suggest that, to
the lay mind, it seems as though the training
of the actor is superior to that of the salesman
in the kindling of the imagination. Certainly
the imaginative quality must be immensely val-
uable to the salesman, as it is unquestionably a
perpetual fountain of interest to the possessor.
The absence of imagination in one's work leads
to the carrj'ing out of mere routine and intol-
erable dullness. But here I am treading upon
ground which is perhaps outside my allotted
domain. I think I have already said enough to
show that there is an intimate connection be-
tween the training of an actor and that of
a salesman. When I was informed that the title
of my remarks was to be 'If Salesmen Were
Actors,' the thought which immediately sprang
to my mind was 'but they are.' In a sense, all
men are actors; all men are dramatists; all men
are poets. Acting does not mean imitation, but
interpretation, and there are times when we all
seek to interpret an emotion to another and
become actors for the nonce. W'e are all

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June IS, 1921

THE TALKING MACHINE WORLD

155

EDISON CARAVAN CONVENTION IN NEW YORK— (Continued from page 154)

dramatists: no man sets out for an important
interview without, consciously or unconsciously,
dramatizing the scene which will take place: no
sooner does a man begin to consider that 'if he
says so and so I shall say so and so' than he
becomes a dramatist. All men are poets, for
the poet's quality is the exercise of the imagina-
tion, and we all, weakly or strongly, frequently
or rarely, find working within us that imagina-

tion which 'bodies forth the forms of things
unseen.'

"But there is a yet more intimate connection
between salesmen and actors. For what is the
actor's profession? Actors are salesmen. The
actor sells the product of someone else's skill
and imagination by- the exercise of his own skill
and imagination, and here surely is an exact
definition of the function of the salesman."

Friday Morning Session

On June 10, at 9:15 a. m., Ernest Cutting's
Orchestra opened the doings of the second day
with selections of popular music. The first
speaker on the program was Professor Charles
H. Farnsworth, of the Department of Music,
Teachers' College, Columbia University, who
lately has taken charge of the Edison school
research department. Professor Farnsworth is
considered one of the foremost specialists on
musical education in America, having devoted
most of his life to that branch of knowledge.
He has been president of the I^usic Teachers'
National Association for a number of years and
is chairman of the Education Council of the Na-
tional Conference of Music Supervisors. Be-
sides teaching Professor Farnsworth has written
books on the subject of music. His remarks
were listened to intently by the Edsion assem-
blage and some of his ideas in connection with
their business evoked general commendation and
applause.

dared that it was a common fault to associate
the word school with a building rather than
with the activities occurring within the building.
He set forth what the school research depart-
ment would' do for the dealer and emphasized
the value of the work of such a department, not
only in bringing music to the child mind, but in
developing for the dealer plans for keeping the
New Edison owner interested in his instrument,
and particularly in the Re-creation, with the re-
sultant business accruing therefrom.

MARIO LAURENTI APPEARS

The chairman next introduced Mario Lau-
renti, of the Metropolitan Opera, who spoke on
"What It Means to an Artist to Have His Art
Truly Perpetuated for All Time by Edison's
Genius," and then sang several well-rendered
numbers.

FARNSWORTH ON SCHOOL RESEARCH

DUNNING TALKS ON ADVERTISING

Prof. Farnsworth wen.t into great detail re-
garding the reasons for the establishment of the
school research department and what it was
designed to accomplish in finding out the musi-
cal needs of its customers and the public in gen-
eral, and working to meet those needs. He de-

Mr. Laurenti was succeeded by Edward R.
Dunning, of the Crowell Publishing Co., of New
York City, who spoke on "How Magazines and
Farm Papers Interlock With Edison News-
paper Advertising."

In the course of his talk Mr. Dunning said:
"The modern manufacturer realizes the neces-

sity for having good distribution, not only in
the geographical sense, but good in the sense of
prosperous, successful dealers. He will adopt
no policy that will militate in any way against
the success and prosperity of those dealers. He
will, on the other hand, seek and use any plans
that really redound to the welfare of the dis-
tributors. It is with a clear realization of this
point that the Edison Co. endorses and uses
magazines and farm papers so heavily, and has
perfected such a well-thought-out tie-up be-
tween its magazine advertising and the dealers'
newspaper advertising. Edison realizes, as does
the modern manufacturer, that the job of edu-
cating the people of the country on the merit
of his product is entirely up to him. It is impos-
sible to educate all of the people of the coun-
try, so Edison picks out those people men-
tally able to appreciate the New Edison and
financially able to buy it. He then adopts those
mediums which best reach that desired group.

"The big thing in business is to get hold
of a good idea and then to spread it. In this
task no agency can equal the national magazine,
because magazine readers are used to getting
new ideas from every place under the sun.
Through the advertising and editorial pages of
magazines they have traveled far and wide —
they expect new things and are ready for
them.

"The real sales resistance that an Edison
dealer faces does not conle from his competi-
tor's action. It comes from the ignorance and
the incredulity of the people that such an in-
strument as the New Edison exists. It is to
break down this ignorance and skepticism that
Edison uses the magazines so heavily and use.«
the type of copy that has been so successful this
last couple of years. Edison copy is strikingly
original. Edison copy gets people's attention,
educates them on the merits of the New Edison
in an interesting and in a selling fashion, and,
{Continued on page 156)

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156

THE TALKING MACHINE WORLD

June 15, 1921

ACHE-DIE

EDISON CARAVAN CONVENTION IN NEW YORK— (Continued from page 155)

at the same time, has all repetition requirements
that good publicity copj' should have."

Several Interesting Open Forums
An open forum, of exceeding interest, followed
his remarks, the subject being "Mood Change
Parties," the talk being led by Louis E. Gesh-
leider, of The Edison Shop, Newark, N. J., and
R. V. Manson, of The Edison Shop, New Haven,
Conn.

Some of the Principals of Sdison
Dealers 1921 Comyan Convention

When the air was cleared of debate and opin-
ion an act was introduced as "A Tone-Test That
Is Slightly Different," Miss Cecil Arden, of the
Metropolitan Opera Co., enacting the principal
role. Miss Arden looked and sang most beauti-
fully. Another open forum was next on the
program. Its subject was "The Turii-Table and
How to Find Space for It." The chief speakers
on this topic were Nelson W. Russler, of the
Russler-Chadwick Co.. Cumberland, Md.: Frank
A. French, The Studio Shop. Manchester, N. H.;
Harry S. Somers. of Starr & Moss, Philadelphia,

Pa., and Miss F. A. Jensen, of the Edison
Phonograph Shop. Springfield, Mass.

The next act was entitled ''My Cornet Proves
\\"hat Fibliers They Are," and it proved to be
an impressive cornet comparison with an Edi-
son Re-creation, which demonstrated that there
was not the slightest shade of diflference be-
tween the music of the cornet itself and its
Re-creation. Miss Felice Dann was the artist
and she vras a beauti-
ful picture on the stage
with her golden hair
and glittering cornet.
Following Miss Dann.
there was an open
forum on "How to In-
crease the Sale of Re-
creations." and the chief
speakers on the subject
were: Clifford Handel,
of Hardman, Peck &
Co.. New York City:
Thomas Boehm. Jr.. of
the Palace Furniture
Co , Clarksburg. W.Va.:
W. C. Stiver, of W. C.
Stiver Co., German-
town, Philadelphia, Pa.,
and Miss E. Sims, of
the Edison Shop, New
Haven, Conn.

F. E. Nixon, general
manager Federal .Ad-
vertising .Agency. New
York City, followed the
open forum with an
address-lecture on "The
Interlocking Newspaper
Copy — How an Idea
Grows," which was
illustrated with stereop-
ticon views. When he
had finished his inter-
esting discourse there
were two open forums,
one on "Sitting and
^^'aiting or Going and
Getting," and the other
on "Does Sale s-.\ i d
Service Really Pay?"
The principal speakers
on these subjects were:

0. Simmons, Piedmont
Phonograph Co., Hick-
ory, N. C; B Guy War-
ner, Brooklyn. N. Y.;

1. C. Trask, of Trask
Bros., Milford. Mass.; J.
J. Menton, The Quack-

enbush Co. Paterson, X. J.; J. M." Stewart,
Clymer Furniture Co., Clymer, Pa.; George
Bovard, M. M. Bovard & Son, Manayunk, Phila-
delphia. Pa., and E. B. Stillman, O. Stillman's,
\\ esterly. R. I.

Ending a Resultful Convention
Finally, the second day of the Edison Dealers'
Caravan Conve:ition wound up in great glee,
as Harry Breen. the vaudeville headliner, whose
specialty is spontaneous rhymes and songs, in-
dulged his breezy personality in an act entitled
"Your \^irtues and Your Faults in Rhyme."

F. E.NixonJl

Do You Throw Money Away?

It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Paris can be bought for less

RENE MADE SPRINGS AND PARTS LAST LONGER

COST LESS

RENE MFG. CO. Montvale, N. J.

•CASTINGS-

AEDMINUM-ZINC-TIN &.UADmj>^

AcmeDie-CsLstin^Corp.

Boston Sodiectet Kroolc^rn.'N.Y. Oe&oit CHesgo

His hits, directed at those in the audience, were
received with considerable hilarity.

The sessions proper of the 1921 Edison Car-
avan Convention embraced in a clever manner
the elements of business and pleasure. Those
who attended are indebted to some master minds
for the palatable flavor that dominated a very
timely, practical and inspirational plan of busi-
ness.

The whole show is to be given in three other
cities besides New York In New Orleans. June
14, 15, there is to be a two-day session at the
Tulane Theat*-e, w\th a banquet at the Grune-
wald Hotel; in Chicago, June 20, 21, the pro-
gram is to be repeated in the Blackstone
Theatre and at the Drake Hotel, and in Van-
couver, June 27, 28, the wind-up'of the Caravan
takes place at the Avenue Theatre and at the
Hotel Vancouver. Special cars carry the Caravan
party from point to point. Those from the Edi-
son Laboratories who make the trip are: Charles
Edison (who takes Mrs. Charles Edison with-
him), William Maxwell (who is accompanied
by Mrs. Maxwell and Miss Marian Maxwell),
T. J. Leonard, J. B. Gregg, D. E. Wheeler, E. H.
Philips, D. Babcock, Victor Young, E. Traut-
wein. J. W. Scott, C. S. Gardner, J. J. Callahan.

It is estimated the total attendance for the
four cities in which the conventions are to be
held will run in the neighborhood of five thou-
sand, with New York and Chicago leading in
point of attendance.

The dominant chord in the Edison Caravan
was one of giving the retailer a wide range cf
practical merchandising ideas. These were set
forth and developed not alone by the eminent au-
thorities who spoke, demonstrated or acted as a
feature part of the program, but by the merchants
themselves in their open forum discussions

What More Can You Ask

All the features that go to make a t^lkmf
machine Proftlahly Salable ynti v>tll fin
f^gular pquipmpn' of \I au'i^ohi : ' I ijjh I >
Tone Spp i -li-is."

W&tcKiivJ tKe Music CoiTve Out

Complete description of all these features is
to be foutid in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ, Pruldent
Gtneril Oflen Southtra Wholesale Brtnoh

;il MILWAUKEE AVENUE 1530 CANDLER BLDG

CHICASO ATLANTA. SA.

June 15, 1921

THE TALKING MACHINE WORLD

157

EDISON CARAVAN CONVENTION IN NEW YORK— (Continued from page 156)

DEALERS BANQUETED

BY EDISON JOBBERS

Closing of Edison Caravan Convention at Hotel
Commodore an Elaborate Affair — Great Musi-
cal Program Enjoyed — Mr. Maxwrell's Appre-
ciative Remarks — ^Dancing Followed Banquet

As a fitting wind-up of the convention a most
enjoyable banquet was tendered the Edison
dealers attending the second Caravan Conven-
tion by the Edison jobbers of Albany, Boston,
Montreal, New Haven, New York City, Pitts-
burgh, Philadelphia, Richmond, St. John, Syra-
cuse, Toronto and Williamsport.

The banquet was held in the grand ballroom
of the Hotel Commodore, on Friday evening,
June 10, and proved a most unusual affair,
elaborate as regards the menu and exceptional
as regards the entertainment. The guests were
seated at small tables, which completely filled
the hall, with the exception of the stage at one
end. During the meal continuous music was
provided by Ernest Cuttings Orchestra and
Johnstone's Negro Entertainers.

Thos. A. Edison Receives Ovation

The meal finished, William Maxwell took the
platform and led the great ovation which was
tendered Thos. A. Edison, who was present
throuhgout the evening. Mr. Maxwell also led
a cheer for S. A. Phillips, chairman of the
second Edison Caravan Convention.

Then followed a complete show presented by
the private entertainment bureau of the B. F.
Keith theatres, under the personal direction of
Frances Rockefeller King. Among the acts,
all of which received voluminous applause, were
the Clown Seals, Donald Suten, Patricola, the
Three Bobs, Harry Carroll & Co., Savoy and
Brennan, P. D. H., Dooley & Sales and Gus
Edwards' Revue.

Maxwell's Words of Appreciation

At the conclusion of these acts Mr. Maxwell
extended', on behalf of the Edison Laboratories.

Snapshot of Those in Attendance at Edison Caravan Convention in New York

some appropriate words of appreciation of the
spirit which prevailed throughout the conven-
tion. He also touched on how the Edison price
policy meant that the inventory of every Edi-
son dealer is to-day worth one hundred cents
on the dollar. He closed with a stirring appeal
for everyone to exercise the same kind of
fighting spirit which is so manifest in a "game
chicken" fight and' proposed the organization of
a club to be cornposed of "game chicken" fight-
ers, whose purpose would be to make 1921 a
more profitable year than 1920.

He read a telegram from Frieda Hempel. now
in Paris, and also one from Frisco, in which
they regretted their inability to be present at
the convention. He then introduced a number
of the artists who record for the Edison lab-
oratory, each one of whom rendered one or two
musical numbers that were most enthusiastic-
ally received by the Edison dealers, to whom

they were "old friends." Among these were:
Ernest Hare, Miss Rae Ball. Harry Breen, Gene
Lockhart (the now famous actor in the famous
Maxwell plays), George Wilton Ballard and
Elizafoeth Spencer.

Following the concert everyone adjourned to
the North Ballroom and danced until the wee
hours had grown into hours that are not so wee.
Jobbers' Travelers Meet

On Saturday morning, June 11, the travelers
of the Edison jobbers of Albany, Boston, Mont-
real, New Haven, New York City, Pittsburgh,
Philadelphia, Richmond, St. John, Syracuse, To-
ronto and Williamsport, met with the officials
of the Edison Laboratories in a special Trav-
elers' Convention at the Hotel Commodore, New
York. It was a closed business session and im-
mediately following it the Edison party who are
to make the Caravan trip boarded their train
headed for New Orleans.

WONtalk

XXV

WONTALK PORTABLE
SPORT MODEL

TR.VDE

Selling "to beat the bard"

Order samples at once
In two colors Black or Brown

TO DEALERS $8.40

F.O.B. SOUTH NORWALK, CONN.

Colonial mahogany finish cabinet, hand rubbed. Base and top
wood, sides metal with vertical grill. Size, 9^ inches high

over all, 14 inches
wide, 14 inchei deep.
T e n-i n c h turntable.
Nickel-plated WON-
talk Sound Box, non-
infringing tone arm.
Brake, speed regula-
tor and winding crank.

WONtalk

Motor

Will play two 10-inch or one 12-inch record on one winding

, „ „ Dealer's Price, $12.00

Size 8 in. X 121/4 in. x 13 in. ' ^

Weight 13 pounds F. O. B. South Norwalk, Conn.

Mr. Dealer: This is the biggest little proposition you ever heard of.

PLAYS 10" and 12" RECORDS

New models, new designs. Designed for quality as well as
economy by an expert of over 20 years' experience in designing
phonographs.

The WONtalk Motor can be furnished to the trade in any
quantity. Dealei's Price $3.50.

WONDER TALKING MACHINE CO., Inc.

H. B. McNULTY Pre..

GENERAL OFFICE AND FACTORY: South Norwalk, Conn.

SALESROOMS: 105-107 E. 12th St., New York City

158

THE TALKING MACHINE WORLD

June 15, 1921

PRE-WAR PRICES

CABINETS

Models in All Sizes at a
Big Cut in Prices

GENUINE MAHOGANY,
AMERICAN WALNUT and
GOLDEN QUARTERED OAK

Model 316
Height, SUA"
Width, 24"
Depth, 25"

SIX MODELS, ALL SIZESand
FINISHES, IN COMPLETE
PHONOGRAPHS AT PRE-
WAR PRICES

A-l Cabinet Work in Construction and
Finish

Large Double Spring Motors and Uniyerial
Tone Arms
Write for Special Prices on Large and
Small Quantities

Player-Tone Talking Machine Co.

967 LIBERTY AVE., PITTSBURGH, PA.

TRADE ACTIVITIES IN CANTON, 0.

Dealers Report Business Uneven — Wille Store to
Change Location — Lerch's Attractive Window
— Expect Trade Improvement in September

Cantox, O., June 6. — There is still difference of
opinion among Canton music dealers regarding
business conditions and the outlook for the
future, the majority of the houses, virhen visited
this week bj^ a. representative of The World,
saying that business in May fell below that of
the previous month. However, some of the re-
tailers maintain they are getting their share of
the trade. Record sales continue to hold their
own, and, in some instances, there are numbers
which dealers are unable to obtain in sufficient
quantity to supply the demand.

George C. Wille, proprietor of the George C.
W ille Co', one of Canton's oldest music firms,
declared business was very much off with his
store during the month of May, and that in
talks with other downtown dealers he learned
that they were similarljr affected. \\'hile look-
ing^ optimistically at the future, Mr. Wille be-
lieves there will be little improvement locally
for several months. This is attributed to the
uncertainty of the steel plants here, which
have been working only part time. Many of
the larger factories, which resumed operations
several weeks ago, are again operating onlj- part
time, and, as a result, there is much unemploy-
ment, and, consequenth', the music dealers as
well as other retailers must suffer.

The Wille store probabl}' w'ill change loca-
tions within the next two months, if Mr. W'ille
is unsuccessful in negotiating for a renewal of
the lease on the present site.

E. K. Woomer, for many years identified with
the music store business in the Canton district,
has relinquished his position as manager of the
Canton Phonograph Co.. Market avenue. South,
and, with his faniily, has returned to Pennsyl-
vania to spend the Summer with his parents.

Canton music dealers co-operated in the three-
dajr Chamber of Commerce membership drive
last week, when 1,200 new members were added
to the roster of the organization through the
efforts of several teams of workers. Music
dealers not only assisted in the canvass, but.
with but few exceptions, affiliated with the
Chamber.

Local talking machine dealers believe that by
September 1 there will be a decided change in
business, and are stocking up their warehouses
n anticipation of a revival of business.

The D. W. Lerch Co. this week offered a
most unique window display.

The music department of the new Klein &
Heffelman Co. is practically completed, and
with the installation of the new booths, will
be ready for public inspection shortly.

MAKING DRIVE ON CIROLA NEEDLE

The Cabinet & Accessories Co , distributor of
talking machine accessories, is making a spe-
cial drive this month on the new Cirola needle.
The Cabinet & Accessories Co. has the exclu-
sive distributing rights for the Cirola Phono-
graph Co. in the metropolitan district. It has
built up an excellent business in these portable
machines and expects equal success with the
new needle of the same name. The Cirola dance
needle is a steel needle of extra loud tone.

MICA
DIAPHRAGMS

Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.

Ask for our quotations and samples before
placing your order.

American Mica Works

47 West St. New York

NEW LOOSE=LEAF ALBUM SYSTEM

Ma.\ W.llinger, president of the New^ York
Album & Card Co., of New York and Chicago,
has announced the advent of a new set of
"Nyacco" loose-leaf albums with shelves made
to fit the Victrola 80. The set consists of eight
albums, two with twelve-inch pockets placed

Cut Illustrating Use of System

hoiizontally and six with ten-inch pockets set
\ertically. Each album has a capacity of twelve
records. Mr. \\'illinger pr-edicts that the two
e.xtra albums which this set contains w'll not
only provide an extra selling argument for the
dealer but will stimulate more record sales be-
cause of the increased record capacity.

LOUIS A. SCHWARZ INCORPORATES

Among the recent incorporations under the
laws of the State of -Xew York is that of Louis
A. Schwarz, Inc.. with a capital of $10,000. .As-
sociated with Mr. Schwarz as incorporators are
H. F. Thornell and I. W. Becker. Louis .A
Schwarz, Inc., is factor)- distributor for many
leading makers of talking machine accessories.

VAN EPS=BURR CORP. FORMED

.A new instrument firm to be known as the
A'an Eps-Burr Corp. has been formed under the
laws of the State of New York with a capital of
$50,000. The incorporators are H. H. AIc-
Claskey. M. T. Kirkeby and F. Van Eps.

MAGNET DECALCOMANIE NAMEPIATE

,QP TALKING MACHINE
CABINETS Etc

SOLD BY

HURTEAU.WllllAMS&CO.'r

HONTRCAL OTTAWA

Pamphlets^with fac-simile illus-
trations' and prices mailed
on request.

SMITH-SCHIFFLIN CO.

149 Church Street New York City

«®tE,® BUT

r6ldest HuB.c House .0 UVand H CA

June 15, 1921

THE TALKING MACHINE WORLD

159

Entertainment Committee of Talking Machine
Men, Inc., Selects New Dorp, S. I., for 1921
Outing — August 17 Chosen as Date

Messrs. Brown, Lazarus, Galuchie, Berlow,
Kurtz and Davin, of the entertainment commit-
tee of the Talking Machine Men, Inc.. spent
Monday, June 6, under the guidance of Fred
Hermann, popular Staten Island dealer, and as
a result of their tour arrangements were com-
pleted for the annual outing of the Association.

According to present plans the outing will be
held this year on August 17 at the Terra Marine
Hotel, New Dorp, S. 1.^ and, judging from the
report of the committee, the 1921 outing will
have exceptional facilities for a great day's fun.
The ir)dividual members inspected the hotel's
accommodations in every detail, and after Sol
Lazarus had O. K.'d the baseball diamond and
Al Galuchie had placed his approval on the
poolroom, Jim Davin , carefully inspected the
bathing beach, diving pier, fishing facilities, etc.,
and his O. K. was all that was necessary to com-
plete the deal. Messrs. Riddle, Abelowitz and
Gibbons could not attend the meeting, but they
telephoned their approval, passing on the cellar
equipment from a distance.

Full details as to the committee's plans for
handling the 1921 outing will be announced in
the near future, but in the meantime all of the
local dealers and their families are making ar-
rangements for a gala day on August 17.

WONTALK PORTABLE IS POPULAR

Wonder Talking Machine Co. Making Rapid
Progress — Machines and Motor Well Received

The Wonder Talking Machine Co., H. B. Mc-
Nulty, president, has just instituted a sales cam-
paign featuring its new portable sport model
and the Wontalk Moder No. 25. Both of these
instruments have been well received by the
trade, and dealers have been established in prac-
tically all of the important trade centers.

In all of its product the company uses the
Wontalk motor, which was designed' by Mr.
.McNulty, w*ho is one of the pioneers of the
talking machine trade. This motor is built by
the company at South Norwalk, Conn., where
its factory and general offices are located. The
salesrooms at 105 East Twelfth street. New
York, have been visited by many out-of-town
dealers who have arranged to handle the
Wontalk line and feature it extensively.

NEW $1,000,000 CORPORATION

Inuianapolis, Ind., June 4. — Articles of incor-
poration have been filed by the Burns-Pollock
Electrical Manufacturing Co. of East Chicago
and Indiana Harbor, with a capital stock of
$1,000,000. The company will manufacture a
combination lamp and talking machine. J. G. R.
O'Hara, Anthony J. Burns and Thomas Pollock, ,
all of Lake County, are the incorporators of this
company.

RECORD SALES CO. ORGANIZES

The Record Sales Co. has recently been
formed for the purpose of merchandising rec-
ords. This company is under the management
of A. J. Cryan and has opened New York
offices at 25 West Forty-second street.

H. J. Smith Laboratories

Manufacturer Phonograph Jewels

Telephone 2896 Market

833 Broad St. Newark, N. J.

Sapphire Ball Jewels, Pathe, Okeh, Bruns-
wick, Edison Diamond Points, Edison New
Playing Wonder, Recording Sapphires,
Lateral Styluses, Hill Dale Styluses,
Recording Machines, Shaving Machines,
Recording Diaphragms, Experimental Work,
Recording Wax.

Scotford Tonearm and Superior Reproducer

Illustrating STYLE 2 FINISH
A combination of Japanned and Plated Parts

Sample Prepaid. $7.75 Nickel— $10.00 Gold

Quantity Prices on CApplication

Superior Specialties or Phonographs

BARNHART BROTHERS & SPINDLER

Monroe and Throop Streets CHICAGO

SIGNS UP SELVIN'S ORCHESTRA EMERSON, JOBBERS IN NEW ENGLAND

Popular Organization to Make Vocalion Records
Exclusively in the Future

Lansing Sales Co. Appointed Emerson Jobber —
Equipped to Give Efficient Representation

The Aeolian Co. has just announced that Sel-
vin's Novelty Orchestra, one of the most popu-
lar organizations of its kind in the East, has
been signed up exclusively for the making of
Vocalion records. Selvin's Orchestra, which
plays at the Moulin Rouge, New York, has made
a number of very successful Vocalion records,
and it is expected that under the new arrange-
nient even more success will be met with.

The Musical Products Distributing Co., New
York, has been granted a charter of incorpora-
tion under the laws of the State of New York,
with a capital of $30,000. The incorporators are
B. D. Colen, M. M. Gruen and A. J. Messing.

The Emerson Phonograph Co. announced this
week that the Lansing Sales Co., Eliot and
Warrenton streets, Boston, Mass., had been
appointed Emerson jobbers. This company is
one of the best-known accessory organizations
in the country, manufacturing Lansing khaki
covers and having an exceptionally efficient
sales organization.

According to present plans, Emerson phono-
graphs and records will be the basis of an active
selling canipaign in New England territory,
supervised by the Lansing Sales Co. Emerson
records have long been popular in New England
and under the capable direction of the Lansing
Sales Co. success is assured.

Announcement

npHE owners of the majority of
the stock issued and outstanding
of the

PROGRESSIVE PHONOGRAPHIC
SUPPLY CO., Inc.

have decided to dissolve this corpora-
tion and in the future

WALL-KANE NEEDLES

will be sold direct by the manu-
facturer— to wit:

The Greater New York Novelty Co.

3922 14th Avenue Brooklyn, N. Y.

160

THE TALKING MACHINE WORLD

June IS, 1921

The department illustrated above looks good to you, doesn't it? — It looks good to the
customer, too, and he will pass a poorly equipped store to go to it. Can you afford to
be one of those he passes?

We can make your store look like this one. The business you will get that you are
now losing will pay for it.

V\nVeen

OMPANY

INC.

12 YEARS OF STUDY AND EXPERIENCE IN
BUILDING AND PLANNING MUSIC STORES

EXECUTIVE OFFICE
47-49 WEST 34th STREET
NEW YORK CITY

SALES OFFICE
1711 CHESTNUT STREET
PHILADELPHIA

AN INTERESTING CUSTOMS DECISION

Board of General Appraisers Holds That Im-
ported Cabinets Are Assessable at 25 Per Cent
Ad Valorem as "Parts of Phonographs"

offered for sale, and therefore upheld the Col-
lector's classification of imported cabinets as
"parts of phonographs."

TALKS ON LIFE OF EDISON

The department is one of the largest and most
attractive talking machine departments in the
State, and has a sales force of trained music
people.

The U. S. Board of General Appraisers in a
general decision upheld that imported talking
machines or phonograph cabinets are to be as-
sessed at the rate of 25 per cent ad valorem,
under paragraph 273 referring to "parts of
phonographs," instead of at the rate of 15 per
cent, under paragraph 176, as a manufacture in
chief value of wood.

The .decision was handed down in a test case
brought by the Columbia Graphophone Co., who
claimed that the mechanism of the Grafonola is
complete before shipment to cabinet or furniture
factories for installation in the cabinet and
that, therefore, the cabinet should not be con-
sidered in a tarifT sense as part of a grapho-
phone or phonograph. Judge Sullivan, of the
Customs Board, however, held that the cabinet
was a necessary part of the Grafonola when

W. D. Wilmot, Edison Dealer in Fall River,
Mass., Addresses the Local Boys' Club

W. D. Wilmot, well-known Edison phono-
graph dealer of Fall River, Mass., was the chief
speaker at a recent meeting of the Fall River
Boys' Chib when he delivered an address upon
the early career of Thos. A. Edison. Mr. Wilmot
presented the facts most interestingly and urged
that the boys study Mr. Edison's life in order
to gain inspiration — it was a splendid address.

NEW C. H. DITSON & CO. QUARTERS

Wholesale Victor Department Now Occupies
Entire Eighth Floor of the Ditson Building —
Equipped in Most Modem Manner

NEW VICTOR STORE IN DAYTON

Columbus, O., June 6. — J. E. Saum is in charge
of the new Victor Department of the Rike-
Kumler store in .Dayton, which has just been
installed by the Perry B. Whitsit Co.

Two Distinct Novel Appeals to Victrola Owners

Victor Dealers! Capitalize on
these two timely novelties.

A lifelike bust
of Caruso.

4''2 ins. high

Wcr'd's great-
est tenor.

Sample price,

16c each.
Special quantity
price.

Victrola clock,
Mahogany fin-
ish. Guaranteed
New Haven
Clock.

ti' 2 ins. high

Dealers' price,
$2.50 each.

$25.00 per doz.

Terr tory open for live
Write us today

agents

fui.yilflit Ui'Jl

M anufactured exclusively by

Juth Toy Mfg. Corp.

404 OAKLAND STREET
BROOKLYN, N. Y

Chas. H. Ditson & Co., local Victor whole-
salers, are now well settled in their new whole-
sale department, occupying the entire floor of
the Ditson Building at 9 East Thirty-fourth
street, New York. The new arrangement gives
much more space for the handling of the talking
machine line and permits of the arrangement of
dealers' service that should prove of great value.
The front section of the floor is arranged with
oflfices, demonstration booths and record sales
system and display room for various types of
Victrolas. As the visitor steps off the elevator
he sees before him a model show window dis-
play featuring this or that type of Victrola and
various selected records. This display is re-
arranged under expert supervision each day and
has proven of much interest to visiting dealers.

The equipment of this space has also proved
an inspiration to various retailers who have been
planning the rearrangement of their own stores.
Van Veen booth equipment is used and all wood-
work is of mahogany finish, topped with ivory.
The rear of the floor is devoted lo storage and
shipping departments. Manager P. E. W. Carl-
son is naturally enthusiastic over the new quar-
ters, but at the same time anticipates securing
more space outside to provide storage facilities
when the Fall trade develops.

The third floor of the Ditson Building has
been rearranged to provide for a commodious
recital hall, which will be used for various pur-
poses, and it is expected that the Victrola will
be heard in this hall at frequent intervals in re-
citals the coming Fall.

June 15, 1921

THE TALKING MACHINE WORLD

161

>iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii»^

I THE TALKING MACHINE WORLD SERVICE

A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES

lllUlllilllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll^

RECENTLY, on visiting a dealer in Pennsylvania, I was shown
what he called his "cigar trick," which I should say was a
"trump." His idea was merely to have one booth set aside which was
equipped with ash receptacles and matches. In this booth, he al-
lowed the gentlemen to smoke as much as they chose. Being located
in a business center, he invited business men to stop in during the
noon hour. The plan worked ideally, for instead of the usual stifif
formal recital he found the people made themselves at home, asked
more questions, and bought more goods. Don't forget Kipling's old
saying that "A woman is only a woman, but a good cigar is a smoke."

* * *

NOW, schooling can end when business begins. Yet, there is
many a man who likes to read the text books of his particular
trade throughout the years of his business. The trade journals and
house organs affiliated with the talking machine industry are the text
books of the trade. They are well worth your consideration, as the
many new ideas presented in them every month will give you the
"jump" on your competitive merchant.

You should read whatever literature you can secure in regard
to your particular industry, not only with a sense of pleasure but also
with a sense of duty toward making your store bigger and better.
If it is true that "there is nothing new under the sun," it's a good
thing to get all of the new "slants" at the sun which are coming forth
daily, that's why it pays you to read your trade journal and house
organs.

* * *

SALESMANSHIP teaches you to interest your customer in several
items which you sell, before allowing him to leave the store.
However, this is greatly overdone in many cases. While you may
make greater sales with the customer at that particular moment, you
can often incur his ill-will to such an extent that he will not buy again
at your establishment.

An incident bearing out this theory was recently told me by a
friend of mine. He was visiting in a rural town and stopped in at
the postoffice, which was incorporated into the country store, to buy
a few stamps. There was a gentleman ahead of him at the mail
window, and he overheard a conversation ensuing between this gentle-
man and the postmaster, something as follows :
"A two-cent stamp, please."

"A two-cent stamp ? How about a three-cent stamip ? We have
some very beautiful three-cent stamps."

"No. I said a two-cent stamp. One two-cent stamp, please."

"By the way, may I call your attention to our ten-cent stamps.
They are a beautiful yellow color, are well illustrated, and are
equipped with the very highest class glue."

The man purchasing the two-cent stamp seemed a little irritated
and repealed his request for a two-cent stamp, but the voice at the
other side of the window did not seem to be ruffled in the least, and
continued :

"Well, sir, if I can't sell you any ten-cent stamps, how about
a few return postal cards? You buy them at two cents apiece, you
write your letter on one postal card and your name and address on
the other — see the idea? The person to whom you write is bound to
write to you. How many of them do you want ?"

As he finished his remarks, the purchaser rapped his fist on
the counter and said, "Give me a two-cent stamp."

His request was met and he departed, greatly infuriated.

As my friend approached the window, he was much surprised
to see a smiling, courteous old gentleman at the other side. Without
asking, the postmaster said, "Well, I suppose you wonder why we
had our little conversation. Well, you see, that man is the town
barber, and every time I visit his establishment for a shave he tries
to sell me everything in the place. There's a little satisfaction in
getting back at him once in a while."

Look out that your customers don't take the same attitude
toward your establishment that the postmaster did toward tiie barber.

s|: * *

DID you ever sit in an automobile and have the driver start off all
of a sudden, so that your head practically snapped otY your
shoulders? There's a little difference in that sort of a start-off and
in the nice, easy get-away.

Now remember that a person's mental make-up is just as sensi-
tive as his physical make-up. When going after an account that is
overdue don't start off with a letter which is going to jerk your debtor
oft' his feet and make him mentally sore.

Don't let your collections drag. As soon as a client seems to be
slowing up on his payments, start immediately. Write him a pleas-
antly worded letter calling his attention to the fact that his payments
are getting behind. If no response is received, write him another
letter. If he writes and states that he cannot make payment at this
time but will do so on a certain date, follow him up a day or two
before the date which he stated, reminding him that he is to make a
payment to you on that date.

By a careful follow-up system, you can start up payments from
clients who have stalled. You will find them riding along pleasantly
to your establishment and paying up with a smile on their face.

* * *

DID you ever stop to realize that in telephonic communication
the ear is the sole judge of the service and courtesy which- you
extend? See to it that your telephone girl is most polite and courte-
ous, intelligent and systematic. When a call comes in, why not save
the usual conversation which ensues before the caller finds out
whether or not he has the correct establishment ? This trouble can be
saved' if your telephone operator merely states to the incoming call,

"Hello, this is ," followed by the name of your establish-

rnent. In this way you save much time, and it will impress your
customers as a real business institution. In a case where there is
more than one firm name or trade name connected on the one line,
have your operator reply to the incoming calls, "Hello, this is

: — ," followed by the telephone number of the store.

Satisfactory telephone service means much to a dealer. It will
bring him a greater amount of telephone record order business.

* * *

THIS month many millions of the youth of America will be grad-
uated from institutions of one sort or another. What have you
done, or what are you planning to do, to make these graduates think
of your institution? There is many a clever wrinkle that can be
produced which will make graduates from your local high schools
or college remember your institution in a way which, in later years,
may mean real business for you. A kind favor done without any
attempt at commercialism is the type of publicity which often britigs
the greatest returns in dollars and cents.

Why not get up a paper weight bearings the name or initials of
the high school, and the words "Class of 1921." In very small letters
have your own name and address. Any novelty company can prepare
paper weights, letter cutters, or smaller articles at very small cost. A
remembrance book is another article which can be produced for this
purpose, the interior bearing headings such as "Class Colors," "Class
Yells," "Class Officers," etc. Several pages should be reserved for
signatures of class members. In this case, your own firm name
should appear in very small type on the back inside cover. This book
will be kept for years and your name will also be before them. Care
must be taken that your name doesn't appear on any of this material
in too prominent a way, for if it does, the article loses its worth
and is soon thrown away because of the fact that it is received merely
as an advertisement.

* * *

THE national birthday of this great nation is fast ap])ruaching.
On this day the hearts of the newly arrived ini\nigrani, and llu'
descendant of the |)ioneer, the youth and the aged, heal in unison.
There is something within the soul of mankind which is called forth
when patriotism reigns ti-ium])hant and on the lM>urth, thanks be to
God, we Americans have something to be truly proud and patriotic
about. The unmarred and untrampled, glorious hislorv of our coun-
try breathes an inspiration of duty and of pride.

By all means display in your windows all of the ])atrintic num-
bers which you have in your record library. .Arrange this disijlay in
the last days of June, and continue it through the Fourth. A sinail
card in the window bearing the words "Let us have patriotic music
in every home" will acl as sufficienl stinnihis and cause sales enongii
to warrant the displa\-.

When your store is closed on the Fourtii, put your flag out.

EDITOR'S NOTE— Mr. Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you.

162 THE TALKING MACHINE WORLD Juxe is, 1921

MTgllllllllllillllllllllll I Illllllllllllllllllllllllllllllllllllllllllllllliy^

IMPORTANT NOTICE

TO THE

AMERICAN TRADE

THE STERNO

Manufacturing Company

has acquired the
sole agency for the

Electr omophone
Phonograph Motor

Further particulars will be
announced in the July World

THE STERNO MANUFACTURING CO.

19 CITY ROAD ...... LONDON, E. C, ENGLAND

June 15, 1921

THE TALKING MACHINE WORLD

163

We Back the Dealer
Who Backs the Victor

Knight-Campbell Victor Service is an invaluable link between
Victor product and the Victor dealer who appreciates the world
wide fame and supremacy of Victrolas and Victor records.

VFTTHP inPDli PQ Colorado's cool canons, her inviting trout streams and healthful air ^11 bid you pniyip \
YlLlUlV JUDDJjIlij radiant welcome to the Victor Jobbers' Convention at Colorado Springs on July 11-13. vvi'llj •

UNDERVALUATION OF DIAPHRAGMS

Recent Cases Bring to Light Attempts to Bring
Foreign Diaphragms Into This Country After
Low Valuations — Government Has Taken
Drastic Action in Several Cases

Attention has been called recently to several
cases in which the undervaluation of diaphragms
for talking machine reproducers, either acci-
dentally or by intention, has resulted rather dis-
astrously for the importers and it is suggested
that those who bring diaphragms into the coun-
try should be careful to enter them at a proper
valuation to avoid trouble.

One case concerned a Swiss manufacturer
who sold to a prominent American talking ma-
chine company 50,000 1^-inch diaphragms at
WYz cents each. He shipped the diaphragms to
an unknown individual in the West, who took
them out of the Custom House, after paying
duty on the Swiss valuation of 2 cents each. The
balance of the sale prices, less a commission, was
returned to the Swiss manufacturer, who realized
a very substantial profit on the deal. The Gov-
ernment appraisers later investigated the case
and ordered the goods returned to New York
for revaluation. After three trials the Board of
General Appraisers revalued the diaphragms at
10 cents each and collected duties and penalties
totaling albout 8 cents per diaphragm.

In another case 25,000 'diaphragms of British
manufacture were imported at a valuation of
18 cents. These were sized and revalued at 30
cents, being the British cost of manufacture.
The penalty in this case amounted to 18 cents
in addition to the regular duty, bringing the
cost of the diaphragms to 48 cents plus a duty
of 9 cents, or 57 cents in all. In this case the
American talking machine manufacturer refused
to accept the goods and they are now held at
the Custom House.

American manufacturers and dealers in dia-
phragms are quite incensed at recent develop-

ments and are frankly keeping a watchful eye
open for other cases with a view to keeping
the Government informed of any apparent in-
tent to fraud, through the undervaluation of the
imported goods.

INDIANA EDISON DEALERS MEET

Hold Very Successful One-day Convention in
Muncie Late Last Month

MuNciE, Ind., June 8. — A most successful con-
vention of Edison phonograph dealers in this
section was held here late last month under the
auspices of the Kipp Phonograph Co., of Indian-
apolis, local Edison jobber. The business
meeting was devoted to a thorough discussion
of sales campaigns, and particularly of the work
of the new research department established by
Thos. A. Edison, Inc. One of the features of
the meeting was a talk on "The Power of
Music" by Judge Orbison, of Indianapolis. In
the evening the visiting dealers were enter-
tained at an elaborate banquet at the Roberts
Hotel.

KING=0=TONE PORTABLE POPULAR

Philadelphia, Pa., June 9. — The King-O-Tone
Phonograph Co., of this city, is energetically
featuring its line of portable talking machines
for the Summer season. The model is built
compactly and its attractive appearance has
been kept in view in the planning of the models.
Many exclusive patented features are claimed
for it. Those behind the guns in the organiza-
tion are J. R. Rose, who has been connected
with both the wholesale and retail trade for
many years, and L. Sorkin, well known in the
retail trade. The offices of the King-O-Tone
Phonograph Co. are located at 608 Chestnut
street. D. R. Doctorow is sales representative
of the line in New York City, with offices at
51 East Forty-second street.

H. B. LEVY TAKES COMPLETE CHARGE

Will Look After All Vocalion Interests in
Chicago and mid-West Territory

Chicago, III., June 9. — H. B. Levy, who has
been connected with the Vocalion division of
the Aeolian Co. in this territory for a number
of years, has been placed in entire charge of
the Vocalion interests in Chicago and Chicago
territory, which includes all the northern sec-
tion of the Middle West. Mr. Levy has done
much traveling throughout the West, particu-
larly recently, and is, therefore, well aquainted
with conditions.

GIVES SERIES OF RECITALS

Augusta, Ga., June 6. — The Victrola department
of J. B. White & Co., this city, under the man-
agement of H. G. Ray, have been stimulating
record sales materially recently by holding Vic-
trola recitals on Saturday nights, thus drawing
the attention of the shopping crowds. Local
artists and the Ampico reproducing piano are
also enlisted in an effort to make the recitals of
musical value and interest, and the crowds at-
tending the concerts fill the available space to
capacity. The latest Victor records are featured
in the recitals and many sales result directly
therefrom.

WE MANUFACTURE

Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe

in »toch rmady for delivery
MERMOD & CO., 874 Broadwaj, N. Y.

164

THE TALKING MACHINE WORLD

June 15, 1921

Cyrcna Van Gordon, Grand Opera Contralto,
sings superbly "Rock ot Ages " and "Shall
We Gather at the River," two hymns known
and loved wherever Christians dwell. Such
a combination means steady sales. A-3398.

Columbia Graphophone Co,

NEW YORK

CONCENTRATING ON SUMMER BUSINESS IN MILWAUKEE

Increasing Demand Reported for Records and Portable Machines — Trade Optimistic Over Fall
Outlook — General Conditions Reviewed by Leading Wholesalers and Retailers

Milwaukee, Wis., June- 13 —Considering the
season and despite all of the trade deterrents
present in the general economic situation, talk-
ing machine business is satisfactory. The de-
mand for records, however, stands out as far
more conspicuous in activity than the call for in-
struments. There never has been a time when
sales of records at most shops reached and
maintained the volume of the last five months.

In June so far there has been a fair call
for the smaller or portable styles which people
who spend the Summer in the country or at the
lakes which abound in Wisconsin are taking
with them to while away the torrid days of the
coming few months. Man}' of these were pur-
chased in past years and some ne^v ones are
being purchased for replacement, although, in
the main, buyers are those who have larger ma-
chines in their city dwellings and are buj-ing
the smaller sizes for the countrj- home.

More and more attention is being paid by
Milwaukee dealers to the development of the
virtually unscratched market furnished b3" coun-
try and inland lake dwellers for the Summer.
Some shops have laid plans to make periodical
trips at frequent intervals through the lake
district within a radius of forty to fifty miles
of Milwaukee to comb the Summer residents for
record business. Dealers, of course, are not un-
m.indful of the big iniluence it will have toward
selling instruments to those not yet so pro-
vided hy giving painstaking record service to
machine owners. In itself the record trade will
be a profitable proposition.

The work of selling instruments seems to be
less difficult than it was one or two months
ago, and while Summer is regarded as the dull-
est season for sales of the entire year the bet-
terment of trade in the late Spring and early
Summer is believed to augur well for an un-
usualb' good volume to tide dealers over until
the active period next Fall.

The accumulation of stocks of instruments, as
well as record numbers which manufacturers
are replenishing in preparation for Fall busi-
ness, is receiving much attention at this time.
This involves the problem of adequate financing
and it is most encouraging to know that bank-

ers in Milwaukee are treating their music cus-
tomers with liberality. It is recognition of the
importance of the music business, its stability
and classification as a necessity rather than a
"luxur}'."

Milwaukee talking machine manufacturers
and jobbers are busier now than they were in
February, March and April. It is well to note
the dealers, the makers and wholesalers realize
that business will not come voluntarily, but
must be sought. The merchandising efforts
at this time are notable because of the many
new methods being used to secure distribution
volume.

"Reports from our Victor organization
throughout Wisconsin and Upper Michigan are
more optimistic than since the first of the year,"
said Harrj- A. ' Goldsmith, secretary of the
Badger Talking Machine Co., Victor jobber.
"What is even more encouraging is the busi-
ness being placed with us for future deliver}^
Victor dealers are no longer buying only from
hand to mouth, but realizing that the}' must
fortify themselves against the Fall holiday de-
mand. These orders run better than a }'ear ago
at this time, indicating more confidence in the
future. We feel sure the Summer will be an
active one and that a verj' respectable increase
will come with cold weather and the holiday
season."

The Brunswick campaign is meeting a splen-
did reception throughout this territory' and ma-
chines as well as records are moving better
than ever before, according to Thomas I. Kidd,
manager of the local Brunswick branch. Rec-
ord demand, especially, is very active, the popu-
lar numbers having such a large call that it
is found difficult to keep stocks of dealers in
shape to fill all requirements from day to day.
The Brunswick dance record has established a
trul}' wonderful vogue in ^Milwaukee and vicin-
ity-. In machines the console stj'Ies are moving
rapidly and cabinet stj-les are likewise popular.

Edison business continues active and under-
going steady improvement, according to officials
of the Phonograph Co. of \\'isconsin. The
dealer organization throughout Wisconsin and
northern ^Michigan is asking for more goods

Ask them ''up the state" what they
think of ''Badger" Service

G. F. RUEZ

Pres. and Treas.

H. A. GOLDSMITH
Secretary

S. W. GOLDSMITH

Vice-Pres. and General Mgr.

Badger Talking Machine Company

Victor Distributor for Wisconsin and Michigan

135 Second St. Milwaukee, Wis.

than in June a year ago and there is less hesi-
tancy among retailers to make requisitions for
Fall and the holidays.

Fred E. Yahr, president of the Yahr & Lange
Drug Co., Sonora distributor in this territory,
v.-as a member of a party of 100 representative
Milwaukee business men who participated in the
nineteenth annual trade extension tour made
June 6 to 11 by the jobbers' division of the
Milwaukee Association of Commerce. These
trips are designed to bring retailers in the Mil-
waukee jobbing territory into close contact with
the manufacturers and jobbers in the Milwau-
kee market. This year's tour, like previous ones,
was made by special train, covering 1,000 miles
in a week. It traveled through western Wis-
consin,' southeastern Minnesota and eastern
Iowa. Eight.v-seven Milwaukee concerns were
represented.

Charles J. Orth, Inc., Wisconsin and Upper
Michigan distributor of the Puritan line, made
in Sheboygan, Wis., reports a steady increase
month by month in the volume as compared
with a year ago.

Carroll's Victrola Shop, Appleton, Wis., is
now comfortably settled in its new quarters at
615 Oneida street, in a new building occupying
the site of the old post office. It is considered
one of the most artistic talking machine estab-
lishments in Wisconsin. Mr. and Mrs. E. F.
Carroll are actively in charge of the manage-
ment.

The Badger Music Shop, Fond du Lac, Wis.,
has recently increased its capital stock from
$25,000 to $60,000 to accommodate the develop-
ment of the business. It is a Victor dealer and
also handles pianos and general musical mer-
chandise. The ownership is the same as that
of the Badger Victrola Shop. Leslie C. Parker
is president of both concerns. Edward Sweeney
is vice-president and general manager at Fond
du Lac.

The Xoll Piano Co., 1055 Muskego avenue,
this city, which is a large Sonora dealer in the
Layton Park district, is breaking ground for a
new music store building at Muskego avenue
and Grant street, to cost about $40,000.

The J. B. Bradford Piano Co. with branch at
596 Mitchell street, is meeting with a gratifying
degree of success in merchandising the Aeolian-
Vocalion instruments and records. The entire
Aeolian line was taken over by Bradford's on
April 15. It also handles the Victor and the
Sonora.

The R. H. Zinke Music Co., one of the princi- "
pal East Side \^ictor 'dealers in Milwaukee, has
recently enlarged its Victor record department
and also established a complete sheet music de-
partment, which is located opposite the record
counter. The combination is working out most
successfully and a decided mutual advantage
has grown out of the combination.

Columbia dealers in Mih\-aukee and vicinity
without exception express themselves as highly
pleased with the condition of Grafonola record
trade. Disposition of old numbers has been
accomplished and standard records at standard
prices are now being moved in large quantities.

June 15, 1921

THE TALKING MACHINE WORLD

165

Superior Universal Reproducer on the Edison

^0?it? Ideal All-Record Reproducer for the Edison Disc
Phonograph

Superior Reproducer with 21-E, Connection for Edison — Sample Prepaid

to Dealer, $4.75 Nickel— $6.25 Gold Superior Specialties for Phonographs

Retail Prices, $7.50 Nickel- $10.00 Gold BARNHART BROTHERS & SPINDLER

Quantity Prices on CApplication Monroe and Throop Streets CHICAGO

@
®
@
®
©

©©®©®®<g©®©©@@©©©©©©@©©©@©©©©©®©©©©©®®©©©©©©©©©©©©©<§©©©©©©©©©©©©©©®®@
R. R. WILSON TO REPRESENT GRANBY BLOUT REARRANGES HIS QUARTERS

RESERVATIONS THROUGH SPENCER

Lloyd Spencer, New York, Looking After Inter-
ests of Eastern Jobbers in Connection With
Special Train to Colorado Springs

All Victor wholesalers situated in the territory
east of Pittsburgh, taking in TSoston, New York
and Baltimore, are urged to make their reserva-
tions on the special cars leaving New York on
July 7 for the convention at Colorado Springs
through Lloyd Spencer, of the Silas E. Pearsall
Co., 10 East Thirty-ninth street. New York. Mr.
Spencer has entire charge of this matter in the
East, and the reservations made through him
carry the jobbers right through to Colorado
Springs, there being no further details to worry
over. Mr. Spencer reports that the reservations
are coming in at a rapid rate and appear to
indicaite a record-breaking delegation from East-
ern points.

Reservations on the special train for the job-
bers west of Pittsburgh and including the Chi-
cago district are in the hands of Chas. K. Ben-
nett, of the Eclipse Musical Co., Cleveland.

EMERSON ADVERTISING MANAGER

The Emerson Phonograph Co. announced this
week the appointment of E. H. Davis as adver-
tising manager of the company, succeeding J.
I Bernat. Mr. Davis has had several years'
experience in the advertising field, and he is
making plans to co-operate with Emerson job-
bers and dealers along practical lines.

PURCHASES VICTOR STORE

Newburgh, N. Y., June 7. — The Winterroth
Piano Co. has purchased the store of B. S.
Brown, Victor dealer in this city, and is making
extensive alterations. Six booths have been in-
stalled, and new equipment is being put in place
in preparation for an active Fall trade. The
store is in charge of Mr. and Mrs. 'Newman, both
of whom are well known in the local trade.

R. R. Wilson, who for many years was con-
nected with the wholesale branch of the Co-
lumbia Graphophone Co., in New York, has been
appointed wholesale representative of the
Granb}^ Phonograph Corp. in the metropolitan
district. Mr. Wilson is a talking machine man
of many years' experience and has a wide ac-
quaintanceship and close friendship with the
dealers in this territory to which he has de-
-voted so much of his energy. His experience
fits" him for the new position which he occupies.
Mr. Wilson will make his headquarters at the
New York offices of the Granby Phonograph
Corp., 4 West Thirty-seventh street.

Breuer Bros., 775 Woodward avenue, Brook-
lyn, are featuring Starr phonographs and Gen-
iiett records.

Retail Record Section Placed in Front of Store
and Offices Moved to Rear

Emanuel Blout, well-known Victor whole-
saler and dealer, has just made some changes
in the arrangement of his large store at 108th
street and Broadway, New York, which are cal-
culated to make for the convenience of cus-
tomers. The section of the store nearest the
entrance has been given over entirely to the
record department, racks being installed to ac-
commodate over 100,000 records. The general
offices have, in turn, been moved to the back
of the store, where more privacy will be enjoyed
by the workers. Mr. Blout has an elaborate
establishment with a full plate-glass front ex-
tending eighty-five feet along Broadway and
about fifty feet on 108th street.

BRUNS "ONE MAN" DELIVERY COVER

A practical One Man Delivery Cover embracing unusual new and novel fealtures. A cover that will effectively protect the line exterior of any machine.
One man in every sense of the word. .\n exclusive article that can be easily handled by one ntan. It means actual insurance against damage to the
machine it protects. Made of high grade materials and workmanship of equally high class; well padded throughout; will stand the wear of many
deliveries.

Made in Sizes to Fit All Machines — For All Makes

A Quality Cover in Every Respect

The General Construction — material — finish is of tlie very best — Extra Heavy Khaki or Urown Ouck — Quilted, padded and fleece lined. Made to fit
special or any standard size machine. These covers have the unqualified endorsement of both manufacturers and dealers. The prices are the lowest?
consistent with the highest tjpe of workmanship.

Write us to-day for prices — you'll be glad you did. Special inducement to the jobbing trade. Sample orders promptly attended to.

A. BRUNS & SONS, 50 Ralph Avenue, Brooklyn, New York

166

THE TALKING MACHINE WORLD

June 15, 19Z1

SUCC ES S O R TOn:^
Standard Talking Machina Co,
I'liteJ Talking Machinm Co.
Harmony
O'Nnll-JanM Co.
Antino Co.

ui&x Gradelalfend Mackines, Disc Gecords>
Tfilliing Machine Supplies, Etc

227-229 W. Washington'St., Chicago, 111.

announce to the trade the formal opening of a branch
sales office and stock room at

2957 GRATIOT AVENUE

Phone : Melrose 1576 Detroit, Michigan

QKfiL Record distributors

Also a complete line of repair parts and accessories

" Get acquainted with Consolidated S-E-R-V-I-C-E "

URGES ELECTION OF HOPKINS

OfBcial Organ of Advertising Club of New York
Wants General Sales Manager of Columbia
Co. for President of the A. A. C. W.

The May 23 issue of Advertising Club News,
the official organ of the Advertising Club of
New York, was devoted practically in its entirety
to propaganda urging the election of Geo. W.
Hopkins, general sales manager of the Columbia
Graphophone Co., as president of the Associated
Advertising Clubs of the World. As this issue
of The World goes to press the annual con-
vention of the A. A. C. W. is being held at At-
lanta, and Mr. Hopkins' chances for election
are considered exceptionally bright.

The first page of Advertising Club News for
May 23 featured the heading, "George W. Hop-
kins— The Man," accompanied by telegrams and

letters from prominent advertising men in all
parts of the country, telling why in their opinion
Mr. Hopkins should receive the greatest honor
in the advertising field. The inside pages con-
tained many more communications of similar
tenor from publishers, executives, advertising
managers and sales managers everywhere.

For many years Mr. Hopkins has been identi-
fied with advertising activities in a broad, gen-
eral way, and he has occupied all of the execu-
tive offices in the Advertising Club of New York,
including that of president.

Richard G. Burger, formerly connected with
the Columbia Graphophone Co. in Bridgeport,
Conn., as research chemist, is reported to have
perfected an invention which makes it possible
to press 1,500 records from a single nickel-plated
matrix, as compared with the former limit of
500 records to a matrix.

Advance Notice to Victor Dealers

To Retail
at $g.00

Spir .^rat

a repeating device for Victrolas that always works and is no larger

than your watch

The few Victor dealers who have
call it the most wonderful Victrol

There is a world of entertainment in simply
watching the little wheel carry the sound-bo.x
back to the first groove — accurately, never-
failing, lutomalically WITH NO INTRICATE
MECHANISM AND NOTHING TO GET OUT
OF ORDER.

Big, general announcement of SPIR-A-GRAF
will be made soon. We are ready NOW to

observed our working models
a device they ,have ever seen

send to Victor jobbers or dealers complete
literature and prices including an Enlarged
illustration of this wonderful attachment.
Victor dealers who know have pronounced it
a device that will sell at ONE demonstration
with preat possibilities for profit. Write NOW
for literature.

Consolidated Sales Co.

INDIANAPOLIS
U. S. A.

ORCHESTRA BOOSTS OWN RECORD

Coon-Sanders Novelty Orchestra Helps Sale of
Columbia Records by Concert Given in the
Paul Talking Machine Shop, Kansas City

Kaxsas City, Mo., June 6. — A prophet may not
be appreciated in his own city, but the fact re-
mains that the Coon-Sanders Novelty Orchestra
goes the prophet one better by being distinctly
popular with the home town folks, which is at-
tested to by the sale of the first Columbia record
made by that organization, namely, ''Some Little
Bird."

The orchestra, which plays regularly at the
Hotel Muehlbach, and is rated as one of the best
novelty orchestras in the Middle West, recently
gave a concert in the store of the Paul Talking

Crowd in Front of Paul Talking Machine Shop

Machine Shop in connection with the exploiting
of their Columbia records.

The accompanying photograph gives some
idea of the crowd that was attracted, a crowd
that practically blocked the street. It is well to
note that the supply of the orchestra's records
was completely exhausted and a rush order was
sent for more.

CHENEY DISTRIBUTION PLANS

The New York territory has been added to
that covered by the Cheney Sales Corp., of
Philadelphia, of which G. D. Shewell is presi-
dent. This important deal was closed the early
part of June and adds to the territory covered
by the Cheney Sales Corp. everything west of
the Connecticut River in Connecticut, Greater
New York, Long Island, northern New Jer-
sey and the lower counties of New York State.
This new territory, combined with the Phila-
delphia field of the company, which reaches
west to the Susquehanna and south to Wash-
ington, permits a splendid field of operation
for Mr. Shewell and his associates. Burton
Collver, who has been the manager of the New
York office of the Cheney Talking Machine Co.,
will become associated with the Cheney Sales
Corp. in an official capacity and will continue his
operations in the same territory. The Cheney
Sales Corp. will take over the offices of the
Cheney Talking Machine Co., at 1107 Broadway,
New York City, in addition to its offices at 1105
Chestnut street, Philadelphia.

ss» ATTENTION
PHONOGRAPH DEALERS

Sevd for Copy of "THE ORO-TONE"

JUST OFF THE PRESS

THE ORO-TONE CO.

1010 George Street
CHICAGO, ILL.

June 15, 1921 THE TALKING MACHINE WORLD 167

The Stephenson Almanack
1921 JUNE, Sixth Month 1921

Manufacturer's Calendar

Watch your product. Merit
now counts as never before.

Now it is time to study the prod-
uct to see how certain improve-
ment can be made so that you
may be ready for trade later on.
Consider the Stephenson Preci-
sion-Made Motor, for it will
please; your customers.

Work the ground now for a
harvest in the fall.

The term, Precision-Made, was
introduced into the phonograph
industry by the Stephenson
Motor — and Stephenson Motors
by actual service rendered have
now earned the title.

Employ thy time well and throw not away
one single minute, says Poor Richard.

STEPHENSON

DIVISION

DE CAMP G, SLOAN INC.

One Hundred and Seventy Peiuiingtoa Street.
J^iV3r^,J\eiu (Jersey

MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX

168

June 15, 1921

soss

Soss Invisible Hinges

Write for Catalogue

SOSS MANUFACTURING COMPANY

778 Bergen Street, Brooklyn, N. Y.

CONVENTION PLANS COMPLETE

Chas. K. Bennett Makes Personal Visit to Colo-
rado Springs to Arrange Details — Jobbers'
Special Train to Stop at Pueblo

Word has been received from Charles K. Ben-
nett, chairman of the arrangements committee
of the National Association of Talking Ma-
chine Jobbers, who has been in Colorado
Springs looking after the final details of the
convention program, to the effect that all the
details have now been arranged and everything
is ready for the big time.

Mr. Bennett reports that Colorado Springs
was not affected by the recent floods and that
the officials of the Santa Fe Railroad announce
that the roadbed will be repaired and transpor-
tation put on a normal basis before June 15. Ar-
rangements have been made for the special train
carrying the jobbers to stop at Pueblo for a
brief period in order that the conventioners
may witness the havoc wrought by the floods in
that city.

Model B

"The Last Word in
Phonograph Construction "

The appealing lines of the Tiffany
Models, together with workmanship
and quality, are the reasons for the
noticeable increase in Tiffany Job-
bers and Dealers.

Write for our attractive proposi-
tion.

TIFFANY PHONOGRAPH SALES CO.

Executive and Sales Offices

1404 E. 9th St., Cleveland, O.

New York City Office
17 E. 42nd St.

CHURCHILL CO. HOLDS SALES MEET

Pathe Distributors in Iowa Hold a Most Suc-
icessful Sales Convention in Burlington

BuRLiXGTOx, Ia., June 6. — The Churchill Drug
Co., Pathe distributors in this territory, with
establishments in Cedar Rapids, Peoria and this
city, held their first general sales convention
here on Thursday and Friday of last week,
June 2 and 3. The entire program was a most
elaborate one, with close to seventy-five of the
executives and salesmen of the compan}' in at-
tendance.

F. S. Churchill, head of the compan}', presided
as chairman and W. N. Churchill delivered the
formal address of welcome at the opening ses-
sion on Thursdaj'. At both sessions on Thurs-
day there were a number of addresses on busi-
ness subjects _made hy executives of various or-
ganizations and some excellent selling mate-
rial was offered for the consideration of the con-
ventioners.

On Friday the salesmen reported at the com-
pany's headquarters and made a tour of inspec-
tion of the establishment. At the morning ses-
sion H. N. McMenimen, managing director of
the Pathe Freres Phonograph Co.. was the prin-
cipal speaker. There were also other addresses.
In the afternoon there was a general discussion
of sales problems, even as far ahead as the holi-
day trade, and the salesmen's question box was
open.

There were several social affairs during the
convention, including an elaborate luncheon
each day and a banquet at the Hotel Burlington
on Thursday evening, with Frank Stockton as
the principal speaker.

Those who attended the convention included
from the Burlington' headquarters; W. X.
Churchill, C. S. Hutchins. C. F W'ehmeier. C E.
Kisler, F. A. Straw. E. R. Jatoby, H. E. Eaton.
J. C. Minton, H. Bouquet, D. C. Hampsher.
A. L. Floden. P. Strain. J. A. Hughes. C. \\'.
Blayney, J. A. Day. C. C. Stoerzbach. H.
Hackler, P. F. Fulton. Eno Fimmen, C. V\'.
Boger, F. W. Lemon, C. W. Schach, W. M
Barnett, F. R. Buck. From Cedar Rapids: F.
Junkermann, F. S. Churchill, J. C. Coxe, E. T.
"Sickel, J. R. Schollenberger, P."e. Colwell, T. H.
Thomas, D. M. Cram. L. C. Munch, W. F. Glass.
R. L. Shambaugh. J. W. McDonald. .A. X. John-
son. C. E. True, A. E. Dreier, C. L. Havens,
W. L. Capron, W. S. Bartlett. L. L. Kadavy.
J Wray. From Peoria: F. M. Burks. W. K.
Roth, H. H. Coulson, Eno Boyer, F. F. Kneer,

E. -M. Scoones, H. R. Pelz, \V. B. Munro. C. M.
Miller, F. E. Conway, Arthur Schulz, E. M.
Rutledge, R. R. Ross, D. C. Artz, W. E. Tripe,
E. C. Webster, Elmer Blank, F. E. Hadank!
J. F. Caldwell, J. J. Green, C. C. O'Hara, X. F.
Montross, H. M. Rogers, F. W. Dudley, C. F.
McLean.

NEW WALL-KANE MERCHANDISERS

The Progressive Phonographic Supply Co. has
announced that those controlling the majority
of stock in the company have voted to dissolve
this selling organization and that hereafter the
Wall-Kane needle will be merchandised by the
Greater New York Xovelty -Co., 3922 Four-
teenth avenue, Brooklyn, the manufacturer of
the needle.

The Wall-Kane needle is being brought to the
attention of the public in suburban communities
in a novel manner. There is presented free with
each package of needles a balloon for the chil-
dren. This offer is only made by dealers who
have not previously retailed the Wall-Kane line
and is, therefore, creating much new distribution
for the needle.

FILES PETITIONJN BANKRUPTCY

Oklahoma City, Okla., June 6.— The Oklahoma
Phonograph Co. has filed a voluntary petition in
bankruptcy with the clerk of the Federal Court
at Guthrie. The company's assets are placed at
$15,482.71 and liabilities at $16,083.40. The mat-
ter has been referred to a referee.

Victor Dealers

The USOSKIN VICTOR MONTH-
LY WINDOW DISPLAY SERVICE
is an investment — not an expense.

It pays dividends in increased sales.

It attracts attention, brings people to
your show window and into your
store, and nets you a profit on your
investment in a dozen different
ways.

Send for sample set and further de-
tails regarding this sales-stimulator.

USOSKIN LITHO, Inc.

230 WEST 17th ST., NEW YORK CITY

June 15, 1921

THE TALKING MACHINE WORLD

169

Ted Lewis scores another triumph with his tuneful,
tantalizing trombone in that famous fox-trot 'Tm
Coming Back to You— Maybe." Coupled with "Wish-
ing," a medley fox-trot by the Yerkes Jazarimba
Orchestra. Order a lot for your dance loving cus-
tomers. A-3400.

Columbia Graphophone Co

NEW YORK

ANNUAL BANQUET OF EMPLOYES OF BLACKMAN T. M. CO.

Gathering at the Hotel McAlpin June 4th Preceded by Theatre Party at Palace Theatre Most
Enjoyable Event — ^Mr. Blackman's Important Address — Bonus Envelopes Distributed

The twelfth annual banquet of the employes of
the Blackman Talking Machine Co., New York,
Victor wholesaler, was held Saturday, June 4,
at the Hotel McAlpin, New York, being pre-
ceded by a theatre party at the Palace Theatre.
An interesting program was prepared for the
entertainment of the employes, and the afternoon
and evening were thoroughly enjoyed by every-
one present. It so happened that the Palace
Theatre program represented' one of the best
shows of the year, and incidentally the leader
of the orchestra at the Palace Theatre is Ben
Roberts, a nephew of Frank Roberts, secretary
of the Blackman Talking Machine Co., and one
of the veterans of the talking machine trade.

Upon arriving at the Hotel McAlpin the Black-
man party took possession of the Green Room,
which had been reserved for their exclusive use,
and after a most enjoyable banquet J. Newcomb
Blackman, president of the company, made the
address of welcome.

During the course of his address Mr. Black-
man gave his organization an intimate idea of
the problems which have confronted the com-
pany during the past few years, and which have
been solved through the use of efficient and
logical business methods. The Blackman Talk-
ing Machine Co. has been in existence for nine-
teen years, and during this period has been a

foremost factor in the Victor industry in New
York. Personally, Mr. Blackman has for many
years been one of the leading members of the
Natiqnal Association of Talking Machine Job-

J. Newcomb Blackman

bers, having served as its president and as a
member of its executive committee for many
years.

For several years the company occupied space
at 97 Chambers street, and then moved to 81

Reade street, where its lease expired on May 1
of this year. Mr. Blackman briefly traced the
history of the company, telling how he and his
associates recognized the fact that the quarters
occupied at 81 Reade street were far inadequate
for the company's growing business. They de-
cided to look for new quarters the early part of
this year, and the paramount factor in the search
for a new home was the question of a floor or
building which would provide the employes with
ideal working conditions. Several excellent loca-
tions were rejected because of minor disqualifi-
cations, but finally a floor was found in the build-
ing at 28 to 30 West Twenty-third street. Mr.
Blackman looked over this floor carefully, and
was soon convinced that it met the company's
requirements in every detail It furnished the
employes with excellent working conditions, and
the shipping and freight facilities were excep-
tional. The lease was closed and the company
took possession of its home on May 1.

Mr. Blackman paid a hearty tribute to the
invaluable co-operation given the company by
its employes during the removal period, as many
of the men worked well into the night in order
that the new home might be occupied on sched-
ule date. In closing, Mr. Blackman predicted
that his organization would attain unlimited suc-
cess in the future, as the spirit evinced by every
member of his staff assured this success.

Upon completing his address, Mr. Blackman
announced that the employes would receive
bonus envelopes in accordance with the plan
instituted by the company' twelve years ago.
Under the terms of this liberal profit-sharing
plan every employe who has been associated
with the company during its complete fiscal year
shares in the profits, and this system has been
an important factor in the success attained by
the Blackman organization. Fifteen employes
sliared in the 1921 bonus plan, among these being
Fred P. Oliver, vice-president and general man-
ager; Frank Roberts, secretary; George Thau,
assistant secretary; James F. Ashby, assistant
treasurer; C. L. Johnston, sales manager; Edgar
S. Pahner, A. D. Robbins, Walter R. Grew,
Charles R. Marquis, Jr., John Mills, Charles W.
Cornwell, Miss Elizabeth Reightou, Miss M. V.
Johnstone, Miss Mae Dranow and Miss L. W.
Haggerty.

In addition the stockholders of the corpora-
tion received a dividend based on the company's
activities the previous year and several of the
employes participated in this stock dividend. In-
cidentally, Mr. Blackman stated that plans were
being made whereby the employes of the organ-
ization would be giyen an opportunity to become
stockholders on a liberal basis to be announced
in the future. Among the stockholders who
were present at the banquet and who received
their dividends were the following: Fred P.
Oliver, Frank Roberts, George Thau, Mrs. J.
Newcomb Blackman, - Mrs. F. P. Oliver, Mrs.
Anna A. Houghton and Mrs. Irene C. Blackman.

As a fitting finale to the banquet Mr. Black-
man announced that C. L,. Johnston, who was
api)oinle(l sales manager of the company about a
(Conlinued on page 170)

You Don't Have to Tune This Motor

If you have to tune a motor when
it reaches you, someone will have to
tune it after it leaves you.

If it didn't stand shipping siiock
once, it won't stand it again.

This motor is silent — self-lubricated
and enclosed.

It will end your motor difficulties.

It is being adopted by more and
more of the better phonograph
makers, and they are delighted.

Absolutely uniform speed, and per-
formance.

Write us for further information —
prices, etc.

United Manufacturing and Distributing Company

536 Lake Shore Drive CHICAGO

170

THE TALKING MACHINE WORLD

June 15, 1921

BANQUET OF BLACKMAN EMPLOYES

(Catifinued from page 169)

year ago, would very soon be promoted to the
position of secretary of the compan3% succeeding
Frank- Roberts, who became associated with
Mr. Blackman nineteen years ago as his first
employe and who has retired from active dut}^
The organization was delighted to hear of Mr.
Johnston's prospective promotion, as he has
worked indefatigably in the interests of the
company during the past year and was in direct
charge of the removal from 81 Reade street to
28-30 West Twenty-third street.

Before the floor was cleared for dancing Fred
P. Oliver, in behalf of the officers and employes,
thanked Mr. Blackman for the courteous con-
sideration extended the organization and assured
him that ever}' member of the staff would give
the company 100 per cent service and co-opera-
tion during the coming year.

POLICY OF CO=OPERATION PAYS

Remington Phonograph Corp. and Olympic Disc
Corp. Supply Effective Dealer Helps — S. H.
Jacobs, Good Advertising Suggestions

One of the secrets of the success of the Rem-
ington Phonograph Corp., New York, and the
Olympic Disc Corp., which it controls, is the
hearty co-operation which they offer to the

Samuel H. Jacobs
dealer. This co-operation is not Hmited alone
to the providing of the merchandise, but goes
further and .offers general help in the disposing
of the merchandise as well.

S. H. Jacobs, advertising manager of the com-
pany, gives his attention to the dealers' publicity
as well as the publicity of the parent concern.
On' occasions too numerous to mention Mr.
Jacobs has traveled out of town to confer per-

This Book Simplifies Musical Merchandising

HERE is a guide to Successful Musical Mer-
chandising. Here is a most complete line of
Musical Merchandise (one of the largest in
the United States) condensed within the covers of
one small, valuable book.

It is our Confidential Trade Price List. Hundreds
of GRETSCH dealers find it a veritable buying
guide.

It puts at their command the choicest offerings of
the world's markets. A modest inventory, backed
by this book and GRETSCH service, enables
GRETSCH dealers to meet every musical demand —

and profitably, too!

If you haven't this book, just drop us a card and we'll
send you a copy by return mail. Free, of course.

The Fred. Gretsch Mfg. Co.

Musical Instrument Makers Since 1883

54 to 80 Broadway . Brooklyn, N. Y.

The Fred. Gretsch Mfg. Co.

sonally with the dealer regarding his advertising
problems. Mr. Jacobs is an advertising man of
long experience and is well qualified to give ex-
pert advice on the subject. Among the many
advertising helps offered to_ the dealer by Mr.
Jacobs' department are colored slides, hand-
colored window show cards and a one-reel mov-
ing picture entitled "At Home With America's
Oldest Inventor." This reel has been exhibited
in nineteen States and has been acclaimed as
educational as well as entertaining. Mr. Jacobs
states that improvement of conditions is notice-
able and steady and predicts that by Fall a big
improvement will be felt.

LOCAL BRUNSWICK ACTIVITIES

Manager Strauss Pleased With Dealers' Activi-
ties— Members of Local Staff Visit Chicago

MAGAZINE STORY ON MOOD CHARTS

The feature -story in the magazine section of
the New York Herald of Sunday, June 5, was an
analysis of the results obtained through the use
of some 200,000 mood charts by Thos. A. Edi-
son, The article by Willis Steell was captioned
"Music as Cure Under Scientific Test," and the
whole subject was treated in a most interesting
manner. The effects of the various types of
music on the moods of those under test were
carefully described. The whole story was
closely identified with the Edison campaign.

Miner Chase, of AUerton, la., has installed a
new Victor department. It is admirably ar-
ranged well in front of the store and a diversi-
fied line of styles is shown.

E. A. Strauss, general manager of the Bruns-
wick-Balke-Collender Co., New York, is enthu-
siastic regarding the plans and preparations be-
ing made by Brunswick dealers in the East for
an active Summer and early Fall trade. Mr.
Strauss states that Brunswick machine sales are
more than holding their own and that his organ-
ization is endeavoring to impress upon the deal-
ers the urgent need of instituting intensive cam-
paigns so that they may receive their full quotas
of Summer business.

Chester I. Abelowitz, metropolitan representa-
tive of the Brunswick offices in New York, re-
cently spent two weeks at the factory in Chi-
cago for the purpose of acquainting himself with
the latest data pertaining to the manufacture
of Brunswick machines and records.

Gus. Henschean, of the Brunswick recording
laboratories in New York, spent a few days in
Chicago recently visiting the Brunswick offices
and factor}'.

T. J. Garland, who represents the company in
New Jersey and Long Island, has opened up a
number of new accounts in this territory, and in
addition many of the older Brunswick accounts
are remodeling their stores in anticipation of an
active Fall trade. Dealers appreciate Mr. Gar-
land's visits. He is helpful and stimulative.

DO YOU KNOW IMPROVED KING-Q-TONE PORTABLE

ABOUT

Several patented features which

1. Case and handle; guaranteed cowhide leather, in
black or mahogany brown finish.

2. Nickel polish trim'mings throughout.

3. Resonator.

4. Special velvet lined compartment for ten and
twelve-inch records.

5. Sliding door, velvet lined compartment for tone
arm and crank.

6. Guaranteed double spring motor.

NEW YORK OFFICES: 51

are a positive sales asset.

Retailing at $37.50.

This is the season.

Write today for
samples and dis-
count.

Prompt delivery.

East 42nd Street

KING-O-TONE PHONOGRAPH COMPANY, 608 Chestnut Street, Philadelphia, Pa.

June IS, 1921

THE TALKING MACHINE WORLD

171

WORLD'S CLASSIFIED ADVERTISING

Any member of the trade may forward to this ofHce a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.

SALESMEN — A firm making material needed
and used by every dealer and repairman in the
trade, now doing a large business in the East,
is desirous of extending its business westward
and southward. We invite appHcations from
worth-while men to represent us. The men
selected must be workers and want business bad
enough to hustle for it on a strictly commission
basis. These men will be backed by strong ad-
vertising. You may reply in strict confidence,
giving reference. "Box 955," care The Talking
Machine World, 373 Fourth Ave., New York
City.

WANTED — Side line salesmen to sell a com-
plete line of phonographs and musical acces-
sories. No samples to carry. You can earn all
your expenses during spare time. "Box 958,"
care The Talking Machine World, 373 Fourth
Ave., New York City.

WANTED — TraveUng salesman for large
wholesale house. Familiarity with Victor prod-
ucts and policies essential. To travel out of
Washington. Apply, giving all details, to "Box
964," care The Talking Machine World, 373
Fourth Ave., New York City.

POSITION WANTED— Experienced sheet
music traveling salesman desires position with
classical publishing house. Pacific Coast terri-
tory, with headquarters at San Francisco, Cal.
Address "Box 959," care The Talking Machine
World, 373 Fourth Ave., New York City.

WANTED — Side line salesman; good posi-
tion; to sell a well-advertised lin^ of phono-
graph needles. State territory you now cover.
"M. A., 24," care The Talking Machine World,
209 South State St., Chicago, 111.

SALESMEN— The largest phonograph job-
lot house in America needs salesmen to repre-
sent it in many sections of the country. Guar-
anteed cabinets, motors, tone arms, hardware
sets; machinery can be sold in large quantities
at prices beyond competition. Every manufac-
turer, jobber and large user of phonographs and
cabinets is open for startling bargains. We have
them. One large deal every month will easily
net $15,000 a year. Address "Box 965," care The
Talking Machine World, 373 Fourth Ave., New
York City.

POSITION WANTED— Laboratory and mat-
rix expert, with 18 years' experience, would like
to have interview with any talking machine
company. Address "Box 967," care The Talk-
ing Machine World, 373 Fourth Ave., New York
City.

WANTED — Commission men, calling on the
music trade exclusively, to sell high-grade
Player Roll Cabinets (hne of 15 pieces). Liberal
commission. Write for territory. Box "942,"
care The Talking Machine World, 373 Fourth
Ave., New York City.

POSITION WANTED— By experienced phonograph man
from Pacific Coast, now located in New York. Thoroughly
experienced in both production and sales. Address "Box
953," care of The Talking Machine World, 373 Fourth Ave.,
New York.

POSITION WANTED— By young lady with two years-
record experience. Chicago location, if possible. Address
"Box 968," care of The Talking Machine World, 373
Fourth Ave., New York City.

POSITION WANTED— A capable phonograph salesman
is open for a road or manager's position. Any reference
desired. Address "Box 969," care of The Talking Machine
World, 373 Fourth Ave., New York City.

Elmerson 7-Inch Double-Disc Records
7c Each

Large assortment. No patriotics.
In 1,000 lots, 9Kc. each. In 5,000 lots, 8c. each.
In 2,000 lots, 9c. ea. Entire lot 10,000 at 7c. ea.
Terms: Net. F. O. B. Chicago. Subject to prior
sale. FANTUS BROS., 519-531 S. Dearborn St.,
Chicago, III.

BUY

) Lots, Close-Outa
discontinued Stocks, etc.
.1 all lines. No quantity too
e. Quick Cash for barcrains.
> SAMPLES AND FULL PARTICULARS.
BARGAIN BULLETIN FRt.E
>ANTUS BROS. 525 S. Dearborn St. Chicago

WE BUY^ ANYTMING

Sacrifice Sale of 25,000 Standard
10-inch Double Disc Records

Very large assortment.
All desirable — no patriotics.

In 100 lots, 19c.
In 250 lots. 18%c.
In 500 lots, 18c.
In 1,000 lots. 17%r.
Terms: Net. F. O.

In 2,000 lots. 17c.
In 5,000 lots, 16%c.
In 10,000 lots, 16c.
Entire stof^k, 15c each.
Chicago. Subject to prior sale.

FANTUS BROS.
519-531 S. Dearborn St., Chicago, 111.

FOR SALE

Series of Unico Demonstrating Booths, made
by Unit Construction Co. Finished in Grey.
Three booths 6x9, One 9 x 12, One 6x9
Record Booth, capacity about 10,000 records.
One 6-ft. counter to match. All new Oct.,
1920. Number 3 Unico design. Bargain.
Also stock of Vocalion phonographs and rec-
ords. Hampson, Mintie & Abbott, Inc.,
Waterbury, Conn.

INVENTION FOR SALE

Sound box that automatically positions needle in
tangential relation to record groove. Insures per-
fect, scientific reproduction of lateral cut records.
Royalty or cash. Address "Box 966," care of The
Talking Machine World, 373 Fourth Ave., New
York City.

WANTED

100 heavy type motors, double spring, also 100
large tone arms. Give cash price in first let-
ter. H. A. Sage, 329 E. Fort St., Detroit,
Mich.

WANTED — Position as wholesale or retail salesman,
wholesale preferred. Have had over three years' experience.
First-class references. Address Box "970," care The Talking
Machine World, 373 Fourth Ave., New York City.

POSITION WANTED— Salesman wants to sell talking
machine needles in the followini^ territory: Western Penn-
sylvania, West Virginia, Ohio, Detroit and Buffalo. "Box
957," care of The Talking Machine World, 373 Fourth
Ave., New York City.

POSITION WANTED— Victor and Columbia salesman,
has knowledge of records in all languages and understands
mechanism of all machines. "Box 956," care of The Talk-
ing Machine World, 373 Fourth Ave., New York City.

POSITION WANTED— Cashier and credit man, three
years' experience with largest concern in the game, desires
to make a change. "Box 960," care of The Talking Ma-
chine World, 373 Fourth Ave., New York City.

POSITION WANTED— Successful sales manager, man-
aged largest wholesale and retail departments, desires con-
nection, anywhere. Age, thirty-nine; highest class refer-
ences. "Box 961," care of The Talking Machine World,
373 Fourth Ave., New York City.

Consult Page 172 for Further
Classified Advertisements

PATENT for SALE

Outright or on a Royalty Basis

A Reproducer

embodying the working principle of a bellows
and vibratory throughout.

The first in the art to incorporate a
vibratory back.

In voluine and clarity of tone it is easily
superior to any upon the market.

The patent is of recent date and, in the
opinion of leading patent lawyers, is basic.

Control of it assures monopoly, while the
essential novelty and inexpensiveness of the
device are very strong advertising and sell-
ing features.

Address "Duo-Vibro," care Talking Ma-
chine World, 373 Fourth Ave., New York

1,000 SWISS MOTORS

Nickel plated, double spring. Imported
Swiss motors • of excellent quality.
Equipped with worm drive. 12" cast
iron turn table, suitable for a phono-
graph selling from $50 to $150.00.
Price, $5.75 each

E. L. CUEENDT

150 West 49th St. New York

SPECIAL LABEL
RECORDS

WANTED

Six phonograph booths, state make ; also one
Unico or Van Veen counter, glass top, and
record racks. Address E. Brodbeck, 72-74
W. First St., Mt. Vernon, N. Y.

FOR SALE

10,000 phonograph motor springs, 16 ft. by I'A by
.025. First quality and in perfect condition. Will
sell at a sacrifice. "Box 921," care of The Talking
Machine World, 373 Fourth .Ave., New York City.

FOR SALE

Flourishing Columbia agency in Atlantic City.
$10,000. Old established, with following of ten
years' growth. Present owner leaving city to en-
gage in another line of business. Address "Box
963," care of The Talking Machine World, 373
Fourth Ave., New York City.

CABINETS

We specialize in building talking machine
cabinets to order. Let us figure on your
requirements.

MASTERPIECE PHONOGRAPH CO.

2320 South Western Avenue
CHICAGO, ILLINOIS

172

THE TALKING MACHINE WORLD

June 15, 1921

WORLD CLASSIFIED ADVERTISING— (Continued from page 171)

Jobbers — Large Users — Manufacturers

The following guaranteed merchandise of a nationally known
manufacturer is open for bids:

I. 2000 heavy cabinets 46", 48", 51", 53" high, of handsome design.

Name plate of manufacturer can be had if desired.

II. 1000 two and three spring motors built by same manufacturer.

III. 1000 high-grade tone arms with reproducers of same brand r.s
above mentioned.

IV. 15,000 heavily nickel-plated cabinet hardware sets.

We have excellent facilities and are willing to assemble and equip
these cabinets for those unable to do it. As these cabinets are yet
unbored, buyers can select what motors they like.

For large users this is an extraordinary opportunity to buy high-
grade phonographs at prices reduced beyond competition.

Write at once for appointments in Chicago or for our representative
in your citv^ or for samples.

The Chicago Phonograph ReaHzation

1427 CARROLL AVE. CHICAGO

VALUABLE NEW VICTOR BOOKLET

"The Victrola in Correlation With English and
American Literature" a Volume of Much
Practical Interest to the Educator

The Victor Talking Machine Co. has just
issued another booklet which represents a most
important addition to the extensive educational
librarj' of that company. The new volume is en-
titled "The Victrola in Correlation With English
and American Literature," and covers verj' com-
pletely an extremely important subject in which
the Victrola may assist in teaching. The Victrola
and Victor records are now being used in teach-
ing English in thousands of schools throughout
the country, and the new booklet has been issued
ii! response to requests for a complete listing of
Victor records in this field of educational work.

The new volume has been compiled by S.
Dana Townsend, A.B., of Columbia University.
Harold D. Smith, who has supplied a thoroughly
interesting and practical introduction, in the
course of which he emphasizes the fact that
Americans have been too prone to regard music
as something apart- from the commonplace events
of daily life, and that the European declaration
that Americans are unmusical is due largely to
this view of music, for the average European
regards music as a vital part of his regular exist-
ence. Much excellent advice is offered to the
teacher regarding' material most suited to the
needs of various classes of pupils and various
classes of work. And there is a page devoted to
concise practical suggestions for the teacher.

The bulk of the booklet, which comprises sev-
enty pages, is given over to a comprehensive
catalog of records suited for use in correlation

A.F.Co.

for Talking Machine
Turntables

First impressions are lasting! A part

of the total effect of elegance in your
machine is due to the lustrous felt turntable.

It is a matter of pride to the purchaser to
own a product of the finest materials obtainable.
American Felt is uniformly perfect for resistance
to wear and is matchless in appearance.

You can afford to use none but the best in creating tliis^
appearance of beauty and refinement. That means AMERICAN
FELT TURNTABLES.

AmericanFelt
CompanLy

TRADE

MARK

BOSTON
100 Summer St.

NEW YORK
114 East 13th St.

CHICAGO
325 S. Market St.

FOR SALE

Entire equipment of the Southern States Phono-
graph Co., consisting of a practically complete record
plant in Atlanta, Ga., in running condition. Will
ship anywhere or it can be operated at its present
location. \"ery cheap rental. Dixie Paper & Box
Co., Atlanta, Ga.

CABINETS

Beautiful new design in mahogany,
oak and walnut. Send for circular.
Everett Hunter Mfg. Co., McHenry, 111.

WANTED

Dealers and distributors in every state to sell
the So-ave-tone line of talking machines. The
machine with a personality. The J. K.
Mohler Co., Ephrata, Pa.

BUSINESS OPPORTUNITY

FOR SALE

Records, best make, 35c. Cabinets, motors,
tone arms ; a bargain. Anything required in
the phonograph line we sell at reduced prices.
Mandell & Co., 88 Rivington St., N. Y. C.

with English and American literature, classified
according to titles, and then again according to
composers and writers.

OPENS OFFICES AS ENGINEER

Maximilian Weil Acting as Consulting Engineer
in Talking Machine Industry — Well Known in
Engineering Field

Maximilian W eil, formed}' vice-president and
chief engineer of the Sphinx Gramophone Mo-
tors, has resigned from this company's service
and has opened offices as consulting engineer at
100 Broad street. New York. Mr. Weil has
already arranged to handle the affairs of a num-
ber of talking machine concerns, and one of the
recent additions to his clientele is the Silent
Motor Corporation, Brooklyn, N.' Y.

Mr. Weil is well known in the talking machine
industr}-, having specialized for many years in
the development of the technical end of motor,
tone arm and phonograph manufacture. He is a
member of the American Institute of Engineers,
the Aeronautical Society of America and a num-
ber of other engineering organizations. His en-
gineering experience is wide and diversified, as
he was associated with the Westinghouse Elec-
tric & Mfg. Co., S. Pearson & Son, London,
Eng., the Bell Motor Co. and the engineering
staff of the New York Central Railroad at the
time of its electrification. For a number of
years he was consulting engineer prior to be-
coming associated with the Sphinx Gramophone
Motors.

Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., addressed the
Bridgeport Advertising Club at its meeting on
Wednesday, June 1, held at the Seaside Club.
Mr. Hopkins' address was enthusiastically re-
ceived by the members of the Bridgeport ad-
vertising fraternity and he gave a number of
valuable sales and publicity suggestions.

June 15, 1921

THE TALKING MACHINE WORLD

173

EURO PEAK HEADQUARTER

kwl^^^^^ I BMi ml W 2 GR.&SMAM (5LDG.,BASINGt1ALLST..E,C. LONDON ^

W. LIONEL STURDY. MANAGER

Continuance of Coal Strike Proves a Heavy
Burden to the Gramophone Trade — Business
Men Realize It Must Be a Fight to the Finish
—Strong Effort Made to Keep Up Some Sort
of Production, Particularly in Records — Musi-
cal TsTxewriter Invented — The Duty on Ger-
man Exports Causes Discussion — New Inven-
tion Makes Speech Visible — The New Record
Lists— The General Trade News of the Month

London, E. C, May 28.— The coal strike still
controls the trade situation. Its continuance to
any extent of time must be disastrous. Industry
in general is held up. So long as that continues
the gramophone and all other branches of the
music industry must needs suffer a setback as
never before equaled within the trade history.
At most of the gramophone warehouses and
offices the usual signs of business are absent.
In some I notice that skeleton staffs only are
retained, while other firms have adopted the
practice, especially in the factory, of maintain-
ing the majority of their employes on two, three
or four day shifts only — one week on, one week
off, alternately. By this method the men are
able just to exist, which, though a very deplor-
able state of things, is far better than giving
work to a chosen few and letting the rest do
nothing on the official unemployment dole.

These wretched facts of the situation notwith-
standing, among business men there is an air of
sober optimism engendered by the belief that
this time the Government means to stand firm
against the political claims of laBor while giving
every support to its genuine grievances. The
fanatical element of trade unionism which seeks

to hold up the country over every kind of dis-
pute without reasonable justification must be
brought to understand that unless labor settles
down to honest workmanship, a good service
and the acceptance of arbitration or other rea-
sonable method of settling genuine disputes,
the industries of this country will be out-
developed and restricted to such an extent as to
saddle the country with a large army of un-
employed and eventual trade stagnation such as
we are witnessing to-day.

With much of this in mind the British gramo-
phone trade is adopting a waiting attitude.
Financial and business resources are being con-
served. Within such limits trade is maintained
as vigorously as immediate circumstances war-
rant and no opportunity is lost to turn an honest
penny, so- to speak. In this regard there are
one or two firms whose outstanding efforts make
for encouragement among dealers. For instance,
the "His Master's Voice," Zonophone and Win-
ner companies are what might be termed active.
Press publicity and the maintenance of the usual
retail service represent points of merit through-
out their respective organizations, and the news
published elsewhere of the laying down of a new
pressing plant for "popular" records is decidedly
a bright star in an otherwise dull firmament.

These remarks refer particularly to the record
side of the business. Proportionately, record
sales are ahead of machine sales, or, in other
words, their field of sale is mainly applicable to
existing machine owners, the percentage of rec-
ord sales to new buyers being very small. Deal-
ers tell me that few new machine buyers have
been registered during the last month or so; in

fact, this branch of the trade has been abnor-
mally slow. The models most in demand are
portables and the higher-priced table grands and
medium cabinets. Owing to great numbers of
mechanics, miners — in fact, all classes of work-
men— being unemployed the sales of cheap in-
struments are few and far between.

A T3rpewTiter of Music Invented

Many have been the attempts to produce a
machine that could be made to legibly write
music. How difficult such a proposition is a
moment's thought will reveal. Nevertheless it
has been done. The music typewriter was shown
for the first time at the Printers' Exhibition,
London, and though its environment may be re-
garded as reminiscent of a Daniel in the Lions'
Den, the printer-exhibitors spoke not so much
in wrath as in admiration. In fact, its inventor,
the Rev. T. Walton, expressed to me his satis-
faction at the fine reception accorded his work
by all who had seen it.

Somewhat after the size and style of an ordi-
nary typewriter, the music typewriter prints by
pressure as distinct from the hammer blow of a
key. It rules the staves, spaces and prints the
notes just like ordinary printed music, and by
every manipulation notes and bars are put_ in
correct relation. Equally good is the trans-
posing device by which the instrument auto-
matically transposes as the operator copies. The
music typewriter is quite easily worked; a little
practice but no expert knowledge is required.
Levy on German Exports Reduced to 26 Per Cent

Following upon the receipt of Germany's un-
dertaking to honor the treaty of Versailles, it
(Continued on page 174)

*His Master's Voice'

— the trade-mark that, is recognized
throughout the world as the

HALL-MARK OF QUALITY

"His Master's Voice"

This intensely human pic-
ture stands for all that is
best in music

—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records

nENMARk: Skandlnavisk Grammophon-.A,ktl-
eselskab, Frihavnen, Copenhagen.

FRANCE: Cie, Frangaise du Gramophone, 115
Boulevard Richard Lenoir, Place de la RSpub-
lique, Paris.

SPAIN: Compania del Grani6tono, 56-58 Balmes,
Barcelona.

SWEDEN: Skandlnavlska Grammophon-Aktie-
bolaget, Drottnlng Gatan No. 47, Stockholm.

RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Prospect, Petrograd (Petersburg) ; No. 1
Sol,vanka, Solyanoi Dvor, Moscow; 9, Golovinsky
Prospect, TlflU; Nowy-Swlat 30, Warsaw; 11
Michailovskaya Ulltsa, Baku.

INDIA: The Gramophone Co., Ltd.. 139, Bal-
liaghiitta Road, Calcutta, 7, Bell Lane, Fort,
Bombay.

Great Britain:

AUSTRALIA: S. Hoffnung & Co.. Ltd., Sole
Concessionaries of The Gramophoue Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophonium, Ltd., llS-120
Victoria Street, Wellington.

SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 251, Johannes-
burg; Mackay Bros. & McMahon, Post Box 419.
Durban; Ivan H. Haarburger, Post Box 105.
Bloemfontein ; Franz Moeller, Post Box 108, East
London; B. J. Ewlns & Co., Post Box 86, Queens-
town;' Handel House, KImberley; Laurence «St
Cope. Post Box 132, Buluwayo; The Argus Co.,
Salisbury.

E.AST AFRICA: Bayley & Co., Loureiizo
Marques.

HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.

ITALY: A. Bossl & Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire): K Fr. Vogei, Post Box 414.
Alexandria.

The Gramophone Company^ Ltd,

HAYES

MIDDLESEX

ENGLAND

174

THE TALKING MACHINE WORLD

June 15, 1921

^ V "POPULAR" RECORDS

teL«^ sup.rb"Nl551'.-|!5^io.o..." 9®. LONDON'S LEADING VALUE!!!

QUOTATIONS

LOWEST in ENGLAND

^^^^ FOR *'HIGH GRADE PRODUCTS"

S.OOO Lots and up "Your Selection" or a Sample 1,000,
made up with "One Example" from Catalogued Pairings.

POINTS can give customers their own

with any proposition for supplying master records,
material or plant.

m-*- Repertoire Approz 3,000 Titles — Covering

m-*- Superb Selection, Bands and Orchestral!

m-*- Lightning Shipments

m-*- Packing hy Experts

9i-» Rock Quotations "Always"

m-*- F. O. B. London

We attend to all Insurances "if Requested"

to Bisyers A/c

Our Shipping Services, this Side FREE

•»— >- Correspondence invited — any lang^iage

Address: SOUND RECORDING CO., Lid. CABLES "Grammavox"
EXPORT DEPT., 18-19 Swallow Street London

Piccadilly, London. England "QUOTATIONS CABLED FREE'>

FROM OUR LONDON HEADQUARTERS— ( Continued from page 173)

was thought here that the levy of 50 per cent
imposed under the Reparation Act passed re-
cently by the English Parliament would auto-
matically be abolished. But not so! In answer
to a query about it Austin Chamberlain said:
"The Government thinks it inexpedient to repeal
or suspend the act until they have had further
experience of the working of the terms to which
Germany has just given her adherence. The
rate of duty will be reduced to 26 per cent and
its collection here will be in substitution for,
and not in addition to, the general levy on all
exports from Germany."

This duty, by the way, which was of course
designed to be met by the German Government,
is really being paid by the British consumer.
Since the imposition of this duty or tax the
majority of German manufacturers have declined
to accept orders from U. K. buyers unless ac-
companied by the full payment of the value of
the goods. When this was done, upon delivery
of the goods-here the British importer was called
upon to pay the 50 per cent reparation duty in
addition to the ordifiary 33}^ customs tariff.
And thus the public pays in the end what it was
meant the Germans should pay. There is con-
solation in the thought that perhaps as a result
the public will find British goods cheapest in
the long run.

Speech Made Visible by New Invention

A wonderful new invention called the Lioret-
graph is shortly to be brought to this country
from France by the London University College
authorities for research work into phonetics.
The Lioretgraph (named after M. Lioret, the
Paris inventor) is for making extremely accu-
rate tracings upon permanent records of the
actual vibrations of sound in articulated speech.
D. Jones, director of phonetics of the Univer-
sity, told a Daily Chronicle representative that
the instrument is unique. It is worked by motor
power. "When one utters a vowel sound,"" said
Mr. Jones, "the room is full of vibrations, and
each different sound gives vibrations of differ-
ent shape. In the presence of the Lioretgraph
a person saying 'ah' would record upon paper
cn the instrument a little, wabbly, symmetrical
line. The principle involved is similar to" the
ordinary phonograph, but, by means of extremely
deHcate mechanism, the effects of speech are en-
larged an enormous number of times."

"His Master's Voice"

Information from the above company makes
very interesting reading. Notwithstanding the
present disastrous industrial circumstances the
Hayes motto evidently is "Business as Usual,"
for "His Master's Voice" speaks as eloquently
as ever.

To its wonderfully complete catalog the com-
pany has issued a No. 1 supplement of interna-
tional celebrity recordings. It is produced on
the same all-complete lines as the catalog, a
brief history and photo of each artist accom-
panying a list of recordings. This supplement
will be issued at intervals.

Of the latest musical revues, or whatever they
are called, this firm announces records of the
"hits" from "Sybil," "The League of Notions,"
"Robey en Casserole," and "Faust on Toast,"
all successful plaj^s now running at different
London theatres.

As from July 1 a reduction amounting to one-
third of the present price is being made on all
the "His Master's Voice" steel needles and needle
outfits.

Miscellaneous News of Interest

Another American invention, the Repeato-
graph, has received favorable notice by the Brit-
ish trade. It is being factored by the well-
known house of Keith Prowse & Co., Ltd,
wihich has branches in several chief shopping
centers of London.

Messrs. Pathe have recently added to their
list of language records a new series in French
which cannot fail of appeal.

The Sound Recording Co., Ltd., has secured
the services of Arthur Gilbert to augment its
recording staff. Mr. Gilbert is a well-known
authority in this branch of the business and for
many years he supervised the recording at the
Hertford Record Co.'s factory.

Zonophone dealers should be proud of the
splendid free advertising service provided for
them by this company, whose publicity expert
has just issued a further batch of "copy" in the
form of complete stereos. Some hundreds of

Zono dealers now take advantage of this scheme.

C. B. Townsend has joined the staff of A. Bal-
combe as wholesale representative. His ground
will cover both London and the Provinces.
"Winner" Record Service Maintained

Whatever the position in regard to record
sales generally, it is of special interest to learn
that the all-British "Winner" is true to its name.
Recent advice permits one to say that, all cir-
cumstances considered, the sales of this record
are satisfactory. Big things cannot be expected
these times of strikes and general industrial dis-
turbance, but I am glad to chronicle the fact that
there has so far been no restriction of the Win-
ner monthly supplements, or in the quality of
the record. This month's program includes no
less than twenty-four really up-to-date titles by
artists who are favorably known in their par-
ticular musical sphere.

Build Audition Rooms

In the current Voice the editor usefully dis-
courses upon the value of audition rooms. Out-
side the large stores and a few selected retail
music shops, dealers do not permit themselves —
or, rather, their customers — the comfort of try-
ing over records in a private parlor or salon.
If dealers would only realize this and install a
few sound-proof booths they would quiclcly reap
the reward of their expenditure. Quite efficient
audition rooms can be erected at comparatively
small cost. A very admirable method of parti-

I I BRITAIN'S BEST

"PERFECT
POINTS"

Gramophone Needle

{Cuarantetd made fTom High Carbon Steel)

IS MADE BY

W. R. STEEL, of REDDITCH,

Head Office and Works— QUEEN ST.

Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.

RESULT:

A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality

INQUIRIES SOLICITED

Special Quotation* for Quantitie*

Manufacturer of all Kinds of Sewing Needles

June 15, 1921

THE TALKING MACHINE WORLD

175

ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN

TEN INCH DOUBLE SIDED NEEDLE CUT

PLAY ON ALL GRAMOPHONES

Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands

of the British Empire

DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH!

Proprietors and Mamiiactiirer$, J. E. HOUGH, Ltd., 62 Glen^all Road, London, S. E. 15, England

FROM OUR LONDON HEADQUARTERS — (Continued from page 174)

tioning off the back portion of the shop into
three or four compartments without going to the
expense of elaborate paneling will quickly work
wonders in the turnover of a dealer's business.
Buyers readily recognize such enterprise in a
practical way by making use of a service that
enables them to choose records in more or less
privacy. Now, then, is the time to get busy on
this idea before the big season's trade rush com-
mences.

New Plant for Pressing "Popular" Records

In these days of business depression it makes
delightful reading that the Sound Recording Co.
express such good faith in the quality of their
"Popular" records as to embark upon the erec-
tion of a new large pressing plant at Tow-
bridge. In this connection I have been advised
by the company as follows: "The completion
of our No. 2 factory has materially assisted us
in further expediting export business. We fore-
see that factory capacity will again be strained
in the near future, and we are making arrange-
ments to meet this by erecting another press-
ing plant. This will be imperative as we further
develop the export business on our several regis-
tered brands."

The Sound Recording Co., Ltd., by the way,
has just issued a new catalog of all 1920 re-
cordings and a 1921 supplement of titles to date.
A new and revised edition of the complete cata-
log is under preparation. It will be arranged
under classified headings for the various sections,
so as to insure quick and easy reference.

From a glance through the lists of "Popular"
records I observe that most of the great Lon-
don "hits" have been recorded, and the program
of standard recordings seems thoroughly to cover
every phase of vocal and instrumental music.
Some New Zonophone Records

The new Zonophone records represent a list
of titles well in demand and of charming variety.
Though, owing to present adverse conditions in
the labor world and the consequent stagnation
of commerce generally, public advertising has
been slightly curtailed, the company is spending
appreciable sums of money on publicity litera-
ture and specimen advertisements for its deal-
ers. The result is that Zonophone trade is "still
very satisfactory, all things considered.

Among this month's records is a , ten-inch
double "Celebrity" No. G051, by Sir Harry
Lauder. In both titles, "Over the Hills" and
"O-hi-o," both of pleasing taste. Sir Harry is
just Lauder to a T and that's enough t'it. A

Horn, Hornless and Table-Grand

GRAMOPHONES

FOR

EXPORT

Pleaie State Your Requiremenli
REX GRAMOPHONE CO. 2 Elizabeth Place
RiTington Street, LONDON. E.C. 2, England

Cable Addicu "Lyr«codj»c, London"

very attractive record is 2132, "Starlit Dell" and
"Dance of the Little Dutch," bell solos by E. W.
Rushworth, with orchestra accoiflpaniment. No.
2130, "Shoemaker Ned" and "Love o' Mine,"
two good songs by Geo. Parker. Miss Bessie
Jones, though not quite at her best, contributes
a couple of welcome numbers, "For One Sweet
Day" and "Lantern Time of Love," on record
No. 2129. The Boy Scouts' march, "Jamboree,"
takes on an added interest as played by the
Black Diamond Band, which also treats us to a
grand rendering of "Ballesteros," a pretty one-
step. Finally, on No. 2127 we have parts I and
II of "Military Church Parade" by the great St.
Hilda Colliery prize championship band, which
plays both numbers excellently well. Altogether
a very salable list of records.

Federation of British Music Industries
At the present moment the attention of the
Federation is focused on the forthcoming con-
vention at Ramsgate. As at the time of writing
the coal strike still continues, any accurate fore-
cast of results is as yet impossible. It is, how-
ever, certain that the convention will not be
canceled.

The list of subjects for discussion at the va-
rious conferences has already been announced.
It only remains to add that, after the annual
general meeting of the M. T. A. on May 25, time
permitting, there will be a discussion on "Hire
Purchase ^Transactions" in relation to account-
ing; that on May 27 there will be a meeting of
the Gramophone Dealers' Association, when the
following subjects will be discussed : (a) "Should
dealers be allowed to sell obsolete records at
reduced prices?" (b) "The present position of
hire purchase systems as applied to gramo-
phones"; and that on the following day there
will be a meeting of dealers and others inter-
ested in the sale of sheet music.

The motto of the convention will be "Business
in the morning; pleasure in the afternoon."
Suitable arrangements for daily motor runs and
other entertainment has been made, and there
will be a golf tournament.

The weekly propaganda articles issued by the
Federation are now being published by several
leading provincial newspapers. These articles,
which are designed to stimulate a general in-
terest in the subject of music, are, to judge by
the correspondence they have drawn, achieving
their purpose. Arrangements have been made
for the dissemination of Federation news in
British papers through the medium of the Press
Association, Ltd , and for obtaining rapid and
widespread publicity for such news in a large
number of journals overseas. ■

A special committee of exhibitors in the music
trades met at tiie Federation offices recently to
discuss various important matters in connec-
tion with the British Industries Fair. They rec-
ommended, inter alia, that at future fairs musi-
cal instruments should be e.xhibited only in the
music section, into which goods other than music
goods should not be admitted; that pianos and

gramophones should be separated as widely as
possible; and that the Federation should con-
tinue to represent the music industries in con-
nection with the fair.

PLAN AN ACTIVE FALL CAMPAIGN

Philadelphia, Pa., June 8. — The National Pub-
lishing Co., of this city, manufacturer of record
albums, has planned a systematic and energetic
campaign for Fall business. One of the first
shots fired in this campaign was a general letter
sent to the trade the early part of the month
concerning record albums. In this letter the
popularity of the album for the filing of records
is treated upon in the opening paragraph. The
letter is fully descriptive regarding styles, sizes
and advantages of construction. In this letter
attention is also directed to the special depart-
ment for making albums in special binding de-
signs for large users who stock their cabinets.
These albums are made up with individual im-
prints when desired. The National Publishing
Co. is optimistic regarding future developments
in the trade and expects general good business
will be found in the Fall.

The McCulbee Phono. Co. has succeeded the
Vitanola Distributing Agency in Dallas, Tex.

"Does It Play All Records?"

Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip
J". iGNOl

ment o f the MARVELOUS MAC

•)LA.

MAGNOLA "BuUt by Tone Specialists"

WatcKii\} tKc Music Come Out

May we send you our handsome . illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and itf
moderate price?

Send your name and let us tell you morel

MAGNOLA TALKING MACHINE COMPANY

OTTO 8CHULZ. PrMldent
Q>niral OAeu Southern Wholetalc Branch

711 MILWAUKEE AVENUE
CHICAGO

1930 CANDLER BLOG.
ATLANTA, GA.

176

THE TALKING MACHINE WORLD

June 15, 1921

LATEST PATENTS
RELATING TO

Washington, D. C, June 7. — Repeating At-
tachment for Phonographs. Charles John Cooke,
Washington, D. C. Patent No. 1,373,382.

This invention relates to a repeating mechan-
ism for phonographs or talking machines and
more especially to means for automatically re-
playing or successively reproducing a phono-
graphic record indefinitely, within the range of
the particular motor employed, and practically
without interruption.

Phonographs and instruments of like charac-
ter are extensively employed for the purpose of
producing dance music, and in this use obviously
it is desirable to repeat the selection indefinitely,
and without the interruptions incident to replac-
ing the reproducing needle by hand.

An object of the present invention therefore
is to provide a simpl*^, inexpensive, efficient and
self-contained attachment for phonographs, ca-
pable of accurately producing the results above
indicated.

A further object is the production of an at-
tachment of the character indicated by agency of
which the reproducer is automatically raised
each time its needle reaches the end of the rec-
ord, is instantly and automatically returned to
its starting point and in like manner lowered into
operative engagement with the record groove,
practically without interruption.

Figure 1 is a top plan view of the repeating
attachment in position upon a disk record, with
its operating arm in retracted normal po-

sition, the tone arm and sound box being at
starting point upon the record; Fig. 2 is a frag-
mentarj' view also in plan showing the operating
arm projected at the instant of delivering the
sound box to its outermost or repeating posi-
tion; Fig. 3 is a side elevation of the invention
showing same at the instant of picking up a
sound box for replacement, and also in dotted
lines the sound box as replaced by the end of
the operating arm; Fig. 4 is a top plan of the
invention detached; Fig. 5 is a vertical central
section through parts shown by Fig. 4; Fig.
6 is a vertical transverse section taken on the
zig-zag line 6 — 6 of Fig. 5; Fig. 7 is an end view
showing in inverted plan the underside of the
base plate of attachment.

Talking Machine. Joseph M. Noel, Portage.
Pa. Patent No. 1,372,975.

This invention consists in certain new and
useful improvements in phonographs of the type
provided with rotary record tables and the ob-
ject is the adaptation of the phonograph to the
playing of a plurality of records in succession
one or more times.

For the accomplishment of the above-named
purpose a phonograph has been produced char-
acterized by a plurality of rotary record tables,
each power-driven and arranged in relation to
single sound arm, sound box and needle or other
record engaging member, means being provided
whereby the sound groove engaging member
is brought in turn into engagement with the
sound groove of each record, the member being
automatically shifted from one record to the
other. Means are also provided for adjusting
the mechanism whereby the said member is

caused to engage the sound groove of a record
at the beginning of the sound-recording portion
of each groove and is removed from engagement
with said groove at the end of the sound rec-
ord.

Means are also provided for automatically
stopping the machine when the desired operation
has been completed.

In the accompanying drawings, which are,
however, merely intended to illustrate a prac-
• tical embodiment of the principles of the inven-
tion without limiting the scope of the latter to

the construction shown. Figure 1 is a plan view
of a phonograph adapted for playing two rec-
ords in succession; Fig. 2 is an elevation of the
same; Fig. 3 is an enlarged detail showing the
brake trip; Fig. 4 is a detail in section showing
the driving mechanism carried by the tone arm;
Fig. 5 is a fragmentarj' elevation showing a sec-
tion of the track and the driven wheel running
thereon; Fig. 6 is a sectional view of the track
showing the method of setting the same to raise
or lower the driven wheel at the proper moment
at the beginning or end of a record: Fig. 7 is a
similar view showing the wheel engaging the
track, and Fig. 8 is a view similar to Fig. 7
showing the phonograph adapted to play four
records in succession.

Phonograph. Joseph A. Davidowski, Brook-
l.-n, N. Y. Patent No. 1.372,167.

This invention relates to improvements in pho-
nographs, especially of the Victor type, and
particularly to means for returning the goose-
neck tone arm and needle at the end of the rec-

of the invention ; Fig. 2 is a fragmentary sec-
tional view taken on line 2 — 2 of Fig. 1; Fig. 3
is a plan view of the actuating mechanism
shown in one of its positions; Fig. 4 is a frag-
mentary plan view showing the operating arm
in another position; Fig. 5 is a plan view similar
to Fig. 3 showing the arm in a different posi-
tion; Fig. 6 is another plan view of the mech-
anism drawn to an enlarged scale; Fig. 7 is a
perspective view of the horn support; Fig. 8
is a plan view of the control sector; Fig. 9 is a
front elevational view of the same and Figs. 10,
11 and 12 are plan views showing the op.erating
parts in their different positions.

Amplifier for Phonographs. Benjamin Bol-
ton, Salt Lake City, Utah. Patent No. 1,372,269

This invention relates to amplifiers or more
particularly to horns used upon anj' of the many
approved tj-pes of gramophones, and an ob-
ject of the invention is to provide a horn which
will carry and magnify the music or sound re-
produced by a mechanism reproducer, and one

which will be free from ?ny metallic sounds, re-
sulting in the reproducing of clear life-like notes
and sounds.

Figure 1 is a side elevation, partly in section,
of a horn constructed in accordance with this
invention; Fig. 2 is a cross section taken on the
line 2 — 2 of Fig. 1; Fig. 3 is a section on the line
3 -3 of Fig. 1.

Lid Support. Howard A. HamacrT, Rich-
mond, Mo. Patent No. 1,372,503.

This invention relates to lid-supporting de-
vices for holding a lid in open position ant has
for its object the provision of a novel dev"'~e
for holding open the lid or cover of a talking
machine cabinet, the device automatically oper-
ating to hold the lid when the lid is merely
raised and the device furthermore permitting re-
turn of the lid to closed position when the lid
is merely raised somewhat above its normal open
position.

Figure 1 is a fragmentary sectional view
through a talking machine cabinet and its cover,
showing the device applied thereto and showing
the cover closed; Fig. 2 is a similar view show-
ing the cover in open position; Fig. 3 is a sim-
ilar view showing the cover raised excessively

ord and resetting the same preparatory to re-
playing.

The principal objects of the invention are the
provision of an automatic means for playing
phonographs using flat disc records and the pro-
\ision of a brush to remove accumulation of
dust in the record grooves in advance of the
needle.

Figure 1 is a top plan view of a conventional
torm of phonograph indicating the application

to release the holding means; Fig. 4 is a similar
view showing the holding means fully released;
Fig. 3 is an enlarged detail of the lid-carried
arm: Fig. 6 is a detail of the element carrjed by
the cabinet, and Fig. 7 is an edge view of the
lid-carried arm.

Multiple-Arm Reproducer Mechanism. Fay
O. Farwell. Dubuque. la. Patent No. 1,371,164.

In the usual construction of phonographs it
has been the practice to provide but a single
reproducer arm which is rotatably mounted at
one end and has a needle-carrying sound box se-
cured to the other end thereof.

June IS, 1921

THE TALKING MACHINE WORLD

177

LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 176)

This invention, however, pertains to an im-
proved form of a phonograph reproducing mech-
anism in which a plurality of adjustable repro-
ducing arms are provided attached to a single
support rotatably mounted on the phonograph
cabinet, whereby said arms may be simulta-
neously rotated to permit the playing needles
thereof to simultaneously engage in the same
groove of a record to permit the diaphragm as-
sociated with each needle to transmit a recorded
tone wave to an independent megaphone to pro-
duce an apparently single tone of increased car-
rying power and volume.

It is an object of this invention to produce
a phonograph provided with a plurality of simul-
taneously rotatable, adjustable reproducing
means and a multiple-arm reproducer mechanism
provided with sound-reproducing means dis-
posed to receive and transmit both vertical and
horizontal sound waves of different types of rec-
ords.

Another object of this invention is the con-
struction of a phonograph equipped with a plu-
rality of reproducer arms adapted to rotate at
the same time and each arm provided with a sep-
arate stylus and connected with a separate horn.

It is also an object of this invention to pro-
vide a rotatable reproducer mechanism com-
prising a rotatable mounting having a plurality
of sound-reproducing arms rotatably attached
thereto, and equipped with sound reproducing
means disposed at an angle with respect to each
other, affording a reproducer mechanism, where-
in the diaphragms are sensitive to both vertical
and horizontal sound waves of different types of
records.

It is a further object of the invention to con-
struct a phonograph equipped with a rotatable
support for carrying a plurality of adjustable
reproducing means, disposed at an angle with
respect to each other, and adapted to be rotated

simultaneously with said support, and engage in
practically the same point of a groove of any
of the standard types of records to apparently
produce a single tone of increased volume and
carrying power.

It is an important object of this invention to
construct an improved form of reproducing
mechanism of simple and effective construction,
and having a plurality of sound-reproducing
means simultaneously rotatable and each pro-
vided with an independent stylus sound box and
horn.

In the drawings:

Figure 1 is a top plan view of a double-arm
reproducer mechanism emibodying the principles
of this invention; Fig. 2 is an enlarged side ele-
vation thereof; Fig. 3 is an enlarged section on
line 3 — 3 of Fig. 1 with parts in elevation; Fig.
4 is a section taken on line 4 — 4, Fig 3; Fig. 5
is a sectional view taken on line S — 5 of Fig. 1;
Fig. 6 is an enlarged sectional detail taken on

REPAIRS

Ail Makes o( Talking Machine*
Repaired Promptly and Efficiently

REPAIR PARTS FOR ALL MACHINES

ANDREW H. DODIN

2& Sixth Ayenu* New York

TELEPHONE. SPRING 1 194

line 6 — 6 of Fig. 1 ; Fig. 7 is a fragmentary sec-
tion with parts in elevation, taken on line 7 — 7
of Fig. 6; Fig. 8 is a fragmentary front eleva-
tion of a phonograph cabinet; Fig. 9 is a side
view thereof, partly broken away to show the
horn construction; Fig. 10 is a view similar to
that shown in Fig. 5, of a modified form of the
device.

Phonograph. James T. Sibley, Paterson, N. J.
Patent No. 1,371,984.

It is the, purpose of this invention to provide
a stop mechanism for a talking machine motor,
which operates, not upon a predetermined setting,
but solely upon the completion of the record,
regardless of the location of the end of the
groove upon the record tablet.

This invention also contemplates the provision
of means in conjunction with the stop mecha-
nism for repeating the record two or more times
up to six complete repetitions before the stop
mechanism becomes effective. It also contem-
plates the provision of means for an indefinite
number of repetitions, depending solely upon
the life of the power which drives the motor.

Figure 1 is a plan view of so much of a pho-
nograph as is necessary to gain a full under-
standing of the improvement. In this figure
the turntable is removed to expose the working
parts of the stop and repeat mechanism; Fig. 2
is a section on line 2 — 2 of Fig. 1; Fig. 3 is a
plan view of the differential mechanism; Fig. 4 is
a plan view, partly in section, of the parts sur-
rounding the base of the tone arm, whereby
repetitions from one to six times or more are
made; Fig. S is a section on line 5 — 5 of Fig. 4,
but with the stop arm in a slightly shifted po-
sition; Fig. 6 is a fractional plan view of the

cover, showing (he index mechanism for setting
the device up for repeating; Fig. 7 is a detail
of the stop mechanism; Fig. 8 is a section on
line 8—8 of Figs. 1 and 7; Fig. 9 is a vertical
section on line 9—9 of Fig. 1; Fig. 10 is a front
elevation of a phonograph cabinet, showing the
location of the motor within the cabinet; Fig.
11 is a central vertical section of the cabinet;
Fig. 12 is a vertical section of the driving spindle
showing the means for supporting the turntable
thereon, and also the detachable mechanism for
coupling the spindle to the driving shaft of the
motor.

Resonator Device for Graphophones. Jere
Johnson, Morgantown, W. Va. Patent No. 1,371,-
90O.

This invention relates to improvements in
resonator devices for sound-reproducing devices,
and has for its particular object to provide an
attachment for graphophones of the cabinet
type, whereby the sounds reproduced will be
more mellow, smoother, and to a greater extent
free from foreign sounds than is the case with
the greater number of sound-reproducing ma-
chines now made.

Another object is to provide a resonant at-
tachment which can be adjusted relative to the

discharge mouth of the fone arm, whereby more
or less sound can be made to enter the resonance
chamber.

A further object is to provide a resonant at-
tachment which is constructed with an adjust-
able support that can be removably fitted into
the usual type of cabinet sound-amplifying cham-
bers, whereby the device can be sold on the
market as a unit and be placed in a position
within the amplifying horn by an unskilled me-
chanic.

A still further object is to provide a resonant
means for the amplifying horn or chamber,
which is adjustable into and out of the same,

and so constructed that when it is adjusted to
the out position one of its walls forms a portion
of the wall of the amplifying chamber.

Figure 1 is a vertical sectional view of a por-
tion of the sound-reproducing machine cabinet,
showing the improved resonator mounted there-
on; Fig. 2 is a like view to Fig. 1 showing a
modified form of support for the resonator.
Fig. 3 is also a like view to Fig. 1 showing an-
other modified form of the device; Figs. 4, 5 and
6 are detail views showing different construc-
tions of resonance boxes.

Pressure-graduating Device for Talking Ma-
chine Needles. Henry W. Mason, New Bedford,
Mass. Patent No. 1,371,635.

This invention relates to certain new and use-
ful improvements in a pressure-graduating de-
vice for talking machine needles, and its prin-
cipal object is to provide means for applying
a variable lifting force to the sound box and its
needle or stylus whereby the volume of the re-
produced sounds may be controlled accordingly.

The invention consists of a spring-tensioning
device having connection with the sound box to
tend to lift the same, and embodying means
for varying the degree of tension of the spring
device for governing the frictional contact be-
tween the needle and the playing record.

In the drawing Figure 1 is a fragmental side
elevation of a tone arm, sound box and stylus

of a talking machine embodying the present in-
vention; Fig. 2 is a cross-sectional view through
the pressure-graduating device on line 2 — 2 of
Fig. 1; Fig. 3 is a transverse section thereof on
line 3 — 3 of Fig. 2, and Fig. 4 is an elevation of a
modified form of the invention.

The clerk who wants larger wages must be
a money maker for his employer. Simply hold-
ing down the job will not increase the firm's
profits.

DAMAGED VARNISH

can be permanently and invisibly repaired by using

LESLEY'S PATCHING VARNISH

Price: 1 pt , $1.00; 1 qt., $1.90
Complete repair outfit, $3.50

Write for catalogue

LESLEY'S CHEMICAL CO.

10 S. New Jersey St. Indiinapolii, Ind.

178

THE TALKING MACHINE WORLD

June 15, 1921

fr"^^RECORD BULLETINS/gJ

July, 1921

VICTOR TALKING MACHINE CO.

POPULAR SONGS

18764 Wait Until You See My Madeline . Victor Roberts
Peggy O'Neil Victor Roberts

18760 Pucker Up and Whistle Billy Murray

Home Again Blues Aileen Stanley

18763 Held Fast in a Baby's Hands Henry Burr

Nobody's Rose William Robyn

18767 My Old Kentucky Home and Old Black Joe,

Ford Hanford

Down in Arkansaw Myers and Hanford

DANCE RECORDS
18766 Just Keep a Thought For M^Fox-trot,

All-Star Trio and Their Orchestra
I Like It— All By Myself—Medley Fox-trot,

All-Star Trio and Their Orchestra

18765 Crooning — Fox-trot,

The Benson Orchestra of Chicago
I'll Keep On Loving You — Fox-trot,

The Benson Orchestra of Chicago

18761 The Legend— Medley Waltz,

Joseph C. Smith's Orchestra
Mello 'Cello — Waltz. Joseph C. Smith's Orchestra
VOCAL AND INSTRUMENTAL RECORDS
5S138 Going to Marry 'Arry on the 5th of January,

Sir Harry Lauder
O'er the Hills to Ardenteny . . . Sir Harry Lauder

45247 Monastery Bells Merle Alcock

It Was the Time of Lilac ..Elsie Baker

1S755 Saint d'Amour (Love's Greeting),

Margaret McKee

Invitation — Waltz Margaret McKee

18768 President Harding March,

United States Marine Band
National Capital Centennial— ^larch.

United States Marine Band
18759 (1) Heavenly Aida (from "Aida") (Verdi) —
v'iolin solo; (2) Heaven May Forgive You
(from "Martha") (Flotow)— Oboe solo; (3)
Habanera (from "Carmen") (Bizet) — Flute
solo; (4) Miserere (from "Trovatore") (Verdi)

— (hornet solo ...Victor Orchestra

(1) Song to the Evening Star (from "Tann-
hauser") (Wagner) — Violoncello solo; (2) To-
reador Song (from "Carmen") (Bizet) — Viola
solo; (3) Soldiers' Chorus (from "Faust")
((Jounod) — Bassoon solo; (4) Woman Is Fickle
(from "Rigoletto") (Verdi) — Celesta solo,

Victor Orchestra

18754 Marche Romaine (Gotonod) .... Victor Orchestra
(1) Gavotte in B Flat (Handel) ; (2) Giga
(Corelli); (J) Second Gavotte (Sapellnikoff,

Op. 5, No. 2) Victor Orchestra

18765 .Toddle — Medley Fox-trot,

The Benson Orchestra of Chicago
Moonlight — Fox-trot,

Paul Whiteman and His Orchestra

18757 Scandinavia — Fox-trot,

The Benson Orchestra of Chicago
Ain't We Got Fun — Fox-trot,

The Benson Orchestra of Chicago

18758 Cherie — Fox-trot,

Paul Whiteman and His Orchestra
My Man (Mon Homme) — Fox-trot,

Paul Whiteman and His Orchestra
RED SEAL RECORDS
Frances Alda, Soprano

64960 An Open Secret Anonymous- Woodman

Flonzaley Quartet

74685 Quartet in C Minor — ^Allegretto Brahms

Amelit.\ Galli-Curci, Soprano — In Italian
74644 La Sonnambula — Come per me sereno (Oh, Love,

for Me Thy Power) Bellini

Mabel (jarrison. Soprano

64966 Serenade Dole-Moszkowski

Beniamino Gigli, Tenor — In Itahan

74688 La Favorita — Spirito Gentil (Spirit So Fair),

Donizetti

Jascha Heifetz, Violinist
(Piano accompaniment, Sam Chotzinoif)

74689 Gypsy Airs No. 1 (Zigeunerweisen) Sarasate

Fritz Kreisler, Violinist
(Piano accompaniment, Carl Lamson)

64961 Melody in A Major General Chas. G. Dawes

10
10
10
10
10
10

10
10

12
12
10
10

10
10

GlOVAN.NI MaRTINELLI,

Tenor, and Giuseppe De Luca,

tone — In Italian

89160 Don Carlos — Dio, che nell' alma infondere (In-
fuse Friendship Into Our Souls, Oh Lord),

Verdi 12

John McCormack, Tenor

64962 Beneath the Moon of Lombardy.Lockton-Craxton 10

Sercei Rachmaninoff, Pianist

64963 Pielude in G Sharp Minor. Rachmaninoff 10

FIRST VICTOR RECORD BY OLGA SAMAROFF

Olca Sam.\roff, Pianist
64965 Turkish March (from "The Ruins of Athens"),

Beethoven 10
ToscANiNi and La Scala Orchestra
74690 Symphony No. 1, in C Major — Finale,

Beethoven 12

Reinald Werrenrath, Baritone

64964 Love Sends a Little Gift of Roses,

Cooke-Openshaw 10

78355
A6184

A3396

A3395
A3398

A3399
E7115

A3408

Aim

COLUMBIA GRAPHQPHONE CO.

SYMPHONY RECORDS
Thy Beaming Eyes — Soprano solo,

Hulda Lashanska
The Heart Bow'd Down (from "The Bohemian

Girl") — Baritone solo Louis Graveure

Oh, Dry Those Tears — Baritone solo,

Louis Graveure
Oh, Promise Me — Mezzo-Soprano solo,

Barbara Maurel
I Love You Truly — Mezzo-Soprano solo,

Barbara Maurel

Bendemecr's Stream — Baritone solo. Oscar Seagle
Flow Gently, Sweet Afton — Baritone solo,

Oscar Seagle

Rock of Ages— Contralto solo,

Cyrena Van Gordon
Shall We Gather at the River? — Contralto solo,
Cyrena Van Gordon

Humming— Violin solo Eddy Brown

Darling— Violin solo Eddy Brown

Impressions of Naples— Part 2— Waltz,

La Nuova Orchestra di Napoli
Italian Fox-trot ... L-a .N uova Orchestra di Napoli

Sweet Love Van and Schenck, Comedians

She Walks in Her Husband's Sleep,

Van and Schenck, Comedians
Pucker .Up and Whistle (Till the Clouds Roll
By) — ^Tenor solo Frank Crumit

Nestle in Your Daddy's Arms — Tenor solo,

Frank Crumit

.\3407 Oh, Sweet Amelia — Tenor solo. ... Frank Crumit

Hortense — Tenor solo Frank Crumit

-A3402 Hokum — Fox-trot Art Hickman's Orchestra

Cherry Cherokee — Medley fox-trot.

Art Hickman's Orchestra
A3401 Good-Bye— Intro.: "Wild Rose"— Medley fox-
trot Columbia Saxophone Sextet

Dreaming — Medley fox-trot,

Columbia Saxophone Sextet
A6185 Wyoming — Intro.: "Little Crumbs of Happi-
ness"— Medley Waltz,

'The Metropolitan Dance Players
Where the Lazy Mississippi Flows — Intro.: "The
Lantern of Love" — Medley Waltz,

The Metropolitan Dance Players
THE MID-MONTH LIST

A3397 Broken Moon Nora Bayes, Comedienne

In a Little Front Parlor (On an Old Back

Street) Nora Bayes, Comedienne

A3405 Don't You Remember the Time? — Tenor duet,
Grant Stephens and Howard Marsh
Dear Little Street Back Home — ^Tenor duet,

Campbell and Burr
DANCE RECORDS
A3404 Moonlight — Intro.: "Bring Back My Love
Dreams" — Medley Fox-trot ... The Happy Six
Rebecca (Came Back from Mecca) — Intro.:
"What Could Be Sweeter?" — Medley Fox-
trot Yerkes Jazarimba Orchestra

.'V3400 I'm Coming Back to You — Maybe. Fox-trot.

Ted Lewis' Jazz Band
Wishing — Intro.: "Singin' the Blues" — Medley

Fox-trot Yerkes Jazarimba Orchestra

A3403 Some Little Bird — Fox-trot,

Coon-Sanders Novelty Orchestra
Mon Homme (My Man) — Fox-trot,

Yerkes Jazarimba Orchestra

AEOLIAN CO.

OPERATIC SELECTIONS

52011 II Travatore — Ai nostri raonti (Home to Our

Mountains) — Contralto and Tenor, in Italian,
Mme. Marguerite D'Alverz and Giulio Crimi

52012 La Boheme — Mi chiamano Mimi (My Name Is

Mimi) (Puccini) — Soprano in Italian; Vocalion

Orch. accomp Marie Sundelius

STANDARD SELECTIONS

30126 Dixie (Emmett) — Soprano with Shannon Four;

\'ocalion Orch. accomp May Peterson

30127 Mother O'Mine (Tours) — Baritone; \'ocalion

Orch. accomp John Charles Thomas

14183 Sing Me to Sleep (Greene) — Contralto; \'ocalion

Orch. accomp Nevada Van der Veer

Long, Long Ago (Bayly) — Cx)ntralto; Vocalion

Orch. accomp Nevada Van der Veer

INSTRUMENTAL SELECTIONS
A14184 The Old Refrain (\"iennese Popular Song)
(Kreisler) — \'iolin; Piano accomp.,

Marie Dawson Morrell
Chant: Nobody Knows de Trouble I've Seen
(Clarence Cameron White) — Violin; Piano ac-
comp Marie Dawson Morrell

A14185 Drink to Me Only With Thine Eyes (Johnson).

Adler's String Quartet

The Rosary (Nevin) Adler's String Quartet

BAND SELECTIONS
A14197 Patriotic Medley — Part I— Hail Columbia,
Yankee Doodle, 5ly Country 'Tis of Thee (Arr.
by R. H. Bowers).. The Aeolian Military Band
Patriotic Medley — Part II — Tramp, Tramp,
Tramp; The Battle Cry of Freedom, Dixie,
Three Cheers for the Red, White and Blue
(Arr. by R. H. Bowers),

The Aeolian Military Band
SACRED SELECTIONS
A14I86 Ninety and Nine (Sanky) — Orch. accomp.,

Charles Harrison
What a Friend We Have in Jesus (Scriven and
Converse) — Orch. accomp..

Reed Miller and Charles Hart
POPULAR SELECTIONS
A14187 Wait Untii You See My Madeline (Brown-A.

von Tilzer) — Orch. accomp. New Stellar Quartet
Mammy's Little Sunny Honey Boy (Caddigan

& Storey) — Orch. accomp .Crescent Trio

A14188 Hortense (Young-Lewis-Donaldson) — Orch.

accomp Aileen Stanley

Honey Rose (Tracej'-Tobias-Pinkard) — Orch.

accomp Aileen Stanley

A14189 All by Myself (Berlin) — Orch. accomp..

Shannon Four

Carolina Lullaby (Panella-Hirsch) — Orch. ac-
comp Elliott Shaw and Charles Hart

A14190 Rebecca — Came Back from Mecca (Kalmar &

Rubv) — Orch. accomp Monroe Silver

Ain't 'We Got Fun — Ballad Fox-trot (Kahn-

Egan-Whiting) — Orch. accomp Billy Jones

A14151 Drowsy Head (Berlin de Leath) — Orch. ac-
comp Crescent Trio

Peggy O'Neil (Pease-Nelson-Dodge) — Orch. ac-
comp CHiarles Harrison

.\ 14192 Oh, Brother, What a Feeling! (P. D. Cook) —

Orch. accomp Ernest Hare

Get Hot (Al Siegel) — Orch. accomp .. Ernest Hare
DANCE SELECTIONS
.\35002 Just Keep a Thought for Me — Intro.: All for
"You — Fox-trot (Burnett-Fischer- Johnson) ,

Al Jockers' Dance Orchestra
Sweetheart — Introd. Absence — Fox-trot (Johnson-

Rosey) Al Jockers' Dance Orchestra

A14193 My Man (Mon Homme) — Fox-trot (Yvain)

Wiedoeft's Californians
Toddle — Fox-trot (Biese-Westphal-Steiger),

Wiedoeft's Californians
14194 Deep in Your Eyes — Wahz (Jacobi),

Selvin's Dance Orchestra
Where the Lazy Mississippi Flows — Introd. Lan-
tern of Love — Waltz (French-de Freyne-Cald-

well-Caryll) Yerkes' S. S. Flotilla Band

A14195 My Teacup Girl — Fox-trot (Daniels & Wilson).

Erdody's Pennsylvania Hotel Orchestra
I Wonder Where My Sweet, Sweet Daddy's Gone
— Introd. I Like It — Fox-trot (Hammond- Stark-
Berlin),

Erdody's Pennsylvania Hotel Orchestra
A14196 In a Boat — Introd. Peaches — Fo.x-trot (Lange-
Liggy-Klapholz-Conrad),

Selvin's Dance Orchestra
Sunshine — One-step (Motzan),

Selvin's Dance Orchestra
.\14198 You're the Sweetest Girl in All the World —
Introd. What Could Be Sweeter? — Fox-trot

(Marion Stanford) . Yerkes' S. S. Flotilla Band
I'm Always Dreaming You Are Mine — Introd.
Broken Moon — Fox-trot (Caruso-Robcrts-Calla-

han) Yerkes' S. S. Flotilla Band

SPECIAL DANCE NUMBERS PREVIOUSLY
RELEASED

A14182 Moonlight — Introd. Santa Monterey — Fox-trot

(Contad) Selvin's Dance Orchestra

Cherie — Introd. I'm Nobody's Baby — Fox-trot
( Bibo-Davis-Agar-Santley ) ,

Selvin's Dance Orchesrta

EDISON RE=CREATIONS

82218 Chere Nuit (Dearest Night (Bachelet) — Soprano,

in French Claudia Muzio

Crisantemi (Chrysanthemums) (Sodero) — So-
prano, in Italian Claudia Muzio

82219 Sing Me Love's Lullaby (Morse) — Soprano,

Marie Rappold

Love Is Mine (Gartner) — Baritone. .. Mario Laurenti

82220 Tarantella Sincera — Neapolitan Song (De Cres-

cenzo) — Tenor, in Italian Guido Ciccolini

Santa Lucia — Neapolitan Boat Song — Baritone,

in Neapolitan Fernando Guaneri

80572 Serenade (Sing, Smile, Slumber!) (Gounod) —
Contralto, in French, with Violin Obbligato,

Cecil Arden and Isidore Moskow-itz
Ye Who Have Yearn'd, Alone (Tschaikowsky) —
Contralto, with Violin Obbligato,

Cecil Arden and Isidore Moskowitz

80617 O'er Waiting Harpstrings of the Mind (Brackett)

— Mez^o-contralto Nevada Van der Veer

Day By Day the Manna Fell (Arr. from (jotts-
chalk) — Mezzo-contralto Nevada \'an der Veer

80618 Signs of Spring (Lehar)— Concert Waltz,

Peerless Orchestra
Sweet and Low (Barnby) . .Jules Levy's Brass Quartet

80619 \'olga Boatman's Song and The Charming Boy

(Yohnem-Maltchik) .... Russian Balalaika Ensemble
Shiny Moon (Swetit Miesez) — Russian Wedding
Song Russian Balalaika Ensemble

80620 Dream Faces (Hutchinson) — Baritone,

Thomas Chambers and Chorus
Paradise (Viennese Folk-Song) (Krakauer- Kreis-
ler)— Tenor Paul Reimers

80621 Irish Rose o' My Heart (Harling) — Tenor,

Allen McQuhae
When I Dream of Old Erin (Friedman) — Male
voices Apollo ' Quartet of Boston

80622 Zapateado (Sarasate) — Violin Mischa Violin

Eli Eli (Arr. by Schindler) — Viola. Herman Kolodkin

50731 Slide, Kelly, Slide (Trombone Blues) (Briegel)

Al Bernard and Ernest Hare
Change Your Name, Malinda Lee (Bernard),

Al Bernard and Ernest Hare

50732 Washington Grays March (Grafulla) . Conway's Band
Battle Song of Liberty March (Bigelow-Hildreth) ,

New York Military Band
EDISON RE-CREATIONS— "BITS OF BROADWAY"
50777 I'll Keep On Loving You — Intro.: "Coral Sea"
(Rose-Zany -Brown) — Medley Fox-trot, for danc-
ing Max Fells' Delia Robbia Orch.

Moonlight (Conrad) — Fox-trot, for dancing,

Max Fells' Delia Robbia Orch.

50779 In a Boat For Two (Lange-Ligg>'-Klapholz) —

Fox-trot, for dancing Lanin's Orch.

Lucky Dog Blues (Sullivan-B. and F. War-
shauer) — Fox-trot, for dancing Lanin's Orch.

50780 Crooning (Caesar) — Fox-trot, for dancing.

Max Fells' Delia Rbobia Orch.
Jabberwocky (Kendis-Brockman-Brown-Eastwood-
Weslyn) — Fox-trot, for dancing,

Harrv Raderman's Jazz Orch.

50781 Mon Homme (My Man) (Yvain) — Fox-trot, for

dancing Orlando's Orch.

Idol Mine (Pollack-Franklin) — Fox-trot, for

dancing Orlando's Orch.

50783 Cherie (Bibo-Wood) — Fox-trot, for dancing,

Harry Raderman's Jazz Orch.
I Found a Rose in the Devil's Garden (Fisher-
Raskin) — Fox-trot, for dancing,

i^arry Raderman's Tazz Orch.
FRIEDA HEMPEL "JENNY LIND" RE-CREATIONS

82229 Casta Diva (Queen of Heaven) (Norma) (Bel-

lini)— -Soprano, in Italian Frieda Hempel

Non mi dir CTell me not) (Don Giovanni) (Mo-
zart)— Soprano, in Italian Frieda Hempel

82230 Norwegian Echo Song (Kom Kjyra) (Thrane) —

Soprano, in Norwegian Frieda Hempel

Solvejg's \ ise (Solvejg's Song) (Grieg)— So-
prano, in Norwegian Marie Tiffany

EDISON "TIMELY" RE-CREATIONS

50751 Congo Nights (\'iolinsky-Cowan) — Fox-trot, for

dancing Green Brothers Novelty Band

Romance (David) — Waltz, for dancing.

Max Fells' Delia Robbia Orch.

50752 Playmates (Fisher) — Contralto and baritone.

Helen Clark and Joseph Phillips
Bright Eyes (Motzan-Jerome) — Tenor,

George Wilton Ballard

50753 Dew Drop (Bernard-Briers),

A! Bernard and Frank M. Kamplain
Honey (Ager) Olive Briscoe

50754 Crazy Blues (Bradford) Noble Sissle

Pocahontas (MacMeekin) — Male voices.

Premier Quartet

50755 Old Pal (Why Don't You Answer Me?) (Jer-

ome)— Tenor Lewis James

Mother of Pearl (Ball)— Tenor. .Geo. Wilton Ballard
DISC RE-CREATIONS— PRIHODA SPECIAL

82227 Caprice \'iennois (Kreisler) — Violin ... Vasa Prihoda
La Ronde des Lutins, Op. 25 (Bazzini) — Violin,

Vasa Prihoda

82228 Humoreske (Dvorak-Wilhelmj) — Violin. Vasa Prihoda
lota de Pablo (Sarasate) — Violin Vasa Prihoda

EDISON AMBEROL RECORDS

SPECI.\LS

4264 Crazy Blues (Bradford) Noble Sissle

4265 Make Believe (Shilkret) — Fox-trot, for Dancing,

Harry Raderman's Jazz Orchestra

4266 .Ml For You (Davis-Johnson) — Fox-trot, for Danc-

ing Harry Raderman's Jazz Orchestra

4267 I Like It (Intro.: "My Mammy") (Berlin-Don-

aldson)— Fox-trot, for Dancing.

Lenzberg's Riverside Orchestra

4268 Scandinavia (Sing Dose Song and Make Dose

Music) (Perkins) .Aileen Stanley

REGULAR LIST
4>69 O-Hi-O (Intro.: "Thv Troubadour") — Medley

One-step Max Fells' Delia Robbia Orchestra

June 15, 1921

THE TALKING MACHINE WORLD

179

ADVANCE RECORD BULLETINS FOR JULY— (Continued from page 178)

4270
4271
4272
4273
4274
4275
4276
4277
4278
4279

4280
4281
4282
4283
4284
4285
4268
4287
27214
2721S
27216
27217.
27218
27219

I'm Missin' Mammy's Kissin' (Pollack) — Tenor,

Vernon Dalhart

Scene on the Levee,

Billy Golden and Empire Vaudeville Co.
Siren of a Southern Sea (Weeks) — Fox-trot, for

Dancing Green Bros'. Novelty Band

Playmates (Fisher) — (Contralto and Baritone),

Helen Clark and Joseph Phillips
Mellb 'Cello (Moret) — Waltz, for Dancing,

Joseph Samuels' Music Masters
Country Days (H. von Tilzer) — Laughing Song,

Al. H. Weston and Irene Vfoung
My Gee Gee From the Fiji Isle (A. von Tilzer),

Emerson Westervelt
Uncle Josh Takes the Census (C. Stewart)—

Rural Story Gal Stewart

Golden Sunset Waltzes (Hall) — For Dancing,

National Promenade Band
Come and Nestle in Your Daddy's Arms
(Herscher-Burke) — Fox-trot,

Lenzberg's Riverside Orchestra
To the Strains of That Wedding March (Le Boy),

Marguerite E. Farrell
In the Heart of Dear Old Italy (Glogau) —

Mixed Voices Metropolitan Quartet

Love's Old Sweet Song (MoUoy) — Saxophone,

Chester Gaylord

Margie (Conrad-Robinson) — Tenor,

Harvey Hindermyer and Mixed Chorus
Bright Eyes (Motzan-Jerome) — Tenor,

(Jeorge Wilton Ballard
Spread Yo' Stuff (Levy-Crane) — Fox-trot, for

Dancing Joseph Samuels' Music Masters

Ring and the Rose (Swiss Love Song) — Harp-
Zither Kitty Berger

Rose, a Kiss and You (Arthur) — Tenor.. Lewis James

FRENCH RECORDS
Jing-Bula-Jing-Jing (Jero'me) — (Baritone),

Hector Pellerin
Histoires de Poupee (A Broken Doll) (Tate) —

Baritone Hector Pellerin

Nid d'Amour (Love Nest) Marie (Hirsch) — Bari-
tone Hector Pellerin

C'est le Marchand d'Etoiles (The Japanese Sand-
man) (Whiting) — Baritone Hector Pellerin

Murmures d'Amour (Whispering) (Schonberger)

— Baritone Hector Pellerin

Cceur Blesse (Dear Old Pal of Mine) (Rice),

Hector Pellerin

QENNETT LATERAL RECORDS

4722 Wang Wang Blues (Mueller, Johnson, Busse) — ■

Fox-trot Bennie Krueger's Orchestra,

Accomp. by Al Bernard and Singing Chorus
Get Hot (Seigal) — Fox -trot. ... Bennie Krueger's Orch.,
Accomp. by Al Bernard and Singing Chorus

4723 Kharmine (Thompson, O'Neil, Olson) — Fox-trot,

Waldorf-Astoria Dance Orchestra
Paper Doll (David) — Fox-trot,

Waldorf-Astoria Dance Orchestra

4724 I'll Keep On Loving You (Coburn-Rose) — One-

step Bennie Krueger's Orchestra

Oh, What a Tune (Vincent, Aronson, Lentz) —
(Jne-step Harry Raderman's Orchestra

4718 Cherie — Fox-trot Knecht's Waldorf-Astoria

Dance Orchestra

My Lady of the Lamp — Fox-trot,

Harry Raderman's Orchestra

4720 Pucker Up and Whistle Merry Melody Men,

Accom. by Miss McKee, Whistler
Snuggles — Intro.: Nobody's Baby. Merry Melody Men

4721 Peggy O'Neil — Baritone. . .Orch., accom. Arthur Fields
Vamping Rose — Tenor. .Orch., accom. Billy Jones

4719 Scandinavia

I Was Born in Michigan — Soprano,

Orch. accomp., Aileen Stanley

4725 In a Monastery Garden (Ketelbey),

Gennett Symphony Orchestra, P. Floridia, Director
Cavalleria Rusticana (Mascagni) — Intermezzo,

Gennett Symphony Orchestra, P. Floridia, Director

4726 Coloured Major March — Banjo Oily Oakley

Simflower Dance— Banjo Oily Oakley

4727 Nearer My God To Thee. . . Foden's Prize Brass Band

Sun of My Soul Foden's Prize Brass Band

10043 Victoria Cross March Scots Guards Band

Sussex By the Sea Honourable Artillery Co.

PATHE FRERES PHONOORAPH CO.

20551

20552
20553
20554

20544

20555

20556

20558
20561

20557

20559
20560

54072
59091

20522

"POP" SUPPLEMENT No. .46
POPULAR VOCAL RECORDS '

Held Fast in a Baby's Hands Lews James

Carolina Lullaby James and Hart

Moonlight and Honeysuckle Orpheus Trio

Drowsy Head Orpheus Trio

Singin' the Blues Jack Norworth

Ain^t We Got Fun I Jack Norworth

Pucker Up and Whistle (Till the Clouds Roll

By) The Harmonizers

Peggy O'Neil. Billy Jones

SPECIAL
How Many Times— Dance Rhythm,

Lavinia Turner and Her Jazz Band
Can't Get Lovin' Blues — Dance Rhythm,

Lavinia Turner and Her Jazz Band
DANCE RECORDS
I'm Nobody's Baby — Fox-trot . Delia Robbia Orch.
(Hotel Vanderbilt, N. Y. Max Fells, Director)

Paper Doll — Fox-trut Delia Roobia Orch.

(Hotel Vanderbilt, N. Y. Max Fells, Director)
You're the Sweetest Girl in All the World —

Fox-trot Delia Robbia Orch.

(Hotel Vanderbilt, N. Y. Max Fells, Director)
"Toreadora — Fox -trot. .... .Piedmont Dance Orch.

Lucky Dog Blues — Fox-trot. ... Synco Jazz Band

Satanic Blues — Fox-trot Synco Jazz Band

A Baby in Love (from "The Last Waltz") —

Fox-trot Hazay Natzy's Orch.,

Hotel Biltmore, New York

All By Myself — Fox-trot Merry Melody Men

Just Keep a 'Thought For Me — Fox-trot,

Waldorf-Astoria Dance Orch.,
Joseph Knecht, Director

Nesting Time — Fox-trot Jazz Syncopaters

Crooning — Fox-trot Casino Dance Orch.

Good As Gold — -Waltz Casino Dance Orch.

Wait Until You See My Madeline — Fox-trot,

Casino Dance Orch.

Do Another Break — Fox-trot,

Green Brothers Novelty Band
REGULAR PATHE JULY LIST
OPERATIC AND CLASSICAL RECORDS
At Dawning (I Love You) (Eberhart-Cadman)

— Soprano Yvonne Gall

Lo, Here the Gentle Lark (Shakespeare-Sir Henry

Bishop) — Soprano Helen Yorke

The Pearl of Brazil (David) "Thou Brilliant

Bird," in French — Soprano Helen Yorke

STANDARD SONGS SUNG IN ENGLISH
Mother Machree (Olcott- Ball)— Tenor,

Charles Harrison

When Irish -Eyes Are Smiling (Olcott-Graff-Ball)

— Tenor Charles Harrison

25059 Who Knows? (Stickles) — Baritone. Percy Hemus
Twilight (Teasdale-Glen) — Baritone,

Percy Hemus

20523 Songs My Mother Taught Me (Dvorak) —

Soprano Gladys Rice

Little Brown Baby (Bassett) — Contralto,

Helen Clark
FAVORITE HYMNS SUNG AS SOLOS

20524 Jesus, Saviour, Pilot Me (Gould) — Baritone,

Charles IJurton
Jerusalem the Golden (Ewing) — Baritone,

Charles Burton
NEW BAND AND ORCHESTRA RECORDS

20525 Down the Field (Loomis)— March,

American Regimental Band
On, Wisconsin (Purdy) — March,

American Regimental Band

20526 Sunday in the Valley (Savino) — Intermezzo,

Domenico Savino and His Symphony Orch.

Male Chorus
Serenade Romantique (Savino) — Intermezzo,

Domenico Savino and His Symphony Orch,
NEW INSTRUMENTAL RECORDS

20527 The Skaters (Les Patineurs) ( Waldteufel)—

Accordion duet Boudini Brothers

Sharpshooters March (Bersaglieri) (Metallo) —
Accordion duet Boudini Brothers

20528 Aria di Bach (Bach)— Violin solo,

Virgilio Ranzato

Aubade (Ranzato) — Violin solo. Virgilio Ranzato

20529 Listen to the Mocking Bird (Winner) —

Whistling solo Margaret McKee

Bird Raptures (Schneider) — Whistlmg solo,

Margaret McKee

10033
35001

10031
5053

2007

5055
5056
2098

2101

2105

2102

2100

BRUNSWICK RECORDS

CONCERT

Love Is Mine (Teschemacher-Gartner) — Tenor,

Mario Chamlee
Ah! Moon of My Delight (from "In a Persian

Garden") (Lehmann) — Tenor Theo. Karl

When My Ships Come Sailing Home (Stewart-

Dorel)— Tenor Theo. Karl

PIANO

Waltz in C Sharp Minor— Op. 64, No. 2

(Chopin) — Pianoforte solo Leopold Godowsky

SACRED
Still, Still With Thee (Garrish),

(Criterion Male Quartet
Son of CJod Goes Forth to War (Cutler) — With

Brass Quartet Criterion Male Quartet

INSTRUMENTAL
The Swan (Le Cygne) (Saint-Saens) — 'Cello

solo Willem WiUeke

Berceuse from Jocelyn (Godard) — 'Cello solo,

Willem Wil.eke

American Fantasie — Part I

American Fantasie — Part II

(Pictor Herbert),
New York j. olice Band
(Victor Herbert),
iSlew York Police Band
POPULAR

America (My Country, 'Tis of Thee) (Smith-
Carey) — Mixed Voices Collegiate Choir

Dixie (Emmett) Criterion Male Quartet

Now I Lay Me Down To Sleep (Mitcnell-Meyer)

— Tenor duet... James Sheridan and James Lynch
Springtime (Kahn-Friedland) — Tenor. . .Jas. Sheridan
Where the Lazy Mississippi Flows (French-de
Freyne) — Tenor and baritone,

Charles hart and Elliott Shaw
Somebody's Mother (Sterling- Von Tilzer),

Crescent Male Trio
Drowsy Head (Irving Berlin-Vaughn de Leath),

Strand Male Trio
Sauntering Along With Susan (Waren-Curtis),

Strand Male Quartet
Nestle in Your Daddy's Arms (Herscher-Burke)

— Tenor and baritone. Billy Jones and Ernest Hare
Down Yonder (Gilbert) — Tenor and baritone,

Billy Jones and Ernest Hare
FOR DANCING
Crooning — Intro.: "Just a Week From Today"

(Caesar-Rule) — Fox-trot Carl Fenton's Orch.

In Your Eyes — Intro.: "Andrew" (Ringle-Dy-

son) — One-step Carl Fenton's Orch.

I Wonder Where My Sweet, Sweet Daddy's

Gone (Stark) — Fox-trot .... Bennie Krueger's Orch.
Satanic Blues (Shields-Christians) — ■ Fox-trot,

Bennie Krueger's Orch.
Tea Leaves (Whiting) — Fox-trot — Orchestral ar-
rangement by Walter Haenchen),

Rudy Wiedoeft's Californians
Jabberwocky (Kendis-Brockman-Brown-Kastwood-

Weslyn) — Fox -trot. . .Rudy Wiedoeft's Californians
Moonbeams (Price-Stept) — Fox-trot,

Green Brothers Novelty Band
I Call You Sunshine — Intro.: "Say Yes" (Sil-
vers-Frey) — Fox-trot. Green Brothers Novelty Band

Cherie (Bibo) — Fox-trot Carl Fenton's Orch.

Just Keep a Thought For Me — Intro.: "Always"
(Burnett- Fischer-KroU) — Fox-trot,

Carl Fenton's Orchestra

OLYMPIC DISC RECORD CORP.

POPULAR SONGS

14107 Just a Kiss From You (Geo. H. Green) — Tenor

with orch Sam Ash

I'm Falling in Love WEth the Girl of My
Dreams (Ash-Cx)rmack) — Tenor with orch.

Sam Ash

14108 Orange Blossoms (Jack Glogau) — Tenor and bari-

tone duet with orch...Chas. Hart and Elliott Shaw
A Little Home With You (Dorothy Forster) —

Baritone with orch Elliott Shaw

14109 Honey Rose (Tracy-Tobias Pinkard) — Come-

dienne with orch Aileen Stanley

Mimi (MacDonald-Conrad) — Comedienne with

oroh Aileen Stanley

DANCE

15108 You Ought to See My Baby (Ahlert) — ;Fox-trot,

Palace Trio with orch.
Hawaiian Blues (Jerome-Motzan) — Fox-trot,

Rudy Wiedoeft's Californians

15109 Some One Else (Harry and Joe Kosey) — F^ox-trot,

Bennie Krueger's Orch.
Yan-Kee (Caesar-Gerhwin) — Fox-trot,

Green Brothers Novelty Band

15110 Snuggle (Close to My Heart) (Kiernan-Spencer)

— Fox-trot Van Eps Quartet

Cherie (Wood-Bibo) — Fox-trot. . .Waldorf-Astoria

Dance Orch., Joseph Knecht, Director

15111 Oh, Me! Oh, My! Oh, You!— Intro.: "Dolly"

from "Two Little Girls in Blue"

Waldorf-Astoria Dance Orch.,
Joseph Knecht, Director
Paper Doll (Lee David) — Fox-trot,

VValdorf-Astoria Dance Orch.,
Joseph Knecht, Director

HAWAIIAN
16103 Ciribiribin (Pestalozza),

Louise and Ferera, Waikiki Orch.
La Paloma (Yradier),

Louise and Ferera, Waikiki Orch.
STANDARD VOCAL

17107 Ave Maria (Johann S. Bach-Charles F. Gounod)

Gloria Perles, soprano; violin obbligato by

Michel GusikofI
Kiss Me Again (Henry Blossom- Victor Herbert)
Gloria Perles, soprano; violin obbligato by
. ^ Michel Gusikoff

17108 A Dream (Cory-Bartlett) — Tenor with orch.

^ , Charles Harrison

(Jood Night, Little Girl, Good Night (Hays-Macy)

Tenor with orch Charles Harrison

INSTRUMENTAL

18104 Melody in "F" (Anton Rubinstein) — 'Cello solo,

Bernard Altschuler, Pianoforte by Emanuel Balaban
Sous La Feuillee (Under the Leaves) (Francis
Thome) — 'Cello solo,

Bernard Altschuler, Pianoforte by Emanuel Balaban

18105 Valse Bluette (Richard Drigo) — Violin solo,

Michel Gusikoff, Pianoforte by Ivan Semanoff
Humoresque (Dvorak, Op. 101, No. 7) — Violin
solo.. Michel Gusikoff', Pianoforte by Ivan Semanoff
OPERATIC

19103 Heart Bow'd Lown (from "Bohemian Girl")

(Balfe) — Baritone with orch Percy Hemus

19104 Evening Star (from "Tannhauser") (Wagner) —

Baritone with orch Percy Hemus

OKEH RECORDS

70001 Dear Little Shamrock — Tenor, with Orch.,

John McCormack 1034

70002 A Nation Once Again — Tenor, with Orch..

John McCormack 10J4
70101 La Traviata (Arie der Violetta) (Sempre Libera)
(Verdi) — Soprano, with Orch. (In German),

Frieda Hempel lOK

4344 God Be With You 'Til We Meet Again (Sacred)

Contralto-Baritone Duet, with Organ and String

Trio Helen Clark-Joseph Phillips 10

Let the Lower Lights Be Burning (.Sacred) — Con-
tralto-Baritone Duet, with Organ and String

Trio Helen Clark-Joseph Phillips 10

4346 Jean — Baritone, with Orch .... Bernard Ferguson 10
When the Bell in the Lighthouse Rings Ding
Dong — Bass, with Orch Wilfred Glenn 10

4341 Now I Lay Me Down to Sleep — Tenor-Baritone

Duet, with Orch Charles Hart-Elliott Shaw 10

Mammy's Little Sunny Honey Boy — Vocal Trio,
with Orch Crescent Trio 10

4324 Do You Ever Think of Me? — Tenor and Quartet,

with O'rch. .. .Lewis James and Shannon Four 10
I've Fallen in Love With the Girl of My Dreams
— Tenor, with Orch Sam Ash 10

4325 Ain't We Got Fun? — Tenor, with Rega Orch.,

Billy Jones 10
I Like It — Tenor-Baritone Duet, with Rega Orch.,

Billy Jones-Ernest Hare 10

4326 My Man (Mon Homme) — Contralto, with Rega

_Orch Aileen Stanley 10

I've Got the Travelling "Choo-Choo Blues" —
Contralto, with Rega Orch Aileen Stanley 10

4329 Peggy O'Neil— Tenor and Quartet, with Orch.,

Sam Ash and Shannon Four 10
The Last Little Mile Is the Longest — Tenor,

with Orch Lewis James 10

4340 Lost Your Mind — Baritone, with Rega Orch.,

Shelton Brooks 10
Murder in the First Degree — Baritone, with Rega
Orch Shelton Brooks 10

4345 Monday Morning Blues — Vocal Quartet,

The Norfolk Jazz Quartet 10
Standing on the Corner — Vocal Quartet,

The Norfolk Jazz Quartet 10

4342 In a Monastery Garden — (Incidental Voices by

Gounod Quartet — Bird Voices by Sibyl Sand-
erson Fagan) Hager's O^rchestra 10

Love in Lilac Time — ^Valse — Whistling Solo, with

Orch Gertrude 'VVilley 10

Cherie — Fox-trot. .. .Rudy Wiedoeft's Palace Trio 10
Moonbeams (Intro.: Chorus of "Hi-Yo") — Med-
ley Fox-trot Perry's Syncopators 10

Millions D'Arlequin (Drigo's Serenade) — 'Cello

solo, with piano : Julius Berger 10

Melody in 1? (Rubinstein) — 'Cello solo, with

piano Julius Berger 10

The Heath'ry Breeze (Irish Reel) — Accordion
solo, piano accomp. .. Peter J. Conlon, Accordion

Joseph J. Garry, Piano 10
Medley of Highland Schottisches — Accordion
solo, piano accomp. .Peter J. Conlon, Accordion

Joseph J. Garry, Piano 10

4336 Carolina Lullaby — Waltz,

Green Bros.' Novelty Band 10
Where the Lazy Mississippi Flows — Waltz,

Markers Orchestra 10

4337 Paper Doll— Fox-trot,

Rudy Wiedoeft's Palace Trio 10
Teacup Girl — Fox-trot,

Julius Lenzberg's Harmonists 10

4338 Who'll Be the Next One? (fo Cry Over You) —

Fox-trot — Incidental Sa.xophone by Sam Fein-
smith. Julius 'Lenzberg's Harmonists 10

Sighing Just for You — Fox-trot — Incidental Cor-
net Obbligato by Abe M. Small,

Rega Dance Orchestra 10
4 339 The Memphis Blues — Fox-trot,

Tim Brymn and His Black Devil Orchestra 10
Camp Meeting Blues — Fox-trot,

Tim Brymn and His Black Devil Orchestra 10

4327 Pucker Up and Whistle — Fox-trot — Incidental

Singing by Billy Jones, Whistling by Margaret

McKee Rega Dance Orchestra 10

Nesting Time — Fox-trot,

Rega Dance Orchestra 10

4328 I Lost My Heart to You — Fox-trot,

Marbel's Orchestra 10
Orange Blossoms — Fox-trot. .Markel's Orchestra 10

4330 My Man (Mon Homme)- — F"ox-trot,

Green Bros.' Novelty Band 10
Wait Until You Sec My Madeline — Fox-trot,

Banjo Wallace's Orchestra 10

4331 Tea Leaves — Fox-trot,

Ben Selvin and His Novelty Orchestra 10
Moonlight — Fox-trot,

Ben Selvin and His Novelty Orchestra 10

4332 I'll Keep on Loving You — Fo,-t-irot,

Natzy's Hotel Biltmore Orchestra 10
Sunshine — One-step.

Natzy's Hotel Biltmore Orchestra 10

4333 Crooning — Fox-trot,

Erdody's Hotel Pennsylvania Orchestra 10
What Could Be Sweeter? — Fox-trot,

Erdody's Hotel Pennsylvania Orchestra 10
4335 Irish Medley Waltz (Intro.: My' Wild Irish Rose,
When Irish Eyes Are Smiling, Mother Machree)

{Continued on paye 180)

4334
4343

4321

180

THE TALKING MACHINE WORLD

June 15, 1921

ADVANCE RECORDS FOR JULY

{Continued from f>age 179)

— (M. Perry, Accordion; Joe Green, Xylo-
phone)— Medley Waltz. .Kega Dance Orchestra 10
Old Favorites (The Sidewalks of New York,
Sweet Rosie O'Grady. Comrades, The Bowery)
',M. Perry, Accordion; Joe Green. Xylophone)
— Medley Waltz Rega Dance Orchestra 10

ARTO RECORDS

POPULAR VOCAL AXD DANCE RF.CORDS
',■070 Peggy O'Xeil — \\'altz song — Tenor solo, orch.

accomp Arthur Hall

Honey Rose — Ballad — Baritone solo, orch, accomp.

Ernest Hare

9067 All By Myself — Intro.: "Someone Else" — Medley
Fox-trol — Vocal chorus by Ernest Hare

Selvin's Novelty Orch.
Just Keep a Thought for Me — Intro.: "Daisy
Days" — Medley Fox-trot — Vocal chorus by

Ernest Hare Moulin Rouge Orch.

y065 I'm Nobody's Baby — Intro.: "Two Sweet Lips"

— Medley Fox-trot ARTo Dance Orch.

Wait Until You See My Madeline — Fox-trot

Vocal Chorus by Al Beilan — ^Jules Buffano's Orch.
9072 Lazy Mississippi (Where the I^azy Mississippi

Flows)— Waltz ARTo Dance Orch.

Down Yonder — One-step ARTo Dance Orch.

9071 Emaline — Fox-trot Julius Lenzberg and His Orch.

You Made Me Forget How to Cry — Fox-trot

Julius Lenzberg and His Orch.
COLORED VOCAL AND DANCE RECORDS
906S Wang Wang Blues — Vocal Blues

Lucille Hegamin and Her Blue Flame Syncopaters
• I Like You Because You Have Such Loving Ways
— Vocal Blues

Lucille Hegamin and Her Blue Flame Syncopaters
9069 Sweet Mamma, Papa's Getting Mad — Fox-trot

Hegamin's Blue Flame Syncopaters
Strut, Miss Lizzie — Fox-trot,

Hegamin's Blue Flame Syncopaters
STANDARD VOCAL RECORD
5.023 Lost C^ord, The — Baritone solo, orch. accomp.

George Reardon
Holy City, The — Baritone solo, orch. accomp.

George Reardon

EMERSON PHONOGRAPH CO.

103S1 Little Crumbs of Happiness (Ernest R. Ball) —

Tenor solo, Orch. accomp Irving Kaufman

Just Keep a Thought for Me (Kerr-Burtnett-
Fischer) — Baritone solo, Orch. accomp.,

Arthur Fie'ds

■ 10384 Bad-Land Blues (Shepard N. Edmonds) — "Blues"
character song,

Lillyn Brown and Her Jazz-Bo Syncopaters
The Jazz-Me Blues (Tom Delaney) — ■•Blu.s '
character song,

Lillyn Brown and Her Jazz-Bo Syncopators

10385 In Honeysuckle Time (Sissle-Blake) — From

•'Shuffle -Along" — "Blues" ballad.

Noble Sissle and His Sizzling Syncopators
Baltimore Buzz (Sissle-Blake) — From "Shuffl;
Along" — "Blues" character song,

Noble Sissle and His Sizzling Syncopators

10386 Ain't We Got Fun? (Kahn-Egan-Whiting) — (Tom-

edy song, Orch. accomp Fred Hillebrand

Held Fast in a Baby's Hands (Ray Perkins) —
Tenor solo. C'rch. accomp Charles Harrison

10382 Lips (Elwood-Fiorito) — Fo.x-trot,

Green Brothers' Novelty Band
Baby Curls (Kerr-Cooper) — Fox-trot,

Merry Melody Men

10383 Cherie (Irving Bibo) — Fox-trot.

Lanin's Roseland Orchestra
Nestle in Your Daddy's Arms (Herscher-

You Ought to Know

ESTABLISHED 1876

The oldest and leading music trade weekly, which covers every branch of the industry

It Contains

Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in. the trade. Trade happenings in all parts of the United States

"Review the Music Trade With Us''

Send your $2 now for a full year's subscription to

THE MUSIC TRADE REVIEW

373 FOURTH AVENUE NEW YORK

Burke) — Fox-trot Lanin's Roseland Orchestra

10387 Two Little Girls in Blue (Vincent Youmens) —

Medley Fox-trot, from "Two Little Girls in
Blue,"

Joseph Knecht's Waldorf-Astoria Dance Orchestra
Sunshine (Little-Stanley-Motzan) — One-step.

Plantation Dance Orchestra

10388 Paper Doll (Lee David)— Fox-trot,

Joseph Knecht's Waldorf-Astoria Dance Orchestra
Jealous of You (Freedman-Ingham- Johnson) — ■
Waltz Joseph Samuels' Music Masters

10389 Two j^ittle Love Birds (S. Romberg) — Fox-trot,

The Great Lakes' Orchestra
Sultan (W. Haenschen) — One-step,

Joseph Samuels' Music Masters

10390 Yankee (Geo. Gershwin) — Fox-trot,

Green Brothers' Novelty Band
Jabberwocky (Kendis-Brockman-Brown-Eastwood-

Weslyn) — Fox-trot Plantation Dance Orchestra

10391 Carolina Lullaby (Panella-Hirsch) — Male quar-

tet, Orch. accomp New Stellar Quartet

Fare Thee Well, Love, Fare Thee Well (E. A.
Keith) — Male quartet, Orch. accomp..

New Stellar Quartet

10392 Let the Lower Lights Be Burning (P. P. Bliss)

— Male quartet Criterion Quartet

In the Sweet Bye and Bye (Jos. P. Webster) —
Male quartet Criterion Quartet

10393 Serenade (Franz Schubert) — Violin solo, piano

accomp. by Mme. L. Vojuckova-Wetche,

Milan Lusk

Paraphrase on Paderewski's Minuet (Fritz Kreis-
ler) — Violin solo, piano accomp. by Mme. L.
Vojuckova-Wetche Milan Lusk

10394 Medley of Irish Jigs — Irish hornpipe Tom Ennis

Medley of Irish Reels — Irish hornpipe. .. .Tom Ennis

EDISON DEALERS MEET IN ST. LOUIS

Quartet of Prominent Edison Men Who At-
tended Missouri Gathering

NEW KINDERGARTEN RECORDS

Columbia Co.'s Educational Department Issues
Twelve Records for Children

Herewith is shown a quartet of Edison men
who attended the St. Louis dealers' meeting,
held at the Hotel Statler last month. From
left to right they are: T. J. Leonard, general
manager, Thomas A. Edison, Inc.; J. J. Calla-

Edison Men at St. Louis Conve
han, Edison supervisor; A. H. Curry, president
and general manager, Texas-Oklahoma Phono-
graph Co , Dallas, Tex., and J. W. Scott, Am-
berola supervisor. The happenings at this con-
vention were reported in last month's World.

The educational department of the Columbia
Graphophone Co. has issued twelve new kin-
dergarten records in the series it established a
few months ago. The set now comprises twenty
records, offering eighty selections in all of the
world's best music, spe-
cially interpreted for
the child's needs. Ap-
proved by Patty Smith
Hill, associate profes-
sor, Teachers' College,
Columbia University,
and personally super-
vised by her assistants
in the Horace Mann
School of Teachers'
College, Ethel M. Rob-
inson, Helene Kneip
and Louise Birch, these
records represent re-
markably fine interpre-
tations of these classics
for the purpose.

Through the large
sales already secured
prominent educators
have come to recognize
the distinctive charac-
ter of the work the
ntion Columbia educational

department is doing for the schools of the
country. Not only have they testified that these
records are ideal for children, but that the en-
tire series is excellent school equipment of an
educational type.

June 15, 1921

THE TALKING MACHINE WORLD

181

Some Leading Jobbers of Talking Machines in America

Wiiere Dealers May Secure

COLUMBIA

Product

Ready, Full Stock*, and Prompt DeliTeries
from Convenient Shipping Center*
all over the United States.

Distributors

Atlanta, Ga., Columbia Graphophone Co., 061-
563 Whitehall St.

Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.

Boston, Columbia Graphophone Co., 1000 Wash-
ington St.

Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.

Burlingame, Cal., Columbia Graphophone Co.,
1130 Balboa Ave.

Chicago, 111., Columbia Graphophone Co., 325 W.
Jackson Blvd.

Cincinnati, O., Columbia Graphophone Co., 317-
321 Bast 8th Street.

Cleveland, O., Columbia Graphophone Co., 1812
Eaat 30th St.

Dallas, Tex., Columbia Graphophone Co., 316
North Preeton St.

Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Ave.

Detroit, Ulcb., Columbia Graphophone Co., 116
State St.

Indianapolis, Ind., Columbia Graphophone Co.,

209 W. Waahington St.
Kansas City, Mo., Columbia Graphophone Co.,

2006 Wyandotte St. ^
Log Angeles, Cal., Columbia Graphophoue Co.,

800 S. Los Angeles St.
Minneapolis, Minn., Columbia Graphophone Co..

18 N. 3rd St.
New Haven, Conn., Columbia Graphophone Co..

206 Meadow St.
New Orleans, La., Columbia Graphophoue Co..

617-625 Canal St.
New York City, Columbia Graphophoue Co.. 121

West 20th St.
Omaha, Neb., Columbia Graphophone Co., Blghth

and Jaclison Sts.
Philadelpbia, Pa., Columbia Graphophone Co.,

40 N. 6th St.

Pittsburgh, Columbia Graphophone Co., 632-640

Duqueane Way.
Salt Lake City, Utah, Columbia Storaa Co.,

221 South West Temple.
Seattle, Wash., Columbia Graphophone Co., Ml

Western Ave.
Spokane, Wash., Columbia Storea Co., 161 South

Poet St.

St. Lonls, Ho., Columbia Graphophone Co.. 1127
Pine St.

Tampa, Fla., Tampa Hardware Oo.

Headquarters for Canada:

Columbia Graphophone Co., B4-66 Wellington
St., West, Toronto, Out.

Exteutiv* Offict

COLUMBIA GRAPHOPHONE CO.

Gotham National Bank Building New York

TEST IT.

OUR VICTOR

Record Service

has a reputation for efficiency.
Suppose you try it.

E. F. DROOP & SONS CO.

1300 G. STREET. WASHINGTON. D. C.
231 N. HOWARD STREET. BALTIMORE. MD.

WUllam Volker & Co.,

DISl RIBUTORS OF
Complete Pathephone and Pathe Record Stock*.
The best proposition for the progressive dealer.

Sherman.jpay Sc Go.

San Francisco, Los Angeles, Portland. Seattle. Spoka
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS

The PERRY B. WHITSIT CO.

Distributor* ot

Victrolas and Victor Records

COLUMBUS, OHIO

W. J. DYER & BRO.

DYER B'LD'G. ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS

OF THE

VICTOR

MUSIC

WO^^j Machines, Records and Supplies

Shipped Promptly to all
Points in tho Northwest

Mickel Bros. Co.

Omaha, Nebraska
Des Moines, Iowa

Victor Distributors

Wholesale Exclusively

EASTERN TALKING MACHINE CO.

85 E«*ex Street, Boaton

VICTOR DISTRIBUTORS

Every talking machine Jobber In this country
•hould bs repr«iented lo thlt department, ns
matter what kind he hand lee or where he li
loeated. The coit it tlioht and the advantage
It areat

piiiiiiiuiniiiiiiiiiiiiniiiiHimBiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^

I ARTICLES OF INTEREST IN THIS I
I ISSUE OF THE WORLD I

I Ready Reference for Salesmen, Dealers and Department Heads 1

iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiu^

A Talk on Low Instalment Terms 55

Census Figures Bearing on the Industry. .55-105
Unfairness of Excise Tax on Music Shown 57
Large Market for Records Among Summer
Cottagers If Trade Is Intelligently De-
veloped 60

Figures on Talking Machine Exports and

Imports 61

How "Red Seal Derby" Stimulates Record

Sales 75

A Serve-self Plan of Selling Records 87

Raybiu-n Clark Smith Tells of European

Conditions 96

Energy and Enthusiasm Factors in Selling

Records ■ • . 97

Featuring the Possibilities of the Talking

Machine 99

Elaborate Plans for the Convention of Talk-
ing Machine Jobbers at Colorado Springs 115

The Mid- West Point of View 130

Great Advertising Campaign Inaugurated.. 139
Talking Machine Dealers Now Stocking

Sheet Music 147

Sheet Music in Record Shops 149

Edison Caravan Convention in New York,

153-156

Robert Gordon's Page of Useful Informa-
tion for Dealer and Salesman 161

Latest Patents of Trade Interest 176-177

Advance Record Bulletins 178-180

Time to Move Forward to an Era of Pros-
perity 3

How Lack of Concentration in Selling Ideas
Confuses the Customer 4

The Importance of Price Maintenance 8

Developing the Campaign for Better Busi-
ness

The Development of Trade in Summer
Months 9

Importance of the Talking Machine Indus-
try More Largely Recognized 9

The Opportunities That Lie in Cultivating
the Trade of the Foreign Born in America 11

Symposium of Up-to-date Talking Machine
and Record Sales Suggestions 13

Utilizing the Holidays and Baseball Season
as Business Developers 15

Credit Manager's Problems — Analyzing
3,000 Representative Accounts 19-21

The Relations of Banker and Merchant... 26

Knowledge of Constructive Features of the
Talking Machine a Helpful Sales Point.. 31

The Dealers' Vital Part in Music-Memory
Contests Held in the Schools 33

Going After the Summer Talking Machine
Business Where Summer Business Is... 37-40

Convention of Southern Victor Dealers. . .41-45

An Original Publicity Stunt 53

"Window Night" Festival a Trade-Making
Medium 53

182

THE TALKING MACHINE WORLD

June 15, 1921

Acme Die Casting Corp " 156

Acme Engineering & Mfg. Co. 136

Aeolian Co 68

American Felt Co 172

American Mica Works... 158

American Odeon Corp 65

American T. M. Co Ill

American Walnut Mfrs. Assn _137

Andrews, Curtis N 55

Arion Record Import Co 126

Arto Co 146

Associated Phonograph Supply Co 114

Badger Talking Machine Co 164

Bagshaw Co., W. H 22

Barnhart Bros. & Spindler 30, 82, 92, 137, 159, 165

Bell Hood Needle Co 66

Blackman Talking Machine Co 116

Brandts Furn. Co 35

Brilliantone Steel Needle Co 23

Broadway Music Corp 99, 123, 128, 150

Brooks Mfg. Co 32

Bruno & Son, Inc C 104

Bruns & Sons, A 165

Brunswick-Balke-CoUender Co.... Insert following page 34

Buegeleisen & Jacobson 61

Buehn Co., Louis y3

Buffalo T. M. Co 71

Cabinet & Accessories Co

Cardinal Phono Co

Casey-lludson Co

Celina Spec. Co ,

Charmaphonc T. M."Co....

Cheney Talking Machine Co

Chicago Phono Realization Co

Chicago Talking Machine Co

Cirola Distrib. Co

Claremont Mfg. Co

Cleveland T. M. Co

Classified Want Ads 171,

Cohen & Hughes

CoUings & Co

Columbia Graphophone Co 16, 24, 47, 58,

73, 89, 110, 118, 119, 127, 128,

Consolidated Sales Co

Consolidated Talking Machine Co 46,

Cressey & Allen

Criterion Records, Inc

Curry, Frank B •.

Dalion T. M. Co

Djtson Co., Oliver

Doctorow, D. R

Dodin, Andrew H

Droop & Sons Co., E. F.

Drying Systems, Inc

Duo-Tone Co

Dyer & Co., W. J

Eastern Talking Machine Co

Eclipse Musical Co

Edison, Inc., Thos Back eover, 36, 108,

Eight Famous Victor Artists

Einson Litho, Inc

Electric Recording Laboratories

Emerson Phonograph Co

Empire Phono. Parts Co

Energy Phono. & Supply Co

Eureka Novelty Co

Everhart & Brown

Everybody's Talking Machine Co

Famous Singers' Records

Feist, Leo 51, 62, 69, 78, 114, 120, 124,

Fletcher- Wickes Co 74,

Flexlume Sign Co

Frank Corp., Lewis C

Fulton Talking Machine Co

6''
103
138
ll'i

14
171
129

97
124
6

172
69
27
67
164
166
166
85
76
87

48
84
34
177
181
136
26
181

37
122

80
150
106

60
140

51
105

53
149
131

30
127
110

General Phonograph Corp,

Inserts following pages 18, 50, 66

General Phonograph Mfg. Co 34

Gibson-Snow Co 29

Gilbert Music Co., L. Wolfe 147

Glynn, W. B., Distributing Co 29

Gramophone Co., Ltd 173

Granby Phono. Corp 12

Gray Co., Walter S 124

Gray & Dudley Co 144

Greater New York Novelty Co 159

Gretsch Mfg. Co., Fred 170

Griffith Piano Co 29

Grinnell Bros 145

Guth Toy Mfg. Corp 160

Hall Mfg. Co 98

Handy Mfg. Co 138

Harper & Bros 57

Harponola Co -35

Hai^fison JIusic Co 147

Hartzell Crucible Co 97

Henigan, Hess & Co 105

Hessig-Ellis Drug Co 29

Hoffay Phono. Co 105

Horton-Gallo-Creamer Co 84

Hough, J. E., Ltd 175

Hough, L. W 87

Howe & Co., C. W 142

Hutches Engg. Co 144

Ilsley, Doubieday & Co ; 81

Independent Jobbing Co 92

International Mica Co 117

Interstate Phono. Corp 96

Iroquois Sales Co 27

Jewel Phonoparts Co 40, 75

Jewett Phono. Co 31

Keen Talk. Mach. Supply Co 96

Kennedy-Green Co 18

Kent Co., F. C 62

Keystone Minerals Co 65

Keystone Printed Specialties Co 10

Kichler Co., L. A 45

Kiefer-Stewart Co '. 29

Kimball Co., W. W 101, 134

King-O-Tone Phono. Co 170

Knickerbocker T. M. Co 13

Knight Campbell Music Co 163

Kraft, Bates & Spencer, Inc 85

Kroll & Horowitz Co v 120

Lansing Sales Co - 87

Lee-Coit-Andreesen Hdw. Co 29

Lesley's 177

Lidseen Products Co 141

Long Cabinet Co., Geo 44

Lorentzen, H. K 80

Luna Nickel Plating Co 107

Lundstrom Mfg. Co., C. J 88

Lyon & Healy 132

Lyons, W. H 136

Magnavox Co 70

Magnola Talking Machine Co 77, 114, 156, 175

Manophone Corp 152

Marshall Co., Inc., C. L 29

Masterpiece Phono. Co 141

Matthews, F. W 89

McKinley Music Co 149

Mellor's 21

Mellowtone Needle Co 117

Melody National Sales Co 136

Merchandise Distributors Co 135

Mermod & Co 163

Meyercord Co 134

Mickel Bros. Co 181

Milwaukee T. M. Mfg. Co 48

Minneapolis Drug Co 29

Modemola Co 52

Montagnes, I., & Co 29

Morris Co., J. 0 109

M. S. & E 29

Natl. Assn. T. M. Jobbers 125

National Decalcomania Co. 96

National Publishing Co 10

Netschert, Frank 51

New England Talking Machine Co 86

New York Album & Card Co 4

.\'ew York Recording Laboratories 91

New York Talking Machine Co 129

Norton Co., Robert 148

.Nupoint Mfg. Co 75

Nye, Wm. F 49

Ogden Sectional Cabinet Co., Inc 155

Olympic Disc Record Corp Inside back cover

Ormes, Inc 9

Oro-Tone Co 133, 166

Parks & Parks 50

Pathe Freres Phonograph Co 38, 39

Pearsall Co., Silas E 15

Peckham Mfg. Co 42

Peerless Album Co 6

Penn Phonograph Co 95

Permo Co 154

Phillips Phono. Parts Co., Wm 19

Phonograph Appliance Co 26

Phonograph Control Corp 20

Phonomotor Co 41

Player-Tone T. M. Co 158

Plymouth Phono. Co 143

Plywood Corp 16

Puritone Phono. Corp 151

Putnam-Page Co 73

Racine Phono. Co ; 61

Record Sales Co ' 100

Refiexo Products Co 56

Remington Phono. Corp Inside back cover

Rene Manufacturing Co 112, 156

Rex Gramophone Co T 175

Reynalds, Wm. H 42

Robinson, Pettit Co., Inc. 39

Rountree Corp 54

Seaburg Mfg. Co 33

Selle & Co., H. W 139

Serenade Mfg. Co 90

Sherman, Clay & Co 11

Singer T. M. Co 121

Smith Drug Co., C. D 29

Smith Laboratories, H. J 159

Smith-Schifflin Co 158

Sonora Distr. Co. of Texas 29

Sonora Co. of Philadelphia . 7 94

Sonora Phonograph Co., Inc.,

Inside Front Cover, 28, 29, 59

Sonora Phonograph Co. of Pittsburgh 29

Soss Mfg. Co 168

Sound Recording Co 174

Southern Drug Co 29

Southern Sonora Co 29

Southwestern Drug Co 29

Sphinx Gramophone Motors 79

Standard Music Roll Co 146

Standard Talking Machine Co 181

Starr Piano Co 25

Steel, W. R 174

Steger & Sons Piano Mfg. Co 64

Steinert & Sons Co., M 83

Stephenson, Inc 167

Sterling Devices Co 135

Sterno Manufactirring Co 162

Stewart T. M. Co 77

Strevell-Paterson Hardware Co 29

Supertone Needle Wks 82

Talking Machine World Dealer Service 113

Tiffany Phonograph Sales Co 168

Toledo Talking Machine Co 91

Triangle Phono. Parts Co 78

Udell Works 63

Unit Construction Co 102

United Mfg. & Distr. Co 169

United States Record Mfg. Orp 74

Usoskin Litho 168

Val's Accessory House 59

Van Houten, C. J. & Zoon 29

Van Veen & Co 160

Vicsonia Mfg. Co., Inc 24

Victor Talking Machine Co Front Cover, 5, 7

Volker & Co., Wm... 181

Wade Co., R. C 107

Wade, W. H 139

Walthall Music Co 29

Ward Co., C. E 58

Wa.x & Novelty Co 89

Weber-Knapp Co 47

Werlein, Ltd., Philip 43

Weymann & Son, H. A 94

Whitsit Co., Perry B 181

Widdicomb Furniture Co 17

Williams Co., G. T Ill

Wimpfheimer & Bro., A 146

Windsor Fum. Co 139

Winterrath Composition Amplifier r. 72

W izard T. M. Co 140

Wonder T. M. Co 157

Yahr & Lange Drug Co 29

Yeuell Co., E. V 86

THE TALKING MACHINE WORLD

They Came They Saw

They Bought

52 NEW AGENCIES

were contracted for by dealers
who visited the exhibit of the

REMINGTON PHONOGRAPH CORPORATION

AT THE DRAKE HOTEL, CHICAGO, ILL.

(1==

Does this mean anything to you?

Progressive dealers invited to write us
regarding exclusive agency proposition

REMINGTON PHONOGRAPH CORPORATION

Philo E. Remington Everett H. Holmes James S. Holmes

President Sales Manager Vice-President

1664 Broadway - New York, U. S. A.

THE DEMAND FOR

OLYMPIC RECORDS

Released in May, taxed our capacity, and orders for June Olympic
Records show an increase of 300^.

This has made it necessary to add four presses to
our eguipmetit in order to take care of the business.

Olympic Records establish a new era in the reproduction of
sound. The surface noises have been practically eliminated,
and the recording is nothing short of marvelous.

WE ARE GOING TO CREATE A PUBLIC DEMAND FOR OLYMPIC ■

RECORDS. DEALERS SHOULD HEAR THEM AT ONCE, AND GET THE S

ADVANTAGE OF THIS DEMAND. S

There is some valuable territory available for live, ■

progressive dealers. Write at once for information ■

OLYMPIC DISC [

RECORD CORPORATION [

1666 BROADWAY NEW YORK S

Edison Message No. 95

If the Excise Tax on phono-
graphs is increased, the price
of Edison Phonographs must
be advanced.

THOMAS A. EDISON, Inc.

ORANGE, NEW JERSEY

JOBBERS OF THE

CAUFORNIA
Los Angeles — ^Edison Phonographs,
Ltd.

San Francisco — E^son Phonographs,
Ltd.

COLORADO
Denrer — Denver Dry Goods Co.

CONNECTICUT
New Haven — Pardee-Ellenberger
Ce., Inc.

GEORGIA
Atlanta — Phonographs, Inc.

ILUNOIS
Chicago — The Phonograph Co.
Wm. H. Lyons (Amberola only).

INDIANA
IndianapoU»— Kipp Phonograph Co.

IOWA

De« Koines — Harger & Blish.
Sioux City — Harger & Blish.

NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS

LOUISIANA
New Orleans— Diamond Music Co.,
Inc.

MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).

MICHIGAN
Detroit — Phonograph Co. of
Detroit

MINNESOTA
Minneapolis — Laurence H.
Lucker

MISSOURI
Kansas City — ^The Phonograph Co.

of Kansas Gty.
St. Louis — Silverstone Music

Co.

MONTANA
Helena — Montana Phonograph
Co.

NEBRASKA
Omaha — Shultz Bros.

NEW YORK
Albany — American Phonograph
Co.

New York — ^The Phonograph

Corp. of Manhattan.
Syracuse — Frank E. Bolway & Son,

Inc. W. D. Andrews Co.

(Amberola only).

OHIO

Cincinnati — ^The Phonograph Co.
Cleveland — The Phonograph Co.

OREGON
Portland — Edison Phonographs,
Ltd.

PENNSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Buehn Phonograph
Co.

Williamsport — W. A. Myers.

RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).

TEXAS

Dallas — Texas-Oklahoma Phono-
graph Co.

UTAH

Ogden — Proud&t Sporting Goods
Co.

VIRGINIA
Richmond— The C. B. Haynes
Co., Inc.

WISCONSIN
Milwaukee — The Phonograph Co.
of Milwaukee.

CANADA
Montreal— R. S. Williams ft

Sons Co., Ltd.
St. John— W. H. Thome ft Co.,

Ltd.

Toronto— R. S. Williams ft Son*

Co., Ud.
Vancouver — Kent Piano Co., Ltd.
W^innipeg— R. S. Williams ft Sons

Co., Ltd.
Babson Bros. (Amberola only).

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